Account Executive, Enterprise

About the role

Figma is seeking an Enterprise Account Executive to join our Singapore office. You will help grow our presence by managing strategic customer relationships and driving revenue within a rapidly expanding sales organization. In this position, you will own the end-to-end sales cycle for large, multi-divisional clients, aligning their strategic objectives with Figma's platform capabilities. You will act as the primary business advisor to C-suite and technical stakeholders, ensuring that every interaction builds trust and moves the relationship forward. This role requires a high degree of ownership, discipline, and collaboration as you work hand-in-hand with product, engineering, and customer success teams. Your work will directly influence the adoption and expansion of Figma's enterprise suite across some of the world's most demanding organizations. You will leverage structured sales methodologies to de-risk complex procurement decisions and position Figma as an indispensable strategic partner. Ultimately, you will be responsible for building a sustainable pipeline that fuels long-term revenue growth and sets a benchmark for excellence in enterprise sales.

Key facts

What you'll do

• Initiate and lead discovery sessions with enterprise stakeholders to uncover critical business challenges and map strategic opportunities.
• Architect and own multi-threaded relationship maps that identify all key influencers, decision makers, and economic buyers within target accounts.
• Develop and present data-driven business cases that quantify the financial impact and strategic value of adopting Figma at enterprise scale.
• Apply MEDDIC and Command of the Message frameworks to navigate complex sales cycles and mitigate commercial risk.
• Orchestrate coordinated solutions with Product, Engineering, and Customer Success to tailor offerings that address unique enterprise requirements.
• Monitor and optimize a quantifiable sales pipeline, ensuring rigorous forecasting and proactive management of all opportunities.
• Drive adoption and expansion within existing strategic accounts by identifying new use cases, champion networks, and expansion triggers.
• Serve as the primary escalation point for complex objections, aligning internal experts to address technical, security, and compliance inquiries.
• Document and share best practices from enterprise engagements to refine sales playbooks and improve team-wide effectiveness.
• Collaborate with Marketing to develop targeted content that speaks directly to the strategic priorities of senior leadership.
• Track and report on key engagement metrics, including stakeholder sentiment, decision-making dynamics, and competitive set shifts.
• Partner with Customer Success to ensure smooth onboarding, adoption planning, and ongoing value realization for new enterprise clients.
• Contribute to the design and evolution of onboarding toolkits, checklists, and operational processes that enhance the end-to-end customer journey.
• Represent Figma at industry forums, executive briefings, and strategic events that reinforce the brand's enterprise leadership.

Requirements

• Bring a minimum of 8 years of sales experience within a SaaS environment, with a demonstrated focus on Enterprise accounts and complex B2B sales.
• Show a proven track record of selling to technical audiences, including the ability to discuss architecture, integration, and security concepts with confidence.
• Demonstrate the capability to manage multi-departmental, complex sales processes that involve extended stakeholder ecosystems.
• Exhibit skill in balancing customer needs with business priorities, ensuring mutually beneficial outcomes across negotiations.
• Display strong problem-solving capabilities and a resilient professional approach when navigating ambiguous or high-stakes scenarios.
• Have a history of achieving and exceeding quota, with clear evidence of revenue generation and pipeline development in prior roles.
• Commit to maintaining the highest standards of ethics, transparency, and integrity in all interactions with prospects and clients.
• Be prepared to travel regionally to support key accounts and attend strategic customer meetings as required by business needs.
• Understand and comply with Figma's policies regarding confidentiality, data protection, and professional conduct at all times.
• Agree to keep cameras on during video interviews as part of the hiring process, ensuring a consistent and engaging assessment experience.

Nice to have

• Familiarity with UX/UI design principles to better understand how design thinking translates into platform value.
• Background in selling collaboration software or similar enterprise-grade digital workflows.
• Proficiency in using marketing and sales automation platforms to manage communications and track engagement.

Practical notes

• Candidates must keep cameras on during video interviews.
• In-person onboarding is mandatory for the successful hire.
• Figma provides reasonable accommodations for individuals with disabilities throughout the hiring process; inquiries can be sent to accommodations-ext@figma.com.
• All applications are subject to the Figma Candidate Privacy Notice.