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Salary: USD 211,000 - 264,000 / annual
Figma is seeking a Director of Federal Sales to lead the company's expansion into the public sector. This is a full-time role based in one of Figma's US hubs (San Francisco or New York) or available as remote within the United States.
In this role, you will design and execute the go-to-market strategy for Federal and State/Local government sales, managing multiple teams and business interests. You'll be responsible for building and leading a team of Account Executives focused on the federal market, hiring, developing, and coaching them to success.
Key responsibilities include:
- Designing and driving the go-to-market strategy for Federal & State/Local sales
- Proactively communicating progress, roadblocks, and opportunities to internal stakeholders
- Leveraging and cultivating relationships with influential contacts at Federal departments and agencies
- Collaborating cross-functionally with sales, engineering, design, product, marketing, and legal teams to close complex deals
- Managing key performance metrics including forecasting, pipeline generation, win rates, and deal sizes
- Hiring, developing, and coaching Account Executives in the Federal market
You should have 15+ years of Enterprise SaaS sales experience with demonstrated success selling to Federal departments and agencies, plus 10+ years in sales management. You'll need outstanding executive presence and communication skills, a proven track record managing complex multi-partner sales processes with sophisticated negotiations, and a history of exceeding annual sales quotas. Experience with federal procurement, pricing negotiations involving legal and compliance considerations, and closing multi-million dollar deals is essential.
