Account Executive, Enterprise

About the role

Figma is growing our team of passionate creatives and builders on a mission to make design accessible to all. Figma’s platform helps teams bring ideas to life—whether you're brainstorming, creating a prototype, translating designs into code, or iterating with AI. From idea to product, Figma empowers teams to streamline workflows, move faster, and work together in real time from anywhere in the world.

We are looking for an Enterprise Account Executive who will play a critical role driving sales and maximizing revenue with our Enterprise customers. This is a full-time role that can be held from one of our US hubs (San Francisco, CA or New York, NY) or remotely in the United States.

Responsibilities

• Create and manage a pipeline of Enterprise accounts 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 (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 strategic account plans that outline company priorities and initiatives, multi-threading at an executive 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.

Requirements

• Experience closing sales, over multiple years, for a software or SaaS business with an Enterprise 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 (6+ months).
• A sales methodology and process that creates value for customers.

Nice-to-have

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

Benefits

• Competitive health, dental, and vision insurance.
• Retirement plan with company contribution.
• Parental leave and reproductive or family planning support.
• Mental health and wellness benefits.
• Generous PTO, company recharge days, and a learning & development stipend.
• Work from home stipend and cell phone reimbursement.
• Sales incentive pay for most sales roles and an annual bonus plan for eligible non-sales roles.
• Equity to employees.

Pay

If based in Figma’s San Francisco or New York hub offices, this role has an annual base salary range of $165,000–$190,000 USD. Job level and actual compensation will be decided based on factors including individual qualifications, market demands, and work location. For roles filled remotely, the pay range is localized according to employee work location by a factor of between 80% and 100% of the stated range.