Account Executive, Strategic

About the role

Figma is actively seeking a Strategic Account Executive to spearhead relationship management and drive meaningful expansion within a curated portfolio of top-tier enterprise clients. In this capacity, you will own the strategic engagement of high-profile accounts, navigating complex organizational structures to secure buy-in at the C-suite level. You will act as a trusted advisor, integrating Figma's product suite deeply into the daily workflows of these strategic partners. The role requires a consultative approach focused on aligning our platform capabilities with the overarching business objectives of each client. Success in this position will be defined by your ability to transform initial engagement into long-term, multi-year partnerships that deliver measurable value on both sides. You will leverage data and insight to identify new areas of impact and ensure that Figma remains central to your clients' innovation strategies. Ultimately, this position is about building enduring relationships that transform individual champions into enterprise-wide advocates.

Key facts

What you'll do

• Assume ownership of a defined list of strategic accounts with the primary mandate to hit or exceed quarterly and annual revenue goals.
• Conduct in-depth discovery sessions to map business challenges and deploy value-based selling techniques that resonate with C-suite stakeholders.
• Partner with product and engineering leadership to align Figma's evolving product roadmaps with the strategic business objectives of enterprise clients.
• Architect comprehensive account plans that clearly identify client priorities, map stakeholder influence, and uncover expansion opportunities.
• Liaise cross-functionally with customer success, product, and sales operations to advance complex deals and guarantee premium client success.
• Orchestrate and facilitate executive-level networking initiatives, including in-person meetings and strategic off-sites, to deepen relationships.
• Analyze account health metrics and usage data to identify at-risk accounts and formulate retention strategies that ensure long-term loyalty.
• Develop and maintain a sophisticated understanding of each client's organizational structure to identify new champions and decision-makers.
• Utilize formal sales methodologies to structure pipeline, forecast accurately, and drive deals toward closure with precision.
• Represent Figma at the highest levels of client organizations, serving as the primary point of contact for strategic initiatives.
• Collaborate with marketing and solutions teams to build compelling business cases and ROI narratives tailored to specific enterprise verticals.
• Identify gaps in Figma's feature set relative to client needs and provide structured feedback to product teams to influence future development.
• Track and report on competitive landscape intelligence to ensure our positioning remains sharp and defensible.
• Mentor junior sales team members on best practices for enterprise selling and C-suite engagement.

Requirements

• Bring multi-year experience closing software or SaaS deals where the organizational client size exceeds 5,000 employees.
• Demonstrate a proven track record of successfully selling to executive decision-makers such as CTOs, CIOs, and VPs of Design.
• Show a consistent history of or exceeding pipeline generation targets for new business acquisition.
• Prove ability to manage complex sales cycles that extend over a duration of nine months or longer.
• Exhibit proficiency in established formal sales methodologies such as MEDDIC or equivalent frameworks.
• Possess strong written and verbal communication skills capable of articulating complex product value to non-technical audiences.
• Hold a Bachelor's degree or equivalent practical experience in a related field.

Nice to have

• Possess a background selling to technical stakeholders within product, engineering, or design departments who understand the nuances of design workflows.
• Have a proven ability to thrive in fast-paced and evolving work environments where priorities shift rapidly.
• Hold a certification in prospect discovery or deal qualification methodologies such as Challenger Sale or Spin Selling.

Practical notes

• The annual base salary for this role is fixed at $200,000 USD.
• The total compensation package is comprehensive and includes equity grants, health insurance, dental coverage, vision care, retirement planning options, parental leave policies, and mental health resources.
• Employees receive flexible paid time off, designated sick leave, and company recharge days to promote work-life balance.
• The company provides stipends for home internet and cell phone expenses to support remote work conditions.
• Candidates applying for sales positions must keep their cameras on during all video interview stages.
• In-person onboarding at a Figma location is mandatory for all new hires upon acceptance of the offer.
• Figma is committed to providing reasonable accommodations for applicants with disabilities. Individuals requiring such accommodations should contact accommodations-ext@figma.com for support.

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.