Account Executive, Federal - Civilian

Figma•Washington, DC

5d•$165,000 - $190,000•Remote

About The Position

Figma is growing its 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. The Account Executive, Federal - Civilian will play a critical role in growing Figma's business across the U.S. Federal Government. This role will own and develop strategic relationships across Federal Civilian agencies, helping customers understand how Figma's product suite can support their mission, modernize how teams work together, and drive transformation at scale. The individual will be responsible for developing and executing strategic account plans, building relationships with senior decision-makers and mission owners, navigating complex federal acquisition processes, and creating opportunities for enterprise-wide adoption. This is an opportunity to help shape Figma's Federal Civilian business while accelerating your career, learning from leading sellers in the industry, and building an incredible network of cross-functional partners at Figma. This role is available remotely in the Washington, DC Metro Area.

Requirements

7+ years of enterprise software or SaaS sales experience, with significant experience selling into Federal Civilian agencies and a strong track record of meeting or exceeding revenue targets
Experience owning strategic Enterprise accounts (5,000+ FTEs), consistently generating net-new pipeline, and closing complex, multi-stakeholder sales cycles of six months or longer
Deep understanding of Federal Civilian agency missions, organizational structures, technology priorities, and buying processes
Experience navigating complex federal procurement and acquisition processes, with an understanding of agency budget cycles, appropriations, program funding, procurement timelines, and federal fiscal year dynamics
Demonstrated ability to build executive relationships, navigate complex organizational structures, and apply a disciplined, value-based sales methodology that connects technology solutions to customer mission and business outcomes

Nice To Haves

Experience selling enterprise technology solutions to technical audiences, including Engineering, Product, Design, IT, or digital transformation teams
Existing relationships across Federal Civilian agencies and familiarity with federal technology modernization, digital services, or collaboration initiatives
Formal training or certification in enterprise sales methodologies focused on deal qualification, discovery, and value selling

Responsibilities

Own and execute a territory strategy across a portfolio of strategic Federal Civilian agencies, building pipeline and consistently meeting or exceeding quarterly and annual revenue targets
Develop and strengthen relationships across mission owners, program offices, contracting officers, IO/OCIO organizations, acquisition teams, and executive leadership at Federal Civilian agencies to identify paths to broader agency-wide deployment
Apply effective discovery and value-selling techniques to understand agency missions, strategic priorities, and business challenges and connect them to measurable outcomes with Figma
Build and execute account plans that map agency priorities, stakeholders, programs, funding sources, acquisition paths, partners, and opportunities for long-term growth
Build executive sponsorship and navigate complex, multi-stakeholder sales cycles by effectively multi-threading across technical, business, acquisition, and executive audiences
Engage customers early in their planning and acquisition processes to understand and share requirements, influence acquisition strategies, and position Figma for long-term success
Develop account-specific strategies around GWACs, IDIQs, BPAs, task orders, and other relevant federal contracting vehicles to advance complex opportunities
Co-create with cross-functional teams and the federal partner ecosystem to position Figma, progress complex opportunities, protect and expand existing business, and ensure long-term customer success