Senior Account Executive, SMB

About the role

Figma is actively searching for a driven sales professional to join our team and focus on expanding our presence within the SMB market segment. The successful candidate will own the end-to-end sales process for a designated set of accounts, acting as the primary point of contact for key stakeholders. You will be responsible for identifying new opportunities, articulating the value of Figma's platform, and guiding complex buying decisions from initial discovery to closed won. This role requires a consultative approach where you diagnose business challenges and align Figma's solutions to specific organizational objectives. You will build trusted, long-term relationships that extend beyond the initial transaction to foster ongoing adoption and expansion. Success in this position will be measured by your ability to generate and close new business while maintaining high levels of customer satisfaction. You will work in a fast-paced environment that demands adaptability, resilience, and a genuine passion for helping customers achieve their goals through design and collaboration.

Key facts

What you'll do

• Build and maintain a robust sales pipeline by executing a mix of inbound responses and proactive outbound prospecting to achieve assigned revenue targets.
• Conduct in-depth discovery sessions to map stakeholder needs and connect Figma's feature set to tangible business outcomes for organizations under 500 employees.
• Develop and deliver tailored value propositions that highlight how Figma supports specific goals around design operations, product delivery, and cross-functional alignment.
• Analyze existing account lists and data signals to identify and prioritize the highest potential opportunities within your territory.
• Partner with internal departments including product, marketing, and customer success to ensure alignment and seamless deal execution.
• Leverage a consultative sales methodology to guide prospects through each stage of the evaluation and decision-making process.
• Establish and nurture relationships with economic buyers and influencers through consistent, high-quality interactions both online and in person.
• Utilize CRM tools to maintain accurate forecasting, document interactions, and ensure visibility into deal progress for leadership review.
• Collaborate with marketing teams to provide frontline feedback that influences messaging, content, and campaign performance for the SMB segment.
• Attend industry events and virtual gatherings to expand the Figma brand presence and capture new leads in the design and product development space.

Requirements

• Demonstrated history of closing SaaS or software deals in an outbound sales capacity with clear, quantifiable results.
• Consistent record of meeting or exceeding pipeline generation and new business quotas over multiple quarters.
• Experience managing multiple, concurrent sales cycles that typically span one to three months from initiation to close.
• Strong grasp of structured sales methodologies such as MEDDICC, SPIN, or similar frameworks to guide complex deals.
• Proven ability to operate independently and manage time effectively in a territory-based ownership model.
• Excellent verbal and written communication skills tailored to both technical and non-technical audiences.
• Commitment to maintaining high ethical standards and transparency in all customer interactions and internal dealings.
• Willingness to adhere to Figma's policies regarding professional conduct, including camera presence during virtual interviews.

Nice to have

• Direct experience selling collaboration or design tools to technical buyers such as engineers, product managers, and designers.
• Familiarity with rapidly evolving work environments where priorities shift quickly and agility is essential.
• Certification in formal sales qualification processes or discovery techniques that align with consultative selling practices.

Skills & tools

• Expert-level proficiency in sales pipeline management platforms and forecasting techniques.
• Mastery of value-based selling techniques to clearly communicate ROI and strategic impact.
• Strong capability in account prioritization and territory planning to maximize coverage and efficiency.
• Deep understanding of the SMB sales cycle, including the ability to shorten sales cycles without compromising stakeholder alignment.
• Competence in using video conferencing, presentation software, and CRM systems to support remote and hybrid selling activities.
• Ability to synthesize complex product information into clear, compelling narratives for diverse stakeholders.
• Track record of building rapport and trust through virtual and face-to-face interactions.

Practical notes

• This role operates on a full-time basis with a schedule that requires in-office presence two days per week, which must be accommodated within the selected location.
• Compensation for this position includes a base salary of $82,500 USD, along with equity awards, sales incentive pay, and a comprehensive benefits package.
• Benefits encompass flexible paid time off, sick leave, mental health resources, and potential reimbursements for home internet and mobile phone expenses.
• Candidates are expected to keep their cameras on during virtual interviews as part of the hiring process.
• In-person onboarding is mandatory for all new hires to ensure proper integration into the team and alignment with company standards.
• Figma is committed to being an equal opportunity employer and will provide reasonable accommodations for individuals with disabilities throughout the application and interview process upon request.