Account Executive, Mid-Market

1 Month ago • All levels • Account Management • $99,500 PA - $99,500 PA

Job Summary

Job Description

Figma is seeking a passionate Account Executive, Mid-Market to drive sales and maximize revenue. You will be responsible for targeting, building, and nurturing relationships with key decision-makers, understanding business needs, and delivering solutions from Figma's product suite. This role offers the opportunity to accelerate your career, learn from industry leaders, and build a network within Figma. You will create and manage pipelines from inbound and outbound activities to meet sales targets, apply discovery and value-selling techniques, align with executives on business challenges, and create account plans to identify expansion opportunities. Responsibilities also include managing a book of business, initiating techniques to save contractions, and co-creating with cross-functional partners to drive deals and ensure customer success.
Must have:
  • Experience closing software/SaaS sales to executives
  • Consistent pipeline generation for net new business
  • Manage complex sales cycles (3-9 months)
  • Utilize a value-creating sales methodology
Good to have:
  • Experience selling to technical audiences
  • Ability to succeed in a changing environment
  • Certified in deal qualification and prospect discovery

Job Details

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. From idea to product, Figma empowers teams to streamline workflows, move faster, and work together in real time from anywhere in the world. If you're excited to shape the future of design and collaboration, join us!

We are looking for an Account Executive, Mid-Market who will play a critical role in driving sales and maximizing revenue with our customers. You will be responsible for targeting, building and nurturing positive relationships with key decision-makers, understanding complex business needs, and delivering innovative solutions across our product suite. This is an opportunity to accelerate your career, learn from leading sellers in the industry and build an incredible network of cross functional partners at Figma.

This is a full time role that can be held from one of our US hubs (in office 2 days/week) or remotely in the United States.

What you'll do at Figma:

  • Create and manage a pipeline of Mid-Market accounts from inbound and outbound activity to consistently meet or surpass sales targets.
  • Apply effective discovery and value-selling techniques to build and strengthen relationships with key decision-makers in both new and existing customers (500-5000 FTEs)
  • Align with executives on business challenges and gain sponsorship for enterprise wide deployments for a suite of products, identifying where Figma’s roadmap and innovations fit in the long term
  • Conduct thorough analysis to create account plans that outline company priorities and initiatives, multi-threading at senior level to build on expansion opportunities
  • Manage a book of business by tiering accounts and initiating techniques to save contractions
  • Co-create with cross-functional partners to expertly position Figma, drive deals forward and ensure customer success
  • Leverage opportunities to advance executive level relationships through in-person meetings and networking opportunities

We'd love to hear from you if you have:

  • Experience closing sales, over multiple years, for a software or SaaS business with a book of customers (<5000 FTEs), selling to executives
  • Consistent performance meeting pipeline generation targets for net new business
  • Demonstrated experience successfully managing complex sales cycles (3-9 months)
  • A sales methodology and process that creates value for customers

While it’s not required, it’s an added plus if you also have:

  • Experience selling solutions to technical audiences at executive level (i.e. Engineering, Product, Design teams)
  • Demonstrated ability to succeed in a changing environment
  • Certified in deal qualification and prospect discovery
At Figma, one of our values is Grow as you go. We believe in hiring smart, curious people who are excited to learn and develop their skills. If you’re excited about this role but your past experience doesn’t align perfectly with the points outlined in the job description, we encourage you to apply anyways. You may be just the right candidate for this or other roles.

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About The Company

Figma is a collaborative web application for interface design, with additional offline features enabled by desktop applications for macOS and Windows

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