Account Executive, Federal - Federal Systems Integrators

We are looking for an Account Executive, Federal - Federal Systems Integrators  to grow Figma's business across strategic Federal Systems Integrator (FSI) accounts. You will build relationships across the FSI ecosystem, identify where Figma can support large federal programs, and drive complex opportunities from early engagement through close and expansion. You'll own the sales motion - identifying the right programs and buyers, developing opportunities, and driving adoption and revenue.

This is an opportunity to help shape Figma's FSI business while working across a highly strategic and complex federal market.

This role is available remotely in the United States.

What you’ll do at Figma:

Own and execute account strategies across a portfolio of strategic FSI accounts, building pipeline and consistently achieving revenue targets

Develop trusted relationships with FSI executives, program and capture teams, technical stakeholders, procurement organizations, and other key decision-makers

Identify federal programs and initiatives where Figma can play a strategic role, connecting Figma's capabilities to customer mission and business outcomes

Build strategic account plans that map key stakeholders, programs, agency priorities, funding, contract vehicles, partners, and paths to long-term growth

Navigate complex, multi-stakeholder sales cycles, engaging customers early to influence requirements, acquisition strategies, and positioning for large federal programs

Leverage knowledge of federal procurement and contracting vehicles—including GWACs, IDIQs, BPAs, GSA schedules, and task orders—to identify and advance opportunities

Manage opportunities from prospecting through close and expansion, including discovery, solution positioning, proposal support, negotiation, forecasting, and CRM management

Partner closely with Figma's Alliances team, cross-functional partners, and the broader federal ecosystem to develop opportunities, position Figma within strategic programs, and drive long-term customer success

We'd love to hear from you if you have:

8+ years of enterprise sales experience, including significant SaaS experience selling into Federal Systems Integrators, with a strong track record of meeting or exceeding revenue targets

Deep understanding of the FSI ecosystem — including how large federal programs are structured, funded, captured, and awarded through partner-led sales motions — along with strong knowledge of federal contracting and acquisition processes, including budget cycles, contract vehicles, recompetes, funding priorities, and procurement timelines

Proven success owning strategic enterprise accounts, generating net-new pipeline, and closing complex, multi-stakeholder sales cycles

Demonstrated ability to identify and build relationships with the right buyers, champions, and senior decision-makers within large organizations and position technology within broader federal initiatives

Strong strategic account planning, discovery, value-selling, and executive communication skills, with the ability to translate technical capabilities into measurable business and mission outcomes

While it’s not required, it’s an added plus if you also have:

Experience selling enterprise technology solutions to technical audiences, including Engineering, Product, Design, IT, or digital transformation teams

Formal training or certification in enterprise sales methodologies focused on deal qualification, discovery, and value selling

Experience working at an FSI earlier in your career, such as Deloitte, GDIT, Booz Allen, or a similar organization

Existing relationships across the FSI and federal technology ecosystem

At Figma, one of our values is Grow as you go. We believe in hiring smart, curious people who are excited to learn and develop their skills. If you’re excited about this role but your past experience doesn’t align perfectly with the points outlined in the job description, we encourage you to apply anyways. You may be just the right candidate for this or other roles.

Pay Transparency Disclosure

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.

Figma offers equity to employees, as well as a competitive package of additional benefits, including health, dental, and vision coverage; retirement benefits with company contributions; parental leave and reproductive or family planning support; mental health and wellness benefits; and paid time off. Figma provides paid sick leave, holidays, and other leave benefits in compliance with applicable federal, state, and local laws, including the requirements of the Washington Minimum Wage Act and related regulations. Exempt employees are eligible for employer‑provided paid flexible PTO in addition to flexible paid sick leave. PTO is subject to manager approval. Additional benefits may include company recharge days, cell phone and home internet reimbursements, and a number of lifestyle spending accounts. Figma also offers sales incentive compensation for most sales roles and an annual bonus plan for eligible non-sales roles. All compensation and benefits are subject to applicable plan terms and may be modified by Figma at any time, consistent with applicable law.

Annual Base Salary Range:

$200,000—$200,000 USD