# Director, Federal Sales

**Company:** [Figma](https://hotfix.jobs/companies/figma)
**Location:** Remote
**Role:** Executive Leadership
**Salary:** $211k – $264k/yr
**Experience:** 15+ years
**Skills:** Enterprise Saas, Federal Sales, Sales Management, Go-to-Market Strategy, Pipeline Management, Forecasting, Account Executive Management, Complex Sales Processes, Negotiation, Quota Attainment
**Posted:** 2025-12-10

> Leads Federal Sales expansion for Figma, designing go-to-market strategy, managing teams, building agency relationships, and driving multi-million dollar deals. Requires 15+ years Enterprise SaaS sales and 10+ years management experience.

## Job Description

## What you’ll do at Figma:
- Design and drive the go-to market strategy for Federal & State/Local sales
- Proactively inform internal stakeholders on progress, roadblocks, and opportunities
- Leverage, cultivate, and grow relationships with influential contacts at various Federal departments and agencies
- Collaborate internally with sales, engineering, design, product, marketing, and legal — leveraging the expertise and value-add of each team in the deal-closing process
- Manage and analyze key performance metrics, including accurate forecasting, pipeline generation, win rate, and deal sizes
- Hire, develop, and coach Account Executives selling into the Federal market

## We'd love to hear from you if you have:
- **15+ years** of Enterprise SaaS sales experience, including experience working with Federal departments and agencies
- **10+ years** in sales management
- Outstanding executive presence and communication skills
- A track record of managing complex sales processes with multiple partners and thorough negotiations with pricing based on business value, legal and procurement
- Track record of exceeding annual sales quotas with monthly and quarterly targets

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