Account Executive, SMB

About the role

Figma is seeking an Account Executive, SMB to join our dynamic team. This role plays a crucial part in generating new business and managing prospects within the Small and Medium Business (SMB) segment. The ideal candidate will be responsible for identifying, building, and nurturing relationships with key decision-makers, guiding them through the Figma evaluation and purchasing process, and collaborating with cross-functional partners.

Responsibilities

• Create and manage a pipeline of SMB accounts from inbound and outbound activities 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.
• Conduct thorough analysis to tier and prioritize accounts in large volumes.
• Expertly position Figma and engage cross-functional partners where necessary to drive deals forward.
• Leverage opportunities to advance relationships through in-person meetings and networking opportunities.

Requirements

• Exposure to a structured sales or outbound program (internship, bootcamp, or previous SDR experience).
• Exposure to closing sales for a software or SaaS business in an outbound function.
• Consistent performance meeting pipeline generation targets for net new business.
• Demonstrated experience successfully managing high volume sales cycles (1-3 months).
• A sales methodology and process that creates value for customers.

Qualifications

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

Skills

• Effective communication and relationship-building skills.
• Ability to analyze and prioritize customer needs.
• Strong organizational and time management skills.
• Proficiency in CRM tools and sales methodologies.

Benefits

At Figma, you’ll enjoy a competitive benefits package including:

• Health, dental, and vision insurance
• Roth and traditional 401(k) plans with company contributions
• Paid parental leave and reproductive or family planning support
• Mental health and wellness benefits
• Generous paid time off and company recharge days
• Learning and development stipend
• Work from home stipend
• Cell phone reimbursement

Pay

The annual base salary range for this role is $70,500—$70,500 USD. Actual compensation will be determined based on factors including, but not limited to, individual qualifications objectively assessed during the interview process (including skills and prior relevant experience, potential impact, and scope of role), market demands, and specific work location.

Schedule

This is a full-time role that will be held from our NYC or SF Hub (in-person 2 days/week).