Account Executive, Enterprise

About the role

Figma is on the lookout for a dedicated Enterprise Account Executive who will be instrumental in driving revenue growth and nurturing relationships with large organizations. In this role, you will concentrate on acquiring new business opportunities while also expanding existing accounts. Your primary focus will be engaging with high-level decision-makers to address intricate business challenges and present tailored solutions.

Key facts

What you'll do

• Develop and sustain a robust sales pipeline to consistently meet or surpass both quarterly and annual sales targets.
• Employ discovery techniques and value-driven selling approaches to connect with decision-makers at enterprises with over 5,000 employees.
• Align Figma's product offerings with the strategic goals of enterprise clients to facilitate organization-wide implementations.
• Create comprehensive account strategies that prioritize client initiatives and uncover opportunities for expansion through multi-threaded engagement.
• Manage a portfolio of accounts by categorizing them and implementing strategies aimed at customer retention to minimize churn.
• Collaborate with various internal teams to effectively position Figma's solutions and ensure the success of our customers.
• Cultivate and enhance relationships with executives through networking opportunities and face-to-face meetings.
• Analyze market trends and competitor activities to inform sales strategies and improve client engagement.
• Provide feedback to product teams based on client interactions to help shape the future of Figma's offerings.
• Participate in industry events and conferences to represent Figma and build brand awareness.
• Mentor junior sales team members, sharing best practices and insights to foster a collaborative team environment.
• Utilize CRM tools to track sales activities, manage customer interactions, and report on sales performance metrics.

Requirements

• Several years of experience successfully closing software or SaaS sales within an enterprise context (specifically targeting organizations with 5,000+ employees).
• A proven history of achieving pipeline generation goals for new business acquisition.
• Experience in managing intricate sales cycles that typically last six months or longer.
• Familiarity with a sales methodology that emphasizes delivering measurable value to customers.
• Strong communication and interpersonal skills, with the ability to engage effectively with diverse stakeholders.
• Excellent organizational skills, with the ability to manage multiple accounts and priorities simultaneously.

Nice to have

• Previous experience selling to technical audiences, including teams in Engineering, Product, and Design.
• Capability to thrive in a fast-paced and evolving work environment.
• Certification in deal qualification and prospect discovery methodologies.

Skills & tools

• Expertise in enterprise sales strategies and methodologies
• Proficient in managing executive-level relationships
• Skilled in navigating complex sales cycles
• Strong ability in value-based discovery and solution selling
• Familiarity with CRM software and sales analytics tools

Practical notes

• The compensation package includes equity options, comprehensive health benefits, dental and vision coverage, retirement plans, parental leave, and mental health resources.
• Sales positions are eligible for performance-based incentive compensation.
• Additional benefits encompass flexible paid time off, sick leave, reimbursements for cell phone and internet expenses, and lifestyle spending accounts.
• Candidates are required to keep their cameras on during video interviews to foster engagement.
• In-person onboarding is mandatory for the selected candidate to ensure a smooth transition into the role.
• Figma is committed to providing reasonable accommodations for applicants with disabilities; inquiries regarding accommodations can be directed to accommodations-ext@figma.com.

Join Figma and play a pivotal role in shaping the future of design collaboration for enterprises. Your expertise will not only drive revenue but also contribute to the success of organizations around the globe.

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.