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About the Role

Figma is seeking an Account Executive, Federal - State & Local to drive new business and expand Figma’s presence across State & Local government agencies. As the first dedicated State & Local Account Executive, you will help define Figma’s initial go-to-market approach for State & Local government, establishing strategies, process, and best practices for future sales hires. This role requires proactive pipeline generation, strategic account management, and the ability to navigate complex State & Local buying processes. You will work closely with Design, Product, Engineering, and IT leaders to understand their priorities, demonstrate Figma’s value, and grow adoption. This is an opportunity to help shape Figma’s State & Local sales strategy, learn from leading sellers, and build a strong network of cross-functional partners.

Responsibilities

Own a named book of State & Local accounts, driving acquisition, expansion, and retention to exceed quarterly and annual sales targets
Build pipeline through outbound prospecting, territory planning, account mapping, partner collaboration, and public sector engagement
Develop strategic account plans aligned with agency priorities, funding sources, budget cycles, and purchasing timelines
Lead multi-stakeholder sales cycles, building executive sponsorship and internal champions while navigating security, accessibility, and SLED procurement requirements
Partner with Solutions Engineering, Customer Success, Marketing, and channel teams to demonstrate value, advance opportunities, and drive adoption
Win foundational government customers, establishing reference accounts and success stories that define Figma’s value across State & Local government
Own RFP strategy and proposal execution, mobilizing internal stakeholders under tight deadlines to win competitive government bids
Make accessible citizen experiences central to the value story, showing how Figma helps agencies modernize digital service delivery and better serve their communities

Requirements

8+ years of enterprise sales experience, including significant SaaS experience selling into State & Local government agencies
Consistent success acquiring new accounts, expanding existing relationships, and exceeding sales targets, supported by proactive outbound prospecting and strategic territory development
Experience managing complex sales cycles of six months or longer, with an understanding of SL budget cycles, procurement requirements, and reseller and channel partner ecosystems
Demonstrated ability to build trust with executives, technical teams, and agency or institutional leaders, aligning solutions to organizational priorities through effective discovery, qualification, and value-selling
Strong communication, negotiation, and account planning skills, with a structured sales methodology and the ability to manage competing priorities across a territory
Established relationships within the assigned SL territory and experience co-selling with resellers, systems integrators, or other public sector partners
Understanding of public sector requirements for data privacy, accessibility, and security
Demonstrated success in a changing environment or building an emerging sales motion, with certification or formal training in deal qualification and prospect discovery

Skills

SaaS sales
State & Local government sales
Pipeline generation
Account management
Sales strategy
Public sector engagement
RFP strategy
Proposal execution
Communication
Negotiation
Account planning
Sales methodology
Deal qualification
Prospect discovery

Location

San Francisco
Remote (Pacific US time zone)

Work Type

Full-time
Remote

Experience Level

8+ years of enterprise sales experience

Salary/Compensations

$165,000—$190,000 USD

Benefits

Equity
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
Paid sick leave
Holidays
Leave benefits in compliance with applicable federal, state, and local laws
Exempt employees eligible for employer-provided paid flexible PTO
Company recharge days
Cell phone and home internet reimbursements
Lifestyle spending accounts
Sales incentive compensation
Annual bonus plan

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

At Figma we celebrate and support our differences. We know employing a team rich in diverse thoughts, experiences, and opinions allows our employees, our product and our community to flourish. 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. If you require accommodation, please reach out to accommodations-ext@figma.com. These modifications enable an individual with a disability to have an equal opportunity not only to get a job, but successfully perform their job tasks to the same extent as people without disabilities.
Examples of accommodations include but are not limited to: Holding interviews in an accessible location, Enabling closed captioning on video conferencing, Ensuring all written communication be compatible with screen readers, Changing the mode or format of interviews.