Director, Federal Sales

About the role

Figma is on the lookout for a Director of Federal Sales to spearhead its initiatives in the public sector. This role is designed for an innovative leader who can establish a new revenue stream while effectively managing teams, partnerships, and various internal interests. The perfect candidate will have a proven track record of securing multi-million dollar contracts with federal entities and is eager to develop a go-to-market strategy that aligns with their vision.

Key facts

What you'll do

• Formulate and implement the go-to-market strategy specifically tailored for Federal and State/Local sales initiatives.
• Keep all internal stakeholders updated on progress, challenges, and emerging opportunities in the sales pipeline.
• Establish and nurture relationships with influential contacts within Federal departments and agencies to facilitate business growth.
• Collaborate with various teams, including sales, engineering, design, product, marketing, and legal, to drive deals to completion.
• Monitor and evaluate performance metrics such as forecasting accuracy, pipeline expansion, win rates, and deal sizes to inform strategy.
• Recruit, mentor, and develop Account Executives who are dedicated to the Federal market, fostering their professional growth.
• Lead negotiations and discussions with federal procurement teams, ensuring alignment with value-based pricing strategies.
• Analyze market trends and competitive landscape to identify new opportunities for growth and expansion.
• Prepare and deliver compelling presentations to executive stakeholders, showcasing the value proposition of Figma's offerings.
• Drive initiatives to improve sales processes and methodologies, ensuring efficiency and effectiveness in the sales cycle.
• Participate in industry events and conferences to represent Figma and build brand awareness within the federal sector.

Requirements

• A minimum of 15 years of experience in Enterprise SaaS sales, with significant exposure to Federal departments and agencies.
• At least 10 years of experience in a sales management role, demonstrating leadership capabilities.
• Exceptional communication skills, with a strong executive presence that resonates with stakeholders at all levels.
• Proven success in managing intricate sales cycles that involve multiple partners and negotiations with legal and procurement teams.
• A consistent history of surpassing annual sales targets, with a focus on achieving monthly and quarterly goals.
• Ability to navigate complex organizational structures and build consensus among diverse teams.

Nice to have

• Experience in the design or technology sectors, particularly in roles that intersect with federal sales.
• Familiarity with government contracting processes and regulations.
• Previous experience working in a startup or fast-paced environment, demonstrating adaptability and innovation.
• Advanced degree in business, technology, or a related field.

Skills & tools

• Expertise in developing and executing Enterprise SaaS sales strategies.
• In-depth knowledge of federal procurement processes and compliance requirements.
• Proficient in pipeline management and sales forecasting techniques.
• Strong leadership and coaching skills, with a focus on team development.
• Ability to collaborate effectively across various functional areas to achieve common goals.

Practical notes

• The compensation package includes equity options, performance-based sales incentives, and comprehensive health benefits, including dental and vision coverage.
• Retirement plans with company contributions, parental leave, and support for reproductive and family planning are also part of the benefits.
• Mental health and wellness programs, along with paid time off, are offered to support employee well-being.
• Additional perks include company recharge days, reimbursements for cell phone and home internet expenses, and lifestyle spending accounts.
• Candidates are required to keep their cameras on during virtual interviews to foster engagement.
• New hires must attend in-person onboarding sessions to integrate into the company culture effectively.
• Reasonable accommodations are available for applicants with disabilities; interested candidates can reach out to accommodations-ext@figma.com for assistance.

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.