Account Executive, Federal - Civilian

Responsibilities

• Own and execute a territory strategy across strategic Federal Civilian agencies, building pipeline and meeting or exceeding quarterly and annual revenue targets.
• Develop relationships with mission owners, program offices, contracting officers, IO/OCIO organizations, acquisition teams, and executive leadership.
• Apply discovery and value-selling techniques to connect Figma's product suite to agency missions, strategic priorities, business challenges, and measurable outcomes.
• Build account plans covering agency priorities, stakeholders, programs, funding sources, acquisition paths, partners, and growth opportunities.
• Build executive sponsorship and navigate complex, multi-stakeholder sales cycles across technical, business, acquisition, and executive audiences.
• Engage customers early in planning and acquisition processes to understand requirements, influence acquisition strategies, and position Figma for long-term success.
• Develop strategies involving GWACs, IDIQs, BPAs, task orders, and other federal contracting vehicles.
• Collaborate with cross-functional teams and the federal partner ecosystem to position Figma, progress opportunities, protect and expand business, and support long-term customer success.

Requirements

• 7+ years of enterprise software or SaaS sales experience, including significant experience selling to Federal Civilian agencies and a strong record of meeting or exceeding revenue targets.
• Experience owning strategic Enterprise accounts with 5,000+ FTEs.
• Experience generating net-new pipeline and closing complex, multi-stakeholder sales cycles of six months or longer.
• Deep understanding of Federal Civilian agency missions, organizational structures, technology priorities, and buying processes.
• Experience navigating federal procurement and acquisition processes, including agency budget cycles, appropriations, program funding, procurement timelines, and federal fiscal year dynamics.
• Demonstrated ability to build executive relationships, navigate complex organizations, and apply disciplined, value-based sales methodologies.

Nice to Have

• Experience selling enterprise technology solutions to Engineering, Product, Design, IT, or digital transformation teams.
• Existing relationships across Federal Civilian agencies.
• Familiarity with federal technology modernization, digital services, or collaboration initiatives.
• Formal training or certification in enterprise sales methodologies focused on deal qualification, discovery, and value selling.

Compensation and Benefits

• Annual base salary: $165,000–$190,000 USD.
• Equity and competitive benefits, including health, dental, and vision coverage; retirement benefits with company contributions; parental leave and family planning support; mental health and wellness benefits; and paid time off.
• Sales incentive compensation and other benefits may apply.
• The role is available remotely in the Washington, DC Metro Area.