Account Executive, Federal - Federal Systems Integrators

Responsibilities

• Own and execute account strategies across a portfolio of strategic Federal Systems Integrator accounts, building pipeline and achieving revenue targets.
• Develop relationships with FSI executives, program and capture teams, technical stakeholders, procurement organizations, and other decision-makers.
• Identify federal programs and initiatives where Figma can support customer missions and business outcomes.
• Build strategic account plans covering stakeholders, programs, agency priorities, funding, contract vehicles, partners, and growth opportunities.
• Navigate complex sales cycles and influence requirements, acquisition strategies, and positioning for federal programs.
• Use knowledge of federal procurement and contracting vehicles, including GWACs, IDIQs, BPAs, GSA schedules, and task orders.
• Manage opportunities from prospecting through close and expansion, including discovery, solution positioning, proposal support, negotiation, forecasting, and CRM management.
• Partner with Alliances and cross-functional teams to develop opportunities, position Figma in strategic programs, and drive customer success.

Requirements

• 8+ years of enterprise sales experience, including significant SaaS sales experience with Federal Systems Integrators.
• Strong track record of meeting or exceeding revenue targets.
• Deep understanding of the FSI ecosystem and federal program structure, funding, capture, partner-led sales motions, contracting, and acquisition processes.
• Knowledge of budget cycles, contract vehicles, recompetes, funding priorities, and procurement timelines.
• Experience owning strategic enterprise accounts, generating net-new pipeline, and closing complex, multi-stakeholder sales cycles.
• Ability to build relationships with buyers, champions, and senior decision-makers and position technology within federal initiatives.
• Strong strategic account planning, discovery, value-selling, and executive communication skills.
• Ability to translate technical capabilities into measurable business and mission outcomes.

Nice-to-haves

• Experience selling enterprise technology to Engineering, Product, Design, IT, or digital transformation teams.
• Formal training or certification in enterprise sales methodologies focused on qualification, discovery, and value selling.
• Previous experience at a Federal Systems Integrator such as Deloitte, GDIT, or Booz Allen.
• Existing relationships across the FSI and federal technology ecosystem.

Compensation

• Annual base salary: $200,000–$200,000 USD.
• Equity, sales incentive compensation, and benefits may also be provided.