The opportunity
Figma is growing our team of passionate creatives and builders on a mission to make design accessible to all. Figma’s platform helps teams bring ideas to life—whether you're brainstorming, creating a prototype, translating designs into code, or iterating with AI.
What you'll do
Own and execute a territory strategy across a portfolio of strategic Federal: Civilian agencies, building pipeline and consistently meeting or exceeding quarterly and annual revenue targets
Develop and strengthen relationships across mission owners, program offices,: contracting officers, IO/OCIO organizations, acquisition teams, and executive leadership at Federal Civilian agencies to identify paths to broader agency-wide deployment
Apply effective discovery and value-selling techniques to understand agency: missions, strategic priorities, and business challenges and connect them to measurable outcomes with Figma
Build and execute account plans that map agency priorities, stakeholders,: programs, funding sources, acquisition paths, partners, and opportunities for long-term growth
Build executive sponsorship and navigate complex, multi-stakeholder sales: cycles by effectively multi-threading across technical, business, acquisition, and executive audiences
Engage customers early in their planning and acquisition processes to: understand and share requirements, influence acquisition strategies, and position Figma for long-term success
What they're looking for
- Develop account-specific strategies around GWACs, IDIQs, BPAs, task orders,: and other relevant federal contracting vehicles to advance complex opportunities
- Co-create with cross-functional teams and the federal partner ecosystem to: position Figma, progress complex opportunities, protect and expand existing business, and ensure long-term customer success
- + years of enterprise software or SaaS sales experience, with significant: experience selling into Federal Civilian agencies and a strong track record of meeting or exceeding revenue targets
- Experience owning strategic Enterprise accounts (5,000+ FTEs), consistently: generating net-new pipeline, and closing complex, multi-stakeholder sales cycles of six months or longer
