Senior Account Executive, UK Government

About the role

Figma is seeking a specialist to establish and expand our presence within the UK public sector. This role focuses on building a new strategic segment from the ground up, requiring a seller who can navigate complex government environments and secure high-level partnerships. The successful candidate will own the end-to-end sales cycle for a new line of business, acting as the primary commercial leader for government initiatives. You will be responsible for translating the strategic vision of the Figma platform into concrete value propositions for public sector clients. This position demands a proactive builder who can operate with minimal supervision while establishing foundational processes from scratch. The role is critical in bridging the gap between innovative design technology and the stringent needs of government procurement. You will be the voice of the customer within Figma, shaping product perception and driving adoption at the highest levels.

Key facts

What you'll do

• Architect and own a comprehensive sales pipeline dedicated to UK government agencies, ensuring robust forecasting and opportunity progression.
• Develop and deploy a go-to-market strategy tailored to the public sector, identifying white space and unlocking new commercial opportunities.
• Forge and nurture relationships with senior executives, influencers, and key stakeholders across multiple government departments and agencies.
• Conduct value-based discovery sessions to precisely align the Figma platform with complex public sector requirements and regulatory needs.
• Orchestrate the management of lengthy, multi-threaded sales cycles that involve intricate regulatory, compliance, and security considerations.
• Partner closely with internal stakeholders including product, legal, and delivery teams to drive seamless deal progression and implementation.
• Establish the core operational framework and playbooks for a burgeoning government business segment, ensuring scalability.
• Serve as a subject matter expert on Figma's capabilities within the public sector, articulating competitive differentiation clearly.
• Identify and mitigate commercial risks early in the sales process, developing contingency plans to protect the pipeline.
• Leverage data and market intelligence to refine targeting and prioritize the most promising government accounts.
• Act as a strategic advisor to public sector clients, positioning Figma as an indispensable partner for digital transformation initiatives.
• Build and maintain a meticulously organized CRM record, ensuring absolute transparency for forecasting and executive reporting.

Requirements

• Possess extensive, demonstrable experience selling software or services specifically into government or public sector accounts.
• Have a proven track record of generating new business within early-stage or greenfield market environments where precedents are limited.
• Show experience in managing enterprise sales cycles that extend for six months or longer, involving numerous stakeholders and decision-makers.
• Exhibit a consistent history of successfully influencing executive-level buyers and C-suite stakeholders.
• Maintain a demonstrable record of meeting or exceeding targets for pipeline generation and new business acquisition.
• Hold the right to work in the United Kingdom and the eligibility to pass background checks as required for government-related work.
• Display a deep understanding of the nuances involved in selling to highly regulated industries and compliance-driven environments.
• Commit to representing Figma professionally, requiring travel to London, England, for in-person meetings and onboarding as necessary.
• Demonstrate resilience and adaptability in a fast-paced, ambiguity-rich environment characteristic of first-hire roles.
• Align with Figma's core values and demonstrate a commitment to fostering an inclusive and collaborative team culture.

Nice to have

• Bring familiarity with public sector procurement frameworks, policies, and compliance standards that govern technology acquisition.
• Have a background in selling technical or platform-based solutions to complex enterprise or government buyers.
• Thrive in a foundational, first-hire capacity, comfortable with building processes from the ground up without established playbooks.
• Show prior experience in scaling new market segments over time, proving ability to grow initial traction into significant revenue.

Practical notes

Figma requires candidates to keep cameras on during video interviews. New hires must attend in-person onboarding. The company provides reasonable accommodations for individuals with disabilities throughout the application and interview process; requests can be sent to accommodations-ext@figma.com.