Account Executive, Federal - Federal Systems Integrators

Figma•San Francisco, CA

9h•Remote

About The Position

Figma is growing its team and is looking for an Account Executive, Federal - Federal Systems Integrators to expand Figma's business within strategic Federal Systems Integrator (FSI) accounts. The role involves building relationships within the FSI ecosystem, identifying opportunities for Figma to support large federal programs, and managing complex sales cycles from initial contact through to closing and expansion. The individual will be responsible for the entire sales process, including identifying target programs and buyers, developing opportunities, and driving adoption and revenue. This position offers the chance to influence Figma's FSI business while operating in a strategic and complex federal market. The role is available remotely in the United States.

Requirements

8+ years of enterprise sales experience, including significant SaaS experience selling into Federal Systems Integrators, with a strong track record of meeting or exceeding revenue targets
Deep understanding of the FSI ecosystem — including how large federal programs are structured, funded, captured, and awarded through partner-led sales motions — along with strong knowledge of federal contracting and acquisition processes, including budget cycles, contract vehicles, recompetes, funding priorities, and procurement timelines
Proven success owning strategic enterprise accounts, generating net-new pipeline, and closing complex, multi-stakeholder sales cycles
Demonstrated ability to identify and build relationships with the right buyers, champions, and senior decision-makers within large organizations and position technology within broader federal initiatives
Strong strategic account planning, discovery, value-selling, and executive communication skills, with the ability to translate technical capabilities into measurable business and mission outcomes

Nice To Haves

Experience selling enterprise technology solutions to technical audiences, including Engineering, Product, Design, IT, or digital transformation teams
Formal training or certification in enterprise sales methodologies focused on deal qualification, discovery, and value selling
Experience working at an FSI earlier in your career, such as Deloitte, GDIT, Booz Allen, or a similar organization
Existing relationships across the FSI and federal technology ecosystem

Responsibilities

Own and execute account strategies across a portfolio of strategic FSI accounts, building pipeline and consistently achieving revenue targets
Develop trusted relationships with FSI executives, program and capture teams, technical stakeholders, procurement organizations, and other key decision-makers
Identify federal programs and initiatives where Figma can play a strategic role, connecting Figma's capabilities to customer mission and business outcomes
Build strategic account plans that map key stakeholders, programs, agency priorities, funding, contract vehicles, partners, and paths to long-term growth
Navigate complex, multi-stakeholder sales cycles, engaging customers early to influence requirements, acquisition strategies, and positioning for large federal programs
Leverage knowledge of federal procurement and contracting vehicles—including GWACs, IDIQs, BPAs, GSA schedules, and task orders—to identify and advance opportunities
Manage opportunities from prospecting through close and expansion, including discovery, solution positioning, proposal support, negotiation, forecasting, and CRM management
Partner closely with Figma's Alliances team, cross-functional partners, and the broader federal ecosystem to develop opportunities, position Figma within strategic programs, and drive long-term customer success