Account Executive, SMB

About the role

Figma is actively building out its commercial presence in the DACH region and is seeking a dedicated sales professional to join our team in Berlin with a clear focus on driving growth within the SMB market segment. In this role, you will own the end-to-end management of the sales lifecycle for small to medium-sized businesses, ensuring they successfully adopt Figma's industry-leading design and collaboration platform. You will act as a trusted advisor, translating complex product capabilities into clear business value for organizations with fewer than 500 employees. The position requires a proactive and disciplined approach to managing a full sales pipeline, balancing inbound interest with strategic outbound prospecting efforts. Success in this role will be defined by your ability to consistently meet or exceed established quarterly and annual revenue targets. You will work closely with cross-functional partners to ensure seamless deal execution and customer onboarding. This is an opportunity to shape the design workflow of the next generation of companies in the region. If you thrive in a dynamic sales environment and are passionate about enabling collaborative innovation, this role is a perfect fit.

Key facts

What you'll do

• Manage a diversified sales pipeline for SMB accounts by strategically balancing inbound leads with targeted outbound prospecting activities.
• Consistently meet or exceed predefined quarterly and annual revenue goals through disciplined execution and proactive deal management.
• Conduct in-depth discovery and utilize value-based selling techniques to effectively engage with key decision-makers at companies operating with under 500 employees.
• Articulate the specific connections between Figma's product capabilities and the distinct business needs of each prospective customer.
• Analyze market data and account metrics to prioritize and tier large volumes of accounts based on potential and fit.
• Partner closely with internal stakeholders including product and customer success teams to collaboratively move complex deals through the sales pipeline.
• Establish and nurture long-term relationships by actively participating in local industry networking events and securing in-person meetings with prospects.
• Leverage CRM tools to maintain accurate and up-to-date records of all customer interactions and pipeline progress.
• Identify new opportunities for expansion within existing customer accounts through strategic account reviews.
• Adapt sales messaging and strategies to align with the unique characteristics of the SMB market segment in the Berlin area.
• Qualify leads efficiently to ensure the team focuses efforts on the most promising opportunities.
• Represent Figma at relevant industry meetups and conferences to build brand awareness and generate new leads.

Requirements

• Possess professional experience in closing SaaS or software deals specifically within an outbound sales role.
• Maintain a proven track record of consistently hitting pipeline generation targets for new business acquisition.
• Demonstrate experience in handling high-volume sales cycles that typically last between one and three months from initiation to close.
• Show proficiency in applying a structured sales methodology to guide deals from discovery to closure.
• Exhibit fluency in the German language, both written and verbal, to effectively communicate with local stakeholders.
• Have a history of working with customer databases and CRM platforms to track and forecast sales performance.
• Display strong written and verbal communication skills to articulate value propositions clearly.
• Be comfortable working independently with a high degree of self-motivation and ownership.
• Understand the fundamentals of SaaS metrics such as MRR, churn, and LTV in a professional context.
• Be prepared to adhere to strict compliance and data security standards relevant to handling customer information.
• Commit to continuous learning to keep up with evolving sales best practices and product updates.

Nice to have

• Bring a background in selling to technical roles such as Engineering, Product, or Design teams within previous organizations.
• Have a proven ability to perform effectively in a fast-paced, constantly evolving sales environment.
• Hold a certification in prospect discovery or deal qualification methodologies.

Practical notes

Figma is an equal opportunity employer committed to building a diverse and inclusive team. We provide reasonable accommodations for candidates with disabilities throughout the application and interview process; requests can be sent to accommodations-ext@figma.com. Candidates are required to keep their cameras on during all video interviews as a standard part of the hiring process. Successful applicants will be required to attend in-person onboarding sessions at a designated location. By submitting your application, you explicitly agree to the processing of your personal data in accordance with the Figma Candidate Privacy Notice. Please note that this role necessitates regular participation in team meetings and collaborative sessions, which are integral to the success of the position.