Account Executive, Strategic (Sydney or Melbourne, Australia)

The shape of it

In the posting’s own words

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.

What it asks for · 5

• 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

Also a plus

• 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

What the job covers

• 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

Tools and skills named

Words the posting leans on

• sales6×
• account5×
• enterprise5×
• product5×
• build4×
• business4×
• complex4×
• customer4×
• design4×
• executive4×
• strategic4×
• c-level3×
• deals3×
• excited3×
• expansion3×
• relationships3×

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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