Account Executive, Federal - Federal Systems Integrators

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