Account Executive, Federal - State & Local
About The Position
Figma is seeking an Account Executive to drive new business and expand its presence across State & Local government agencies. As Figma’s first dedicated State & Local Account Executive, this person will help establish the go-to-market approach, strategies, processes, and best practices for future sales hires. The role focuses on proactive pipeline generation, strategic account management, and navigating complex government buying processes. The Account Executive will work with Design, Product, Engineering, and IT leaders to understand priorities, demonstrate Figma’s value, and increase adoption across their organizations. This is a full-time role based at Figma’s San Francisco hub or remotely within the Pacific US time zone.
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 State & Local 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.
Nice To Haves
- Established relationships within the assigned State & Local 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.
- Certification or formal training in deal qualification and prospect discovery.
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 and establish 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 by showing how Figma helps agencies modernize digital service delivery and better serve their communities.
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 and holidays
- Employer-provided paid flexible PTO for exempt employees, subject to manager approval
- Company recharge days
- Cell phone and home internet reimbursements
- Lifestyle spending accounts
- Sales incentive compensation for most sales roles
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
