Opportunity at
FigmaAccount Executive, Federal - Civilian
Figma is hiring an Account Executive for Federal Civilian markets to expand its presence across U.S. Federal Government agencies. The platform provides collaborative tools that enable…
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About This Role
Figma is hiring an Account Executive for Federal Civilian markets to expand its presence across U.S. Federal Government agencies. The platform provides collaborative tools that enable teams to brainstorm, prototype, translate designs into code, and iterate using AI. This position focuses on driving enterprise-wide adoption, managing strategic relationships, and navigating federal procurement processes. This opportunity is ideal for seasoned sales professionals with a background in selling software to federal agencies.…
Job Description
Figma is hiring an Account Executive for Federal Civilian markets to expand its presence across U.S. Federal Government agencies. The platform provides collaborative tools that enable teams to brainstorm, prototype, translate designs into code, and iterate using AI. This position focuses on driving enterprise-wide adoption, managing strategic relationships, and navigating federal procurement processes.
This opportunity is ideal for seasoned sales professionals with a background in selling software to federal agencies. In this capacity, candidates will craft territory strategies, build pipelines, and meet revenue quotas while partnering with internal teams and external ecosystems.
- Build and execute territory plans across strategic Federal Civilian agencies
- Manage complex, multi-stakeholder sales cycles and engage with senior decision-makers
- Leverage value-selling methods to connect product capabilities with agency missions
- Navigate government contracting vehicles such as GWACs, IDIQs, and BPAs
Responsibilities
- Manage a territory strategy across a designated portfolio of Federal Civilian agencies to build pipeline and hit revenue targets
- Establish connections with program offices, contracting officers, executive leadership, and mission owners
- Execute discovery and value-selling techniques to connect agency challenges with product outcomes
- Construct account plans detailing funding sources, stakeholders, acquisition paths, and growth opportunities
- Navigate complex, multi-stakeholder sales cycles by coordinating with technical, business, and executive audiences
- Engage customers early during planning and acquisition phases to shape requirements and position the platform
- Formulate account-specific strategies utilizing procurement vehicles like GWACs, IDIQs, and BPAs
- Collaborate with internal groups and federal partners to advance deals and secure long-term client success
Requirements
- Seven or more years of enterprise software or SaaS sales experience, including substantial work selling into Federal Civilian agencies
- Track record of meeting or exceeding revenue targets
- Experience managing strategic Enterprise accounts of 5,000 or more full-time equivalents
- History of generating net-new pipeline and managing sales cycles lasting six months or longer
- Familiarity with Federal Civilian agency missions, buying procedures, technology priorities, and organizational layouts
- Experience handling federal procurement workflows, budget cycles, appropriations, and fiscal year timelines
- Demonstrated capability in building executive relationships and applying a disciplined value-based sales methodology
Qualifications
- Experience selling enterprise technology solutions to technical groups like Engineering, Product, Design, IT, or digital transformation teams
- Pre-existing relationships across Federal Civilian agencies
- Familiarity with federal technology modernization, collaboration initiatives, or digital services
- Formal training or certification in sales methodologies focused on discovery, deal qualification, and value selling
Core Skills
Benefits
- Equity in the company
- Health, dental, and vision coverage
- Retirement benefits with employer contributions
- Parental leave and family planning support
- Mental health and wellness benefits
- Paid time off, holidays, and flexible sick leave
- Flexible paid time off for exempt employees
- Cell phone and home internet reimbursements
- Lifestyle spending accounts and company recharge days
Frequently Asked Questions
What is the employment type and location for this role?
The position is a full-time, on-site role located in Austin, though the source mentions the Washington, DC Metro Area regarding remote availability.
What is the annual base salary range for this position?
The annual base salary range is $165,000 to $190,000 USD, with actual compensation determined by qualifications, market demands, and location.
What primary experience is required to apply?
Applicants must have 7+ years of enterprise software or SaaS sales experience, specifically selling into Federal Civilian agencies with a history of meeting revenue targets.
Sample Interview Questions
AI-generated questions tailored to this specific role — a preview of the full practice set.
