# Account Executive, Mid-Market

**Company:** [Figma](https://hotfix.jobs/companies/figma)
**Location:** San Francisco, CA, New York, NY
**Role:** Account Executive
**Salary:** $110k – $110k/yr
**Skills:** SaaS Sales, Pipeline Management, Value-Selling, Account Planning, Executive Relationship Building, Complex Sales Cycles, Discovery Techniques, Multi-Threading, Sales Methodology
**Posted:** 2025-11-19

> 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.

## Job Description

## 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

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