Account Executive, Federal - Civilian

3 weeks, 6 days ago
Full-time
Senior
Sales and Business Development
Figma

Figma

Figma provides a collaborative web application for interface design that enables users to seamlessly design, prototype, and gather feedback in real time, while also offering additional offline capabilities through desktop applications for macOS and Win...

Internet Software & Services
1K-5K
Founded 2012
$333M raised

Description

  • Own and execute territory strategy across Federal Civilian agencies to build pipeline and meet revenue targets.
  • Develop relationships with mission owners, program offices, contracting officers, IO/OCIO organizations, acquisition teams, and executive leadership.
  • Use discovery and value-selling to connect agency missions and business challenges to measurable outcomes with Figma.
  • Build account plans that map priorities, stakeholders, funding sources, acquisition paths, partners, and growth opportunities.
  • Lead complex, multi-stakeholder sales cycles by multi-threading across technical, business, acquisition, and executive audiences.
  • Engage customers early in planning and acquisition processes to influence requirements and acquisition strategies.
  • Develop strategies around GWACs, IDIQs, BPAs, task orders, and other federal contracting vehicles.
  • Co-create with cross-functional teams and federal partners to progress opportunities and expand existing business.

Requirements

  • 7+ years of enterprise software or SaaS sales experience, with significant Federal Civilian selling experience.
  • Strong track record of meeting or exceeding revenue targets.
  • Experience owning strategic enterprise accounts with 5,000+ FTEs.
  • Experience generating net-new pipeline and closing complex sales cycles lasting six months or longer.
  • Deep understanding of Federal Civilian agency missions, organizational structures, technology priorities, and buying processes.
  • Experience navigating federal procurement and acquisition processes, including budget cycles, appropriations, program funding, procurement timelines, and fiscal year dynamics.
  • Demonstrated ability to build executive relationships and navigate complex organizational structures.
  • Ability to apply a disciplined, value-based sales methodology tied to customer mission and business outcomes.
  • Preferred: Experience selling enterprise technology to Engineering, Product, Design, IT, or digital transformation teams.
  • Preferred: Existing relationships across Federal Civilian agencies and familiarity with technology modernization, digital services, or collaboration initiatives.
  • Preferred: Formal training or certification in enterprise sales methodologies focused on qualification, discovery, and value selling.
  • Remote role available in the Washington, DC Metro Area.

Benefits

  • Annual base salary range of $165,000–$190,000 USD.
  • Equity compensation.
  • Health, dental, and vision coverage.
  • Retirement benefits with company contributions.
  • Parental leave and reproductive or family planning support.
  • Mental health and wellness benefits.
  • Paid time off, including paid sick leave and holidays.
  • Additional perks may include recharge days, cell phone and home internet reimbursements, and lifestyle spending accounts.
  • Sales incentive compensation for most sales roles.

Interested in this position?

Apply directly on the company website

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