Senior Inside Sales Representative

Figma is growing its team of creatives and builders on a mission to make design accessible to all.

As a Senior Inside Sales Representative, you’ll help retain and grow Figma’s existing customers. You’ll manage renewals and expansion opportunities across an assigned book of business, including accounts where an Account Executive is on leave, territories where we’re hiring, and customers with multiple Figma organizations.

Responsibilities

• Own a book of existing customer business and deliver against quarterly net revenue retention (NRR) targets by retaining revenue, managing contraction risk, and driving expansion
• Build trusted customer relationships and uncover business objectives, workflows, adoption challenges, and opportunities to deliver greater value
• Lead renewal cycles end-to-end, from proactive outreach and discovery through negotiation, close, and billing coordination, including for accounts without a dedicated Account Executive
• Navigate potential contraction and churn conversations by understanding the underlying drivers, reinforcing customer value, and developing a clear path forward
• Identify and pursue growth opportunities across teams, use cases, and products, including connecting Figma’s AI capabilities to relevant customer workflows
• Negotiate commercial terms that balance customer needs with Figma’s business objectives, partnering with Sales Managers & Account Executives on more complex opportunities
• Use account data and customer insights to identify risk and growth signals, maintain accurate pipeline records, and forecast expected outcomes
• Partner with Account Executives, Sales Leaders, Deal Desk, Legal, Billing, and Support to align account strategy and resolve blockers, and share customer insights to improve how we manage renewals and growth

Requirements

• 1+ year of customer-facing experience in inside sales, account management, renewals, sales development, or a related role, ideally in B2B SaaS
• Strong discovery and communication skills, including asking thoughtful questions, understanding customer needs, and explaining product value clearly
• Technical aptitude and curiosity, with the ability to learn a complex platform, understand customer workflows, and connect new capabilities,including AI,to practical outcomes
• Evidence of influencing customer decisions, handling objections, and taking ownership of measurable results, paired with sound judgment and a collaborative approach to working with internal partners
• Strong organizational skills, including prioritizing competing customer needs, managing deadlines, and following through across multiple opportunities

Nice to Have

• Direct ownership of renewals, negotiations, forecasting, or closing against a commercial target
• Experience identifying expansion opportunities or helping customers adopt new products, AI capabilities, or workflows
• Experience working with multiple customer stakeholders, including Procurement, Finance, or Legal
• Experience using Salesforce, Ironclad, or similar tools to manage customer opportunities and deal workflows
• Familiarity with SaaS subscription models and retention metrics such as GRR and NRR

Benefits

• Equity to employees
• Competitive package of additional benefits, including health, dental, and vision coverage
• Retirement benefits with company contributions
• Parental leave and reproductive or family planning support
• Mental health and wellness benefits
• Paid time off
• Company recharge days
• Cell phone and home internet reimbursements
• Lifestyle spending accounts
• Sales incentive compensation for most sales roles
• Annual bonus plan for eligible non-sales roles