Account Executive, Federal - Federal Systems Integrators

Figma
San Francisco, New York, United States
Workplace: RemoteFull timeUSD 200,000 - 200,000 annuallyFunction: SalesSkills: ["Relationship building","Executive communication","Strategic account planning","Discovery","Value selling"]

Own strategic sales execution across a portfolio of Federal Systems Integrator accounts. Build trusted relationships with FSI executives, program/capture teams, procurement organizations, and technical stakeholders to identify federal programs where Figma can drive mission and business outcomes. Lead complex multi-stakeholder opportunities from early engagement through close and expansion, leveraging federal contracting vehicles and partnering with Alliances and the broader federal ecosystem.

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FursaFursa
Figma
Figma
5 days ago

Account Executive, Federal - Federal Systems Integrators

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Last checked: 21 hours agoStatus: Live

Job Summary

Own strategic sales execution across a portfolio of Federal Systems Integrator accounts. Build trusted relationships with FSI executives, program/capture teams, procurement organizations, and technical stakeholders to identify federal programs where Figma can drive mission and business outcomes. Lead complex multi-stakeholder opportunities from early engagement through close and expansion, leveraging federal contracting vehicles and partnering with Alliances and the broader federal ecosystem.
Location: San Francisco, New York, United States
Workplace: Remote
Employment Type: Full time
Job Function: Sales
Seniority: Mid level

Key Responsibilities

  • •Own and execute account strategies across strategic FSI accounts, building pipeline and achieving revenue targets.
  • •Develop trusted relationships with FSI executives, program and capture teams, procurement organizations, and other decision-makers.
  • •Identify federal programs/initiatives where Figma can play a strategic role and align Figma capabilities to customer mission outcomes.
  • •Create strategic account plans mapping stakeholders, programs, agency priorities, funding, contract vehicles, partners, and growth paths.
  • •Navigate complex multi-stakeholder sales cycles, manage opportunities from prospecting through close/expansion, and maintain forecasting/CRM hygiene.

Pay and Benefits

Salary: USD 200,000 annually
Perks:Health InsuranceDentalVisionRetirementParental LeavePaid LeaveEquity

Key Requirements

  • •8+ years of enterprise sales experience, including SaaS selling into Federal Systems Integrators, with a strong track record of meeting/exceeding revenue targets.
  • •Deep understanding of the FSI ecosystem and federal contracting/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.
  • •Ability to identify and build relationships with buyers, champions, and senior decision-makers, and position technology within broader federal initiatives.
  • •Strong strategic account planning, discovery, value-selling, and executive communication skills to translate technical capabilities into mission outcomes.
Experience:SaaSEnterprise salesFederal contractingFederal Systems IntegratorsTechnology sales
Skills:Relationship buildingExecutive communicationStrategic account planningDiscoveryValue selling
Languages:English
Tech Stack:CRM

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