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About the Role
Figma is seeking a Strategic Account Executive to drive sales and maximize expansion opportunities with top-tier Enterprise customers. This role involves building relationships with C-level decision-makers, understanding business needs, and delivering innovative solutions across Figma's product suite, offering an opportunity to accelerate your career and learn from industry leaders.
Responsibilities
- Manage a defined list of named strategic accounts to consistently meet or exceed quarterly and annual sales targets
- Apply effective discovery and value-selling techniques to build and strengthen C-level relationships for every account in your book
- Align with executives on business challenges and gain sponsorship for enterprise wide deployments for a suite of products, identifying where Figma’s roadmap and innovations fit in the long term
- Conduct thorough analysis to create strategic account plans that outline company priorities and initiatives, multi-threading at a senior level to build on expansion opportunities
- Co-create with cross-functional partners to expertly position Figma, drive deals forward and ensure customer success
- Leverage opportunities to advance executive level relationships through in-person meetings and networking opportunities
- Build compelling business cases and ROI justifications to support large, complex deals
Requirements
- 8+ years of success driving new business and expansion within Enterprise software/SaaS, partnering with the largest enterprise customers (5,000+ FTEs) and engaging C-level executives
- Demonstrated success managing a focused territory or portfolio of strategic, named accounts while consistently meeting or exceeding pipeline generation targets
- Proven ability to strategically sell complex, technical products or platforms through consultative, value-based sales approaches
- Strong track record of navigating and closing complex enterprise sales cycles, typically spanning 9 months or longer
- Proficiency with structured sales methodologies such as MEDDIC/MEDDICC or Command of the Message to drive customer value and successful sales outcomes
- Experience selling solutions to technical audiences at the highest level in Engineering, Product and Design teams
- Demonstrated ability to succeed in a changing environment
- Certified in deal qualification and prospect discovery
Skills
- Value-selling techniques
- Strategic account planning
- Consultative selling
- Value-based sales approaches
- MEDDIC/MEDDICC
- Command of the Message
- Deal qualification
- Prospect discovery
Location
- Sydney, Australia
- Melbourne, Australia
Work Type
- Full-time
- Onsite
Experience Level
- 8+ years
About the Company
- 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 you're 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.
- If you're excited to shape the future of design and collaboration, join us!
Equal Opportunity
- Figma is an equal opportunity workplace - we are dedicated to equal employment opportunities regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity/expression, veteran status, or any other characteristic protected by law.
- We also consider qualified applicants regardless of criminal histories, consistent with legal requirements.
- We will work to ensure individuals with disabilities are provided reasonable accommodation to apply for a role, participate in the interview process, perform essential job functions, and receive other benefits and privileges of employment.