# Account Executive, Federal - Civilian

**Company**: Figma
**Location**: Washington, DC
**Work arrangement**: remote
**Experience**: senior
**Job type**: full-time
**Salary**: $165,000-$190,000 USD
**Category**: Sales
**Industry**: Technology

**Apply**: https://job-boards.greenhouse.io/figma/jobs/6143113004?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply
**Canonical**: https://yubhub.co/jobs/job_32a8f914-bdf

## Description

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

We are looking for an Account Executive, Federal - Civilian who will play a critical role in growing Figma's business across the U.S. Federal Government.

You will own and develop strategic relationships across Federal Civilian agencies, helping customers understand how Figma's product suite can support their mission, modernize how teams work together, and drive transformation at scale.

**Responsibilities:**

- Own and execute a territory strategy across a portfolio of strategic Federal Civilian agencies, building pipeline and consistently meeting or exceeding quarterly and annual revenue targets

- Develop and strengthen relationships across mission owners, program offices, contracting officers, IO/OCIO organizations, acquisition teams, and executive leadership at Federal Civilian agencies to identify paths to broader agency-wide deployment

- Apply effective discovery and value-selling techniques to understand agency missions, strategic priorities, and business challenges and connect them to measurable outcomes with Figma

- Build and execute account plans that map agency priorities, stakeholders, programs, funding sources, acquisition paths, partners, and opportunities for long-term growth

- Build executive sponsorship and navigate complex, multi-stakeholder sales cycles by effectively multi-threading across technical, business, acquisition, and executive audiences

- Engage customers early in their planning and acquisition processes to understand and share requirements, influence acquisition strategies, and position Figma for long-term success

- Develop account-specific strategies around GWACs, IDIQs, BPAs, task orders, and other relevant federal contracting vehicles to advance complex opportunities

- Co-create with cross-functional teams and the federal partner ecosystem to position Figma, progress complex opportunities, protect and expand existing business, and ensure long-term customer success

**Requirements:**

- 7+ years of enterprise software or SaaS sales experience, with significant experience selling into Federal Civilian agencies and a strong track record of meeting or exceeding revenue targets

- Experience owning strategic Enterprise accounts (5,000+ FTEs), consistently generating net-new pipeline, and closing complex, multi-stakeholder sales cycles of six months or longer

- Deep understanding of Federal Civilian agency missions, organizational structures, technology priorities, and buying processes

- Experience navigating complex federal procurement and acquisition processes, with an understanding of agency budget cycles, appropriations, program funding, procurement timelines, and federal fiscal year dynamics

- Demonstrated ability to build executive relationships, navigate complex organizational structures, and apply a disciplined, value-based sales methodology that connects technology solutions to customer mission and business outcomes

**Benefits:**

- 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; and paid time off

- Annual Base Salary Range: $165,000-$190,000 USD

## Skills

### Required
- enterprise software sales
- SaaS sales
- Federal Civilian agency sales
- value-based sales methodology

### Nice to have
- enterprise technology solutions
- technical audiences
- federal technology modernization
- digital services
- collaboration initiatives

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Source: [Apply at job-boards.greenhouse.io](https://job-boards.greenhouse.io/figma/jobs/6143113004?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply)