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 account strategies across a portfolio of strategic FSI: accounts, building pipeline and consistently achieving revenue targets
Develop trusted relationships with FSI executives, program and capture teams,: technical stakeholders, procurement organizations, and other key decision-makers
Identify federal programs and initiatives where Figma can play a strategic: role, connecting Figma's capabilities to customer mission and business outcomes
Build strategic account plans that map key stakeholders, programs, agency: priorities, funding, contract vehicles, partners, and paths to long-term growth
Navigate complex, multi-stakeholder sales cycles, engaging customers early to: influence requirements, acquisition strategies, and positioning for large federal programs
Leverage knowledge of federal procurement and contracting vehicles—including: GWACs, IDIQs, BPAs, GSA schedules, and task orders—to identify and advance opportunities
What they're looking for
- Manage opportunities from prospecting through close and expansion, including: discovery, solution positioning, proposal support, negotiation, forecasting, and CRM management
- Partner closely with Figma's Alliances team, cross-functional partners, and: the broader federal ecosystem to develop opportunities, position Figma within strategic programs, and drive long-term customer success
- + years of enterprise sales experience, including significant SaaS experience: selling into Federal Systems Integrators, with a strong track record of meeting or exceeding revenue targets
- Deep understanding of the FSI ecosystem: including how large federal programs are structured, funded, captured, and awarded through partner-led sales motions — along with strong knowledge of federal contracting and acquisition processes, including budget cycles, contract vehicles, recompetes, funding priorities, and procurement timelines
