Account Executive, Federal - Federal Systems Integrators

The shape of it

In the posting’s own words

We are looking for an Account Executive, Federal - Federal Systems Integrators to grow Figma's business across strategic Federal Systems Integrator (FSI) accounts. You will build relationships across the FSI ecosystem, identify where Figma can support large federal programs, and drive complex opportunities from early engagement through close and expansion. You'll own the sales motion - identifying the right programs and buyers, developing opportunities, and driving adoption and revenue.

What it asks for · 5

• 8+ years of enterprise sales experience, including significant SaaS experience selling into Federal Systems Integrators, with a strong track record of meeting or exceeding revenue targets
• Deep understanding of the FSI ecosystem — including how large federal programs are structured, funded, captured, and awarded through partner-led sales motions — along with strong knowledge of federal contracting and acquisition processes, including budget cycles, contract vehicles, recompetes, funding priorities, and procurement timelines
• Proven success owning strategic enterprise accounts, generating net-new pipeline, and closing complex, multi-stakeholder sales cycles
• Demonstrated ability to identify and build relationships with the right buyers, champions, and senior decision-makers within large organizations and position technology within broader federal initiatives
• Strong strategic account planning, discovery, value-selling, and executive communication skills, with the ability to translate technical capabilities into measurable business and mission outcomes

Also a plus

• Experience selling enterprise technology solutions to technical audiences, including Engineering, Product, Design, IT, or digital transformation teams
• Formal training or certification in enterprise sales methodologies focused on deal qualification, discovery, and value selling
• Experience working at an FSI earlier in your career, such as Deloitte, GDIT, Booz Allen, or a similar organization
• Existing relationships across the FSI and federal technology ecosystem

What the job covers

• Own and execute account strategies across a portfolio of strategic FSI accounts, building pipeline and consistently achieving revenue targets
• Develop trusted relationships with FSI executives, program and capture teams, technical stakeholders, procurement organizations, and other key decision-makers
• Identify federal programs and initiatives where Figma can play a strategic role, connecting Figma's capabilities to customer mission and business outcomes
• Build strategic account plans that map key stakeholders, programs, agency priorities, funding, contract vehicles, partners, and paths to long-term growth
• Navigate complex, multi-stakeholder sales cycles, engaging customers early to influence requirements, acquisition strategies, and positioning for large federal programs
• Leverage knowledge of federal procurement and contracting vehicles—including GWACs, IDIQs, BPAs, GSA schedules, and task orders—to identify and advance opportunities
• Manage opportunities from prospecting through close and expansion, including discovery, solution positioning, proposal support, negotiation, forecasting, and CRM management
• Partner closely with Figma's Alliances team, cross-functional partners, and the broader federal ecosystem to develop opportunities, position Figma within strategic programs, and drive long-term customer success

Tools and skills named

Words the posting leans on

• federal14×
• fsi8×
• programs8×
• strategic8×
• account7×
• sales6×
• business4×
• complex4×
• design4×
• ecosystem4×
• enterprise4×
• experience4×
• federal programs4×
• identify4×
• relationships4×
• customer3×

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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