Account Executive, Mid-Market
Drive sales and revenue growth for mid-market accounts (500-5000 FTEs) by building executive relationships, managing pipelines, and closing complex SaaS deals using value-selling techniques.
About the job
What you'll do at Figma:
- Create and manage a pipeline of Mid-Market accounts from inbound and outbound activity to consistently meet or surpass sales targets
- Apply effective discovery and value-selling techniques to build and strengthen relationships with key decision-makers in both new and existing customers (500-5000 FTEs)
- Align with executives on business challenges and gain sponsorship for enterprise wide deployments for a suite of products, identifying where Figma's roadmap and innovations fit in the long term
- Conduct thorough analysis to create account plans that outline company priorities and initiatives, multi-threading at senior level to build on expansion opportunities
- Manage a book of business by tiering accounts and initiating techniques to save contractions
- Co-create with cross-functional partners to expertly position Figma, drive deals forward and ensure customer success
- Leverage opportunities to advance executive level relationships through in-person meetings and networking opportunities
We'd love to hear from you if you have:
- Experience closing sales, over multiple years, for a software or SaaS business with a book of customers (<5000 FTEs), selling to executives
- Consistent performance meeting pipeline generation targets for net new business
- Demonstrated experience successfully managing complex sales cycles (3-9 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 at executive level (i.e. Engineering, Product, Design teams)
- Demonstrated ability to succeed in a changing environment
- Certified in deal qualification and prospect discovery
Skills
SaaS Sales, Pipeline Management, Value-Selling, Account Planning, Executive Relationship Building, Complex Sales Cycles, Discovery Techniques, Multi-Threading, Sales Methodology
Similar jobs
Account Executive jobs
EliseAI
New York, NYOwn the full sales cycle for EliseAI’s emerging Future Platforms products, from finding early design partners to closing complex, high-value deals and driving expansion. The role requires at least 3 years of quota-carrying SaaS or net-revenue sales experience and comfort operating in an evolving, high-growth environment.
Astra
United States
The Account Executive will own full-cycle B2B SaaS sales for payment and fintech solutions, from outbound prospecting through contract close. The role requires 3+ years of payments or fintech sales experience, strong consultative selling and pipeline-building skills, and comfort with technical stakeholders.
Reality Defender
New York, NY
Drives complex enterprise sales cycles for deepfake detection and cybersecurity solutions across regulated industries. The role requires 5+ years of enterprise technology sales experience, success closing high-value deals, and the ability to engage senior security, fraud, risk, and compliance stakeholders.
Tremendous
Europe
The Founding Mid-Market Account Executive will build Tremendous’s European sales presence by prospecting and closing new business across Western Europe and the DACH region. The role requires 4–6 years of software sales experience, German and English fluency, and the autonomy to shape international sales strategy.
Datadog
MarylandThe Strategic Account Executive will drive federal civilian sales by prospecting, building executive relationships, expanding enterprise accounts, negotiating value-based deals, and accurately forecasting revenue. The role requires 5+ years of enterprise closing experience, technology-sector sales expertise, and a record of exceeding substantial sales targets.