# Account Executive, Strategic (Sydney or Melbourne, Australia)

**Company**: Figma
**Location**: Sydney, New South Wales
**Work arrangement**: hybrid
**Experience**: senior
**Job type**: full-time
**Category**: Sales
**Industry**: Technology

**Apply**: https://job-boards.greenhouse.io/figma/jobs/6132643004?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply
**Canonical**: https://yubhub.co/jobs/job_f58293a3-fb3

## Description

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

We are looking for a Strategic Account Executive who will play a critical role driving sales and maximizing expansion opportunities with a defined list of top-tier Enterprise customers.

This role will be based out of either Sydney or Melbourne, Australia.

Responsibilities:

- Manage a defined list of named strategic accounts to consistently meet or exceed quarterly and annual sales targets

- Apply effective discovery and value-selling techniques to build and strengthen C-level relationships for every account in your book

- Align with executives on business challenges and gain sponsorship for enterprise-wide deployments for a suite of products, identifying where Figma’s roadmap and innovations fit in the long term

- Conduct thorough analysis to create strategic account plans that outline company priorities and initiatives, multi-threading at a senior level to build on expansion opportunities

- Co-create with cross-functional partners to expertly position Figma, drive deals forward and ensure customer success

- Leverage opportunities to advance executive-level relationships through in-person meetings and networking opportunities

- Build compelling business cases and ROI justifications to support large, complex deals

Requirements:

- 8+ years of success driving new business and expansion within Enterprise software/SaaS, partnering with the largest enterprise customers (5,000+ FTEs) and engaging C-level executives

- Demonstrated success managing a focused territory or portfolio of strategic, named accounts while consistently meeting or exceeding pipeline generation targets

- Proven ability to strategically sell complex, technical products or platforms through consultative, value-based sales approaches

- Strong track record of navigating and closing complex enterprise sales cycles, typically spanning 9 months or longer

- Proficiency with structured sales methodologies such as MEDDIC/MEDDICC or Command of the Message to drive customer value and successful sales outcomes

Nice to Have:

- Experience selling solutions to technical audiences at the highest level in Engineering, Product and Design teams

- Demonstrated ability to succeed in a changing environment

- Certified in deal qualification and prospect discovery

At Figma, one of our values is Grow as you go. We believe in hiring smart, curious people who are excited to learn and develop their skills.

Figma is an equal opportunity workplace - we are dedicated to equal employment opportunities regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity/expression, veteran status, or any other characteristic protected by law.

## Skills

### Required
- MEDDIC/MEDDICC
- Command of the Message
- value-based sales
- enterprise software
- SaaS

### Nice to have
- deal qualification
- prospect discovery

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Source: [Apply at job-boards.greenhouse.io](https://job-boards.greenhouse.io/figma/jobs/6132643004?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply)