Account Executive, Federal - Federal Systems Integrators

How they work

• This role is available remotely in the United States.

Eligibility

Exempt employees are eligible for employer‑provided paid flexible PTO in addition to flexible paid sick leave. Figma also offers sales incentive compensation for most sales roles and an annual bonus plan for eligible non-sales roles.

How to apply

• What you’ll do at Figma: 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 We'd love to hear from you if you have: 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 While it’s not required, it’s an added plus if you also have: 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 At Figma, one of our values is Grow as you go.
• If you’re excited about this role but your past experience doesn’t align perfectly with the points outlined in the job description, we encourage you to apply anyways.
• 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.
• By applying for this job, the candidate acknowledges and agrees that any personal data contained in their application or supporting materials will be processed in accordance with Figma's Candidate Privacy Notice.