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Account Executive, Federal - State & Local

45 minutes ago
United States
Full-time
Lead
Account Executive
Sales and Business Development
Cybersecurity
Apply Now
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
View All Jobs 60

Description

  • Own a named portfolio of State & Local accounts, driving acquisition, expansion, retention, and achievement of sales targets.
  • Generate pipeline through outbound prospecting, territory planning, account mapping, partner collaboration, and public-sector engagement.
  • Develop account plans aligned with agency priorities, funding sources, budget cycles, and purchasing timelines.
  • Lead complex, multi-stakeholder sales cycles while navigating security, accessibility, and SLED procurement requirements.
  • Partner with Solutions Engineering, Customer Success, Marketing, and channel teams to demonstrate value and drive adoption.
  • Win foundational government customers and establish reference accounts and success stories.
  • Own RFP strategy and proposal execution, coordinating internal stakeholders to meet competitive bid deadlines.
  • Position Figma as a tool for modernizing digital services and improving citizen experiences.

Requirements

  • 8+ years of enterprise sales experience, including significant SaaS sales experience with State & Local government agencies.
  • Proven success acquiring new accounts, expanding relationships, and exceeding sales targets through outbound prospecting and territory development.
  • Experience managing sales cycles of six months or longer and understanding State & Local budget cycles, procurement requirements, and reseller ecosystems.
  • Ability to build trust with executives, technical teams, and agency or institutional leaders through discovery, qualification, and value selling.
  • Strong communication, negotiation, account planning, structured sales methodology, and territory-prioritization skills.
  • Established relationships in the assigned State & Local territory and experience co-selling with resellers, systems integrators, or public-sector partners preferred.
  • Understanding of public-sector data privacy, accessibility, and security requirements preferred.
  • Experience building emerging sales motions in changing environments and formal deal qualification or prospect discovery training preferred.
  • Ability to work remotely within the Pacific U.S. time zone or from Figma’s San Francisco hub.
  • Attendance at in-person onboarding and camera use during video interviews are required.

Benefits

  • Annual base salary of $165,000–$190,000 USD.
  • Equity compensation and sales incentive compensation.
  • Health, dental, and vision coverage.
  • Retirement benefits with company contributions.
  • Parental leave and reproductive or family planning support.
  • Mental health, wellness benefits, paid flexible PTO, paid sick leave, holidays, and other leave.
  • Potential recharge days, cell phone and home internet reimbursement, and lifestyle spending accounts.

Interested in this position?

Apply directly on the company website

Apply Now

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