Account Executive, Enterprise

Responsibilities

• Create and manage a pipeline of Enterprise accounts to consistently meet or exceed quarterly and annual sales targets
• Apply effective discovery and value-selling techniques to build and strengthen relationships with key decision-makers in large organizations (5000+ FTEs)
• Align with executives on business challenges to gain sponsorship for enterprise-wide deployments across the Figma product suite
• Conduct thorough analysis to create strategic account plans and multi-thread at an executive level to identify expansion opportunities
• Manage a book of business by tiering accounts and implementing techniques to prevent contractions
• Co-create with cross-functional partners to position Figma effectively and drive deals to successful closure

Requirements

• Multiple years of experience closing sales for a software or SaaS business
• Proven experience managing an Enterprise book of customers (5000+ FTEs) and selling to executive-level decision-makers
• Demonstrated experience successfully managing complex sales cycles of 6 months or longer
• Consistent track record of meeting or exceeding pipeline generation targets for net new business
• Proficiency with a sales methodology and process that creates tangible value for customers

Preferred Qualifications

• Experience selling solutions to technical audiences, including Engineering, Product, and Design teams
• Demonstrated ability to succeed and adapt within a rapidly changing environment
• Certification in deal qualification and prospect discovery methodologies

About the Company

Figma is on a mission to make design accessible to all. Our 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.