# Senior Account Executive, SMB

**Company:** [Figma](https://hotfix.jobs/companies/figma)
**Location:** San Francisco, CA, New York, NY
**Role:** Account Executive
**Salary:** $83k – $83k/yr
**Skills:** SaaS Sales, Outbound Sales, Pipeline Management, Value Selling, Discovery Techniques, Sales Methodology, Account Prioritization, Deal Qualification
**Posted:** 2025-11-19

> Generate new SMB business through inbound and outbound sales, manage high-volume sales cycles, and build relationships with decision-makers using value-selling techniques. Focus on meeting quarterly targets in a hybrid role at SF or NYC hubs.

## Job Description

## What you'll do at Figma:

- Create and manage a pipeline of SMB accounts from inbound and outbound activity to consistently meet or exceed quarterly and annual sales targets
- Apply effective discovery and value-selling techniques to build and strengthen relationships with key decision-makers in both new and existing customers (500< FTEs)
- Align with key decision makers to identify where Figma's roadmap and innovations can solve business challenges
- Conduct thorough analysis to tier and prioritize accounts in large volumes
- Expertly position Figma and engage cross-functional partners where necessary to drive deals forward
- Leverage opportunities to advance relationships through in-person meetings and networking opportunities

## We'd love to hear from you if you have:

- Experience closing sales for a software or SaaS business in an outbound function
- Consistent performance meeting pipeline generation targets for net new business
- Demonstrated experience successfully managing high volume sales cycles (1-3 months)
- A sales methodology and process that creates value for customers

## While it's not required, it's an added plus if you also have:

- Experience selling solutions to technical audiences (i.e. Engineering, Product, Design teams)
- Demonstrated ability to succeed in a changing environment
- Certified in deal qualification and prospect discovery

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