Account Executive, Strategic (Sydney or Melbourne, Australia)

Figma
Sydney, Melbourne
Workplace: OnsiteFull timeFunction: SalesExperience: 8+ yearsSkills: ["Relationship building","Strategic planning","Value-based selling","Consultative selling","Analytical thinking"]

Drive sales growth for a defined set of named strategic Enterprise accounts by prospecting, discovering needs, and using value-based selling to build C-level relationships. Own account strategy, multi-thread at senior levels, and align with executives to pursue enterprise-wide deployments across Figma’s product suite. Create ROI business cases, coordinate with cross-functional partners, and leverage in-person meetings and networking to expand opportunities while consistently meeting quarterly and annual targets.

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FursaFursa
Figma
Figma
1 day ago

Account Executive, Strategic (Sydney or Melbourne, Australia)

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Job Summary

Drive sales growth for a defined set of named strategic Enterprise accounts by prospecting, discovering needs, and using value-based selling to build C-level relationships. Own account strategy, multi-thread at senior levels, and align with executives to pursue enterprise-wide deployments across Figma’s product suite. Create ROI business cases, coordinate with cross-functional partners, and leverage in-person meetings and networking to expand opportunities while consistently meeting quarterly and annual targets.
Location: Sydney, Melbourne
Workplace: Onsite
Employment Type: Full time
Job Function: Sales
Seniority: Mid level

Key Responsibilities

  • •Manage a defined list of named strategic accounts to consistently meet or exceed quarterly and annual sales targets.
  • •Use discovery and value-selling techniques to build and strengthen C-level relationships for each account.
  • •Align with executives on business challenges, gain sponsorship for enterprise-wide deployments, and identify how Figma’s roadmap fits long-term.
  • •Conduct strategic account planning, multi-thread at senior levels, and develop expansion opportunities.
  • •Partner with cross-functional teams to position Figma, drive deals forward, ensure customer success, and build ROI business cases for large, complex deals.

Key Requirements

  • •8+ years of success driving new business and expansion within Enterprise software/SaaS, partnering with enterprise customers (5,000+ FTEs) and engaging C-level executives.
  • •Demonstrated success managing a focused territory or portfolio of strategic, named accounts while consistently meeting or exceeding pipeline generation targets.
  • •Proven ability to strategically sell complex, technical products or platforms using consultative, value-based sales approaches.
  • •Strong track record navigating and closing complex enterprise sales cycles, typically spanning 9 months or longer.
  • •Proficiency with structured sales methodologies such as MEDDIC/MEDDICC or Command of the Message.
Experience:8+ yearsEnterprise softwareSaaS
Skills:Relationship buildingStrategic planningValue-based sellingConsultative sellingAnalytical thinking

Company Brief

Figma
Design collaboration platform for teams that enables interface design, prototyping, and real-time collaboration in the browser. Figma streamlines product design workflows, handoff to developers, and design system management for organizations of all sizes.
Industry: Enterprise Software
Company Size: Enterprise (1,001+ employees)
Growth: Scaleup
Valuation: Decacorn (USD 10B+)
Funding: Series E+
Headquarters: San Francisco, United States
Founded: 2012
WebsiteLinkedIn