Account Executive, Strategic (Sydney or Melbourne, Australia)

We are looking for a Strategic Account Executive who will play a critical role driving sales and maximizing expansion opportunities with a defined list of top-tier Enterprise customers. You will be responsible for targeting, building and nurturing positive relationships with key C-level decision-makers, understanding complex business needs, and delivering innovative solutions across our product suite. This is an opportunity to accelerate your career, learn from leading sellers in the industry and build an incredible network of cross functional partners throughout Figma.

This role will be based out of either Sydney or Melbourne, Australia.

What you'll do at Figma:

Manage a defined list of named strategic accounts to consistently meet or exceed quarterly and annual sales targets

Apply effective discovery and value-selling techniques to build and strengthen C-level relationships for every account in your book

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 at senior level to build on expansion opportunities

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

Build compelling business cases and ROI justifications to support large, complex deals

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

8+ years of success driving new business and expansion within Enterprise software/SaaS, partnering with the largest enterprise customers (5,000+ FTEs) and engaging C-level executives

Demonstrated success managing a focused territory or portfolio of strategic, named accounts while consistently meeting or exceeding pipeline generation targets

Proven ability to strategically sell complex, technical products or platforms through consultative, value-based sales approaches

Strong track record of navigating and closing complex enterprise sales cycles, typically spanning 9 months or longer

Proficiency with structured sales methodologies such as MEDDIC/MEDDICC or Command of the Message to drive customer value and successful sales outcomes

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

Experience selling solutions to technical audiences at the highest level in Engineering, Product and Design teams

Demonstrated ability to succeed in a changing environment

Certified in deal qualification and prospect discovery

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.