Account Executive, SMB

Responsibilities

• Create and manage a pipeline of SMB accounts from inbound and outbound activity to meet quarterly and annual sales targets
• Apply effective discovery and value-selling techniques to build relationships with key decision-makers in new and existing customers
• Align with decision-makers to identify how Figma’s roadmap and innovations can solve specific business challenges
• Conduct thorough analysis to tier and prioritize accounts within large volumes
• Expertly position Figma and engage cross-functional partners to drive deals forward
• Leverage in-person meetings and networking opportunities to advance customer relationships

Requirements

• Exposure to a structured sales or outbound program (experience as an SDR or AE)
• Experience closing sales for a software or SaaS business in an outbound function
• Consistent performance in meeting pipeline generation targets for net new business
• Demonstrated experience managing high-volume sales cycles (1-3 months)
• Native-level Japanese

Preferred Qualifications

• Experience selling solutions to technical audiences such as Engineering, Product, or Design teams
• Demonstrated ability to succeed in a rapidly changing environment
• Certification in deal qualification and prospect discovery

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. Figma empowers teams to streamline workflows, move faster, and work together in real time from anywhere in the world.