Account Executive, Enterprise

About the role

Figma is on the lookout for an Enterprise Account Executive to oversee and grow a portfolio of significant enterprise clients. This role involves engaging with high-level executives to address their business needs and seamlessly integrate our innovative design and collaboration platform into their existing workflows. You will play a crucial part in driving the adoption of Figma within large organizations, ensuring that our solutions align with their strategic objectives.

Key facts

What you'll do

• Take ownership of a designated set of enterprise accounts, aiming to meet or surpass both annual and quarterly sales targets.
• Employ value-based selling techniques and thorough discovery processes to cultivate relationships with C-suite executives.
• Align our product development roadmap with the business priorities of customers to facilitate enterprise-wide implementations.
• Create comprehensive strategic account plans that identify opportunities for growth and key senior stakeholders within each organization.
• Collaborate with various internal teams to drive deals forward and enhance customer satisfaction.
• Establish and maintain executive-level relationships through networking and face-to-face meetings.
• Analyze market trends and customer feedback to inform sales strategies and product enhancements.
• Prepare and deliver compelling presentations that demonstrate the value of Figma's offerings to potential clients.
• Monitor account performance and implement strategies to ensure customer retention and satisfaction.
• Participate in industry events and conferences to represent Figma and expand your professional network.
• Provide insights to the product team based on customer interactions to help shape future product features.
• Maintain accurate records of sales activities and customer interactions in our CRM system.

Requirements

• A minimum of several years of experience in closing software or SaaS deals specifically with enterprise clients, particularly those with over 5,000 employees.
• A demonstrated history of successfully selling to executive leadership, showcasing your ability to influence decision-making at the highest levels.
• Proven ability to meet or exceed pipeline generation targets for new business opportunities.
• Experience in managing complex sales cycles that typically span nine months or longer, demonstrating your strategic approach to sales.
• Familiarity with a structured sales methodology, ensuring a systematic approach to closing deals.
• Proficiency in German is required, enabling effective communication with local clients and stakeholders.

Nice to have

• Previous experience selling to technical stakeholders, particularly within Engineering, Product, or Design departments, is advantageous.
• A proven ability to adapt and thrive in a fast-paced, ever-evolving environment.
• Certification in deal qualification and prospect discovery would be beneficial, enhancing your sales acumen.

Skills & tools

• Strong interpersonal and communication skills, enabling you to build rapport with clients and colleagues alike.
• Proficiency in CRM software to manage customer relationships and track sales activities effectively.
• Analytical skills to assess market trends and customer needs, informing your sales strategy.
• Familiarity with design and collaboration tools, particularly Figma's platform, to effectively demonstrate product capabilities.
• Time management skills to prioritize tasks and manage multiple accounts simultaneously.

Practical notes

• During video interviews, candidates are required to keep their cameras on to foster a more engaging conversation.
• In-person onboarding is mandatory upon hiring, ensuring that new employees are well-integrated into the company culture.
• Figma is committed to providing reasonable accommodations for applicants with disabilities; please reach out to accommodations-ext@figma.com for any assistance needed.
• All personal data will be handled in accordance with the Figma Candidate Privacy Notice, ensuring your information is treated with the utmost confidentiality.

Join Figma and become part of a dynamic team that is revolutionizing the design and collaboration landscape for enterprises. If you are passionate about technology and have a knack for building relationships with high-level stakeholders, we encourage you to apply for this exciting opportunity.

About the company

Figma is a collaborative design platform used by teams to create, prototype, and ship products. Founded by Dylan Field and Evan Wallace in 2012, Figma pioneered browser-based design tools. Adobe attempted to acquire Figma for $20 billion in 2022 but the deal was terminated in December 2023 due to regulatory concerns.