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.
Responsibilities
- Execute and optimize the established sales process, including territory planning, account mapping, and quota attainment frameworks.
- Recruit, develop, and scale a high-performing team of Managers and Account Executives capable of leading complex, executive-level negotiations.
- Coach teams on strategic "High, Wide, and Long" account engagement, driving deep multi-threading across Product, Engineering, Design, and IT stakeholders.
- Build a culture of proactive demand generation by aligning Figma’s value proposition to broader business initiatives and uncovering unbudgeted opportunities.
- Develop segment-specific playbooks and enforce rigorous qualification methodologies (MEDDICC) to drive consistent, repeatable execution.
- Partner cross-functionally with Marketing, RevOps, and Solutions Consulting to align go-to-market strategies with mid-market growth objectives.
- Serve as an executive sponsor for strategic accounts, providing hands-on leadership through critical deal cycles while preparing top talent for advancement into Enterprise sales and leadership roles.
- Monitor business performance through pipeline, forecast, and competitive metrics, while communicating market insights and segment needs to senior leadership to strengthen Figma’s competitive position.
Requirements
- 8+ years of SaaS sales experience and 4+ years of sales leadership (including 2+ years of second-line leadership), with a strong track record in mid-market deals.
- Proven success recruiting, developing, and retaining high-performing Account Executives who excel in complex, multi-threaded executive sales cycles.
- Deep expertise in enterprise sales methodologies, including MEDDICC, and experience leading teams through the evolution from product-led growth to consultative selling.
- Consistent record of exceeding net new revenue targets in high-growth environments, with the executive presence to engage and influence VP- and C-suite stakeholders.
- Thrives in ambiguity and has demonstrated success building and operationalizing scalable sales playbooks, processes, and go-to-market strategies.
Conditions
- Full time role that can be held from one of our US hubs, either San Francisco or New York.
- Equity, health, dental & vision, retirement with company contribution, parental leave, mental health & wellness benefits, generous PTO, company recharge days, learning & development stipend, work from home stipend, cell phone reimbursement.