Director, Federal Sales

About the role

Figma is seeking a Director, Federal Sales to join our dynamic team. This role requires a visionary, collaborative leader who can manage multiple teams, partners, and business interests as we continue our mission of making design accessible to all.

Responsibilities

• Design and drive the go-to market strategy for Federal & State/Local sales
• Proactively inform internal stakeholders on progress, roadblocks, and opportunities
• Leverage, cultivate, and grow relationships with influential contacts at various Federal departments and agencies
• Collaborate internally with sales, engineering, design, product, marketing, and legal — leveraging the expertise and value-add of each team in the deal-closing process
• Manage and analyze key performance metrics, including accurate forecasting, pipeline generation, win rate, and deal sizes
• Hire, develop, and coach Account Executives selling into the Federal market

Requirements

• 15+ years of Enterprise SaaS sales experience, including experience working with Federal departments and agencies
• 10+ years in sales management
• Outstanding executive presence and communication skills
• A track record of managing complex sales processes with multiple partners and thorough negotiations with pricing based on business value, legal and procurement
• Track record of exceeding annual sales quotas with monthly and quarterly targets

Qualifications

• Experience selling to federal departments and agencies
• Strong negotiation and relationship-building skills
• Ability to manage and mentor a team of sales professionals
• Excellent communication and presentation skills

Skills

• Strategic thinking and problem-solving
• Collaborative leadership
• Effective communication and interpersonal skills
• Ability to manage multiple priorities and deadlines

Benefits

• Competitive compensation package including annual base salary range of $211,000 - $264,000 USD
• Health, dental & vision insurance
• Roth and Traditional 401(k) plans with company contributions
• Parental leave & reproductive or family planning support
• Mental health & wellness benefits
• Generous paid time off and company recharge days
• Learning & development stipend
• Work from home stipend
• Cell phone reimbursement
• Sales incentive pay for most sales roles
• Annual bonus plan for eligible non-sales roles

Pay

If based in Figma’s San Francisco or New York hub offices, this role has the annual base salary range stated above. Job level and actual compensation will be decided 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. The listed range is a guideline, and the range for this role may be modified. For roles that are available to be filled remotely, the pay range is localized according to employee work location by a factor of between 80% and 100% of range. Please discuss your specific work location with your recruiter for more information.

Schedule

This is a full time role that can be held from one of our US hubs or remotely in the United States.