Account Executive, Enterprise

About Figma Figma is growing our team of passionate creatives and builders on a mission to make design accessible to all. Figma's platform helps teams bring ideas to life — whether brainstorming, creating a prototype, translating designs into code, or iterating with AI. From idea to product, Figma empowers teams to streamline workflows, move faster, and work together in real time from anywhere in the world. About the Role We are looking for an Enterprise Account Executive who will play a critical role driving sales and maximizing revenue with our Enterprise customers. You will be responsible for targeting, building and nurturing positive relationships with key executive level decision-makers, understanding complex business needs, and delivering innovative solutions across our product suite. This is a full time role that can be held from one of our US hubs or remotely in the United States. What you'll do at Figma: • Create and manage a pipeline of Enterprise accounts to consistently meet or exceed quarterly and annual sales targets • Apply effective discovery and value-selling techniques to build relationships with key decision-makers in Enterprise accounts (5000+ FTEs) • Align with executives on business challenges and gain sponsorship for enterprise-wide deployments across Figma's product suite • Conduct thorough analysis to create strategic account plans outlining company priorities and expansion opportunities • Manage a book of business by tiering accounts and initiating techniques to save contractions • Co-create with cross-functional partners to expertly position Figma and ensure customer success

• Experience closing sales, over multiple years, for a software or SaaS business with an Enterprise book of customers (5000+ FTEs), selling to executives • Consistent performance meeting pipeline generation targets for net new business • Demonstrated experience successfully managing complex sales cycles (6 months+) • A sales methodology and process that creates value for customers • Experience selling solutions to technical audiences at a strategic level (Engineering, Product, Design teams) — preferred • Demonstrated ability to succeed in a changing environment — preferred • Certified in deal qualification and prospect discovery — preferred