# Account Executive, Federal - Federal Systems Integrators

**Company:** [Figma](https://hotfix.jobs/companies/figma)
**Location:** Remote
**Role:** Account Executive
**Salary:** $200k – $200k/yr
**Experience:** 8+ years
**Skills:** SaaS, Enterprise Sales, Strategic Account Planning, Value Selling, Federal Procurement, Gsa Schedules, Gwacs, Idiqs, Bpas, CRM, Forecasting, Executive Communication
**Posted:** 2026-08-31

> Own the full sales cycle for strategic Federal Systems Integrator accounts, from account planning and pipeline generation through close and expansion. The role requires 8+ years of enterprise SaaS sales experience, deep federal procurement expertise, and success managing complex multi-stakeholder opportunities.

## Job Description

## 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.

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