Account Executive, Mid-Market (Sydney, Australia)

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 · 7

• Experience closing sales, over multiple years, for a software or SaaS business with a book of customers (<2000 FTEs), selling to executives
• Consistent performance meeting revenue and pipeline generation targets
• Experience selling solutions to technical audiences at executive level (i.e. Engineering, Product, Design teams)
• Proven ability to build territory plans, identify whitespace, and generate self-sourced pipeline through targeted outbound, account research, referrals, events, and executive networking
• Demonstrated experience successfully managing complex sales cycles (3-9 months)
• Experience growing existing customer relationships through expansion, consolidation, and enterprise-wide adoption, including navigating land-and-expand motions across multiple teams or business units
• A sales methodology and process that creates value for customers

Also a plus

• Demonstrated ability to succeed in a changing environment
• Certified in deal qualification and prospect discovery

What the job covers

• Create and manage a pipeline of Mid-Market accounts from inbound and outbound activity to consistently meet or surpass sales targets
• Apply effective discovery and value-selling techniques to build and strengthen relationships with key decision-makers in both new and existing customers (500-2000 FTEs)
• 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 account plans that outline company priorities and initiatives, multi-threading at senior level to build on expansion opportunities
• Manage a book of business by tiering accounts and initiating techniques to save contractions
• 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
• Represent Figma in the Sydney and broader ANZ market through customer meetings, community events, executive engagements, and partner-led opportunities.

Tools and skills named

Words the posting leans on

• customers7×
• executive7×
• account5×
• business5×
• sales5×
• build4×
• design4×
• experience4×
• product4×
• relationships4×
• create3×
• meetings3×
• pipeline3×
• book2×
• complex2×
• deal2×

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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