# Account Executive, Federal - Federal Systems Integrators

**Company**: Figma
**Location**: San Francisco, CA
**Work arrangement**: remote
**Experience**: senior
**Job type**: full-time
**Salary**: $200,000-$200,000 USD
**Category**: Sales
**Industry**: Technology

**Apply**: https://job-boards.greenhouse.io/figma/jobs/6163045004?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply
**Canonical**: https://yubhub.co/jobs/job_bf3bb644-758

## 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 - Federal Systems Integrators to grow Figma's business across strategic Federal Systems Integrator (FSI) accounts.

**Responsibilities**

- Own and execute account strategies across a portfolio of strategic FSI accounts, building pipeline and consistently achieving revenue targets

- Develop trusted relationships with FSI executives, program and capture teams, technical stakeholders, procurement organizations, and other key decision-makers

- Identify federal programs and initiatives where Figma can play a strategic role, connecting Figma's capabilities to customer mission and business outcomes

- Build strategic account plans that map key stakeholders, programs, agency priorities, funding, contract vehicles, partners, and paths to long-term growth

- Navigate complex, multi-stakeholder sales cycles, engaging customers early to influence requirements, acquisition strategies, and positioning for large federal programs

- Leverage knowledge of federal procurement and contracting vehicles,including GWACs, IDIQs, BPAs, GSA schedules, and task orders,to identify and advance opportunities

- Manage opportunities from prospecting through close and expansion, including discovery, solution positioning, proposal support, negotiation, forecasting, and CRM management

- Partner closely with Figma's Alliances team, cross-functional partners, and the broader federal ecosystem to develop opportunities, position Figma within strategic programs, and drive long-term customer success

**Requirements**

- 8+ years of enterprise sales experience, including significant SaaS experience selling into Federal Systems Integrators, with a strong track record of meeting or exceeding revenue targets

- Deep understanding of the FSI ecosystem , including how large federal programs are structured, funded, captured, and awarded through partner-led sales motions , along with strong knowledge of federal contracting and acquisition processes, including budget cycles, contract vehicles, recompetes, funding priorities, and procurement timelines

- Proven success owning strategic enterprise accounts, generating net-new pipeline, and closing complex, multi-stakeholder sales cycles

- Demonstrated ability to identify and build relationships with the right buyers, champions, and senior decision-makers within large organizations and position technology within broader federal initiatives

- Strong strategic account planning, discovery, value-selling, and executive communication skills, with the ability to translate technical capabilities into measurable business and mission outcomes

**Nice to Have**

- Experience selling enterprise technology solutions to technical audiences, including Engineering, Product, Design, IT, or digital transformation teams

- Formal training or certification in enterprise sales methodologies focused on deal qualification, discovery, and value selling

- Experience working at an FSI earlier in your career, such as Deloitte, GDIT, Booz Allen, or a similar organization

- Existing relationships across the FSI and federal technology ecosystem

**Benefits**

- 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

- Annual bonus plan

## Skills

### Required
- enterprise sales
- SaaS
- federal contracting
- strategic account planning
- value-selling
- executive communication

### Nice to have
- enterprise technology sales
- technical sales
- sales methodologies
- FSI experience

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Source: [Apply at job-boards.greenhouse.io](https://job-boards.greenhouse.io/figma/jobs/6163045004?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply)