Account Executive, Mid-Market

The shape of it

In the posting’s own words

We are looking for an Account Executive, Mid-Market who will play a critical role in driving sales and maximizing revenue with our customers. You will be responsible for targeting, building and nurturing positive relationships with key 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 at Figma.

What it asks for · 4

• Experience closing sales, over multiple years, for a software or SaaS business with a 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 (3-9 months)
• A sales methodology and process that creates value for customers

Also a plus

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

What the job covers

• Maintaining and growing a targeted book of existing Mid-Market (500-5000 FTEs) customers, utilizing discovery and value-selling to build and strengthen relationships with key decision-makers.
• Align with executives on critical business priorities and gain sponsorship for enterprise-wide deployments across Figma’s platform, identifying where Figma’s roadmap and innovations drive long-term value.
• Conduct thorough analysis to create account plans that outline company priorities and initiatives, multi-threading at a senior level to build on expansion opportunities.
• Collaborate 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

Tools and skills named

Words the posting leans on

• customers5×
• business4×
• design4×
• executive4×
• sales4×
• build3×
• experience3×
• product3×
• relationships3×
• account2×
• book2×
• complex2×
• create2×
• critical2×
• deal2×
• demonstrated2×

Counted from the posting after the mission statement and the legal notices are set aside. The ones near the top are the ones a screener is looking for.

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