# Account Executive, Federal - Civilian

**Company:** [Figma](https://hotfix.jobs/companies/figma)
**Location:** Remote
**Role:** Account Executive
**Salary:** $165k – $190k/yr
**Experience:** 7+ years
**Skills:** Enterprise Saas Sales, Federal Civilian Sales, Account Planning, Value Selling, Discovery, Federal Procurement, Federal Acquisition, Gwacs, Idiqs, Bpas, Task Orders, Pipeline Generation, Executive Relationship Management, Enterprise Sales Methodologies
**Posted:** 2026-08-14

> Owns strategic enterprise sales across U.S. Federal Civilian agencies, developing account plans, navigating complex acquisition processes, and driving agency-wide adoption. Requires 7+ years of enterprise software or SaaS sales experience and deep knowledge of Federal Civilian procurement and buying processes.

## Job Description

## 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.

## Similar jobs

- [Major Account Manager](https://hotfix.jobs/jobs/2aeadfe0-d8b4-4254-aa5d-c4cb50a5332c) - Datadog - Boston, MA - $165k – $180k/yr
- [Senior Account Executive](https://hotfix.jobs/jobs/73bea008-c1c9-4394-aaee-81aa8416b967) - Dropbox - Remote - $167k – $254k/yr
- [Senior Associate - Venture Ecosystem Sales](https://hotfix.jobs/jobs/b847b27d-163e-4652-a864-b0f77a5a9c31) - Mercury - New York, NY - $170k – $212k/yr
- [Enterprise Account Executive](https://hotfix.jobs/jobs/82105b1d-63dd-4a25-bbbd-8ce5b218450a) - Camber - New York, NY - $160k – $200k/yr
- [Regional Sales Manager, SLED](https://hotfix.jobs/jobs/b6796b26-59b2-47d6-8eeb-aaa12fbca2cc) - Cribl - Remote - $160k – $160k/yr

**Apply:** https://hotfix.jobs/jobs/d1dde891-0728-456c-82f6-ba53a123c27d
**Canonical:** https://hotfix.jobs/jobs/d1dde891-0728-456c-82f6-ba53a123c27d