Account Executive, SMB

About the role

Figma is actively seeking a driven sales professional to join our team and spearhead growth initiatives across Southern Europe. In this role, you will own the complete sales cycle for small and medium-sized businesses, guiding prospects from initial awareness to successful adoption of our industry-leading design and collaboration platform. You will act as a trusted advisor, helping organizations unlock value from Figma to enhance their design processes and team collaboration. This position requires a proactive mindset and the ability to build strong, lasting relationships with key stakeholders. You will leverage both proactive outreach and responsive inquiries to build a robust and sustainable sales pipeline. Success in this role will be defined by your ability to translate complex product capabilities into clear business outcomes for your customers. You will work closely with cross-functional partners to ensure a seamless experience for new clients joining the Figma ecosystem. This is an opportunity to significantly impact the adoption of a critical tool that shapes how modern teams design and build products.

Key facts

What you'll do

• Generate and cultivate a high volume of leads through persistent outbound prospecting and strategic account research.
• Conduct in-depth discovery sessions to uncover critical business challenges and map them to Figma's core capabilities.
• Articulate the tangible return on investment and productivity gains associated with moving design workflows onto a collaborative platform.
• Establish and manage a multi-opportunity pipeline to ensure consistent progress toward and achievement of sales quotas.
• Tailor your communication style to effectively engage with C-level executives as well as day-to-day managers.
• Schedule and facilitate compelling product demonstrations that clearly illustrate the advantages of the Figma platform.
• Collaborate closely with customer success and implementation teams to ensure smooth onboarding and high retention rates.
• Track and report on key performance indicators to identify trends and optimize your sales approach continuously.
• Navigate complex enterprise sales environments by identifying and influencing all relevant decision-makers and stakeholders.
• Maintain detailed and accurate records in customer relationship management tools to support forecasting and pipeline analysis.
• Provide real-time feedback regarding competitor activity and market dynamics to inform product positioning and messaging.
• Proactively share relevant product updates and roadmap announcements to keep your portfolio of accounts engaged and informed.
• Develop a profound understanding of the SMB market landscape to anticipate client needs and adjust strategies accordingly.
• Champion the Figma brand by delivering a consistent and high-touch experience that exceeds customer expectations.

Requirements

• You possess a proven track record of closing software or SaaS deals within an outbound sales environment.
• You have a history of consistently hitting or exceeding new business generation targets and quotas.
• You have direct experience managing sales cycles that typically span between one and three months in duration.
• You demonstrate proficiency in applying a structured sales methodology to guide deals from inception to closure.
• You are fluent in French, with the ability to communicate effectively in all professional scenarios.
• You have a genuine passion for design and collaboration tools and understand their impact on modern workflows.
• You are comfortable working with numerical data and can articulate the financial implications of solutions.
• You have the ability to work independently with minimal supervision while maintaining strict organizational discipline.
• You are committed to following up on all communications and maintaining a high standard of professionalism.
• You have a strong drive to succeed and a resilient attitude when facing rejection or challenging obstacles.
• You are able to build trust quickly and establish credibility with new contacts in a short amount of time.
• You have excellent written and verbal communication skills in French, enabling clear and persuasive messaging.
• You are detail-oriented and capable of managing multiple priorities and deadlines simultaneously.

Nice to have

• You have prior experience selling sophisticated software solutions to technical teams, including engineering, product, and design departments.
• You have successfully adapted to shifting priorities and fast-paced environments throughout your career.
• You hold a certification in deal qualification or advanced prospect discovery methodologies.

Skills & tools

• SaaS sales
• Outbound prospecting
• Sales pipeline management
• Value-based selling

Practical notes

Candidates must keep their cameras on during video interviews to ensure a personal connection and effective communication. New hires are required to attend in-person onboarding sessions at our designated location to integrate fully with the team and absorb our culture and processes. If you require accommodations for the application or interview process due to a disability or other needs, please contact accommodations-ext@figma.com to discuss how we can support you. We are an equal opportunity employer and welcome applications from diverse candidates. The role is based in the Paris area, requiring readiness for both office-based and occasional client-facing work. Success in this position depends on your ability to thrive in a collaborative and results-driven environment. Please ensure your application reflects your genuine interest in contributing to a high-growth technology company.