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About the Role
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. If you're excited to shape the future of design and collaboration, join us!
We are looking for an Account Executive, Federal - State & Local to drive new business and expand Figma’s presence across State & Local government agencies. As the first dedicated State & Local Account Executive at Figma, you will help define Figma’s initial go-to-market approach for State & Local government, establishing the strategies, process, and best practices that will guide future sales hires.
This role requires proactive pipeline generation, strategic account management, and the ability to navigate complex State & Local buying processes. You will work closely with Design, Product, Engineering, and IT leaders to understand their priorities, demonstrate Figma’s value, and grow adoption across their organizations. This is an opportunity to help shape Figma’s State & Local sales strategy, learn from leading sellers, and build a strong network of cross-functional partners.
This is a full-time role that can be held from our San Francisco hub or remotely within the Pacific US time zone.
What you’ll do at Figma:
- 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, establishing 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, showing how Figma helps agencies modernize digital service delivery and better serve their communities
Key Technical Responsibilities
- check_circle Own a named book of State & Local accounts, driving acquisition, expansion, and retention to exceed quarterly and annual sales targets
- check_circle Build pipeline through outbound prospecting, territory planning, account mapping, partner collaboration, and public sector engagement
- check_circle Develop strategic account plans aligned with agency priorities, funding sources, budget cycles, and purchasing timelines
- check_circle Lead multi-stakeholder sales cycles, building executive sponsorship and internal champions while navigating security, accessibility, and SLED procurement requirements
- check_circle Partner with Solutions Engineering, Customer Success, Marketing, and channel teams to demonstrate value, advance opportunities, and drive adoption
- check_circle Win foundational government customers, establishing reference accounts and success stories that define Figma’s value across State & Local government
- check_circle Own RFP strategy and proposal execution, mobilizing internal stakeholders under tight deadlines to win competitive government bids
- check_circle Make accessible citizen experiences central to the value story, showing how Figma helps agencies modernize digital service delivery and better serve their communities
Prerequisites & Qualifications
- check 8+ years of enterprise sales experience, including significant SaaS experience selling into State & Local government agencies
- check Consistent success acquiring new accounts, expanding existing relationships, and exceeding sales targets, supported by proactive outbound prospecting and strategic territory development
- check Experience managing complex sales cycles of six months or longer, with an understanding of SL budget cycles, procurement requirements, and reseller and channel partner ecosystems
- check 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
- check Strong communication, negotiation, and account planning skills, with a structured sales methodology and the ability to manage competing priorities across a territory
About Figma Greenhouse Board
Verified hiring organization details.
Figma is a collaborative interface design and prototyping tool built on the web, enabling teams to build products together. Headquartered in San Francisco, CA with a presence in New York, NY, this entity represents Figma's active recruitment channel via Greenhouse for technical and operational roles.