Account Executive, Federal - Civilian

The shape of it

In the posting’s own words

We are looking for an Account Executive, Federal - Civilian who will play a critical role in growing Figma's business across the U.S. Federal Government. You will own and develop strategic relationships across Federal Civilian agencies, helping customers understand how Figma's product suite can support their mission, modernize how teams work together, and drive transformation at scale.

What it asks for · 5

• 7+ years of enterprise software or SaaS sales experience, with significant experience selling into Federal Civilian agencies and a strong track record of meeting or exceeding revenue targets
• Experience owning strategic Enterprise accounts (5,000+ FTEs), consistently generating net-new pipeline, and closing complex, multi-stakeholder sales cycles of six months or longer
• Deep understanding of Federal Civilian agency missions, organizational structures, technology priorities, and buying processes
• Experience navigating complex federal procurement and acquisition processes, with an understanding of agency budget cycles, appropriations, program funding, procurement timelines, and federal fiscal year dynamics
• Demonstrated ability to build executive relationships, navigate complex organizational structures, and apply a disciplined, value-based sales methodology that connects technology solutions to customer mission and business outcomes

Also a plus

• Experience selling enterprise technology solutions to technical audiences, including Engineering, Product, Design, IT, or digital transformation teams
• Existing relationships across Federal Civilian agencies and familiarity with federal technology modernization, digital services, or collaboration initiatives
• Formal training or certification in enterprise sales methodologies focused on deal qualification, discovery, and value selling

What the job covers

• Own and execute a territory strategy across a portfolio of strategic Federal Civilian agencies, building pipeline and consistently meeting or exceeding quarterly and annual revenue targets
• Develop and strengthen relationships across mission owners, program offices, contracting officers, IO/OCIO organizations, acquisition teams, and executive leadership at Federal Civilian agencies to identify paths to broader agency-wide deployment
• Apply effective discovery and value-selling techniques to understand agency missions, strategic priorities, and business challenges and connect them to measurable outcomes with Figma
• Build and execute account plans that map agency priorities, stakeholders, programs, funding sources, acquisition paths, partners, and opportunities for long-term growth
• Build executive sponsorship and navigate complex, multi-stakeholder sales cycles by effectively multi-threading across technical, business, acquisition, and executive audiences
• Engage customers early in their planning and acquisition processes to understand and share requirements, influence acquisition strategies, and position Figma for long-term success
• Develop account-specific strategies around GWACs, IDIQs, BPAs, task orders, and other relevant federal contracting vehicles to advance complex opportunities
• Co-create with cross-functional teams and the federal partner ecosystem to position Figma, progress complex opportunities, protect and expand existing business, and ensure long-term customer success

Tools and skills named

Words the posting leans on

• federal15×
• federal civilian8×
• acquisition7×
• complex7×
• mission7×
• business6×
• civilian agencies5×
• executive5×
• experience5×
• relationships5×
• sales5×
• strategic5×
• account4×
• agency4×
• customer4×
• design4×

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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