Account Executive, Public Sector - State & Local

The shape of it

In the posting’s own words

We are looking for an Account Executive, Public Sector - State & Local to drive new business and expand Figma’s presence across State & Local government agencies. As the first dedicated State & Local Account Executive at Figma, you will help define Figma’s initial go-to-market approach for State & Local government, establishing the strategies, process, and best practices that will guide future sales hires.

What it asks for · 5

• 8+ years of enterprise sales experience, including significant SaaS experience selling into State & Local government agencies
• Consistent success acquiring new accounts, expanding existing relationships, and exceeding sales targets, supported by proactive outbound prospecting and strategic territory development
• Experience managing complex sales cycles of six months or longer, with an understanding of SL budget cycles, procurement requirements, and reseller and channel partner ecosystems
• Demonstrated ability to build trust with executives, technical teams, and agency or institutional leaders, aligning solutions to organizational priorities through effective discovery, qualification, and value-selling
• Strong communication, negotiation, and account planning skills, with a structured sales methodology and the ability to manage competing priorities across a territory

Also a plus

• Established relationships within the assigned SL territory and experience co-selling with resellers, systems integrators, or other public sector partners
• Understanding of public sector requirements for data privacy, accessibility, and security
• Demonstrated success in a changing environment or building an emerging sales motion, with certification or formal training in deal qualification and prospect discovery

What the job covers

• Own a named book of State & Local accounts, driving acquisition, expansion, and retention to exceed quarterly and annual sales targets
• Build pipeline through outbound prospecting, territory planning, account mapping, partner collaboration, and public sector engagement
• Develop strategic account plans aligned with agency priorities, funding sources, budget cycles, and purchasing timelines
• Lead multi-stakeholder sales cycles, building executive sponsorship and internal champions while navigating security, accessibility, and SLED procurement requirements
• Partner with Solutions Engineering, Customer Success, Marketing, and channel teams to demonstrate value, advance opportunities, and drive adoption
• Win foundational government customers, establishing reference accounts and success stories that define Figma’s value across State & Local government
• Own RFP strategy and proposal execution, mobilizing internal stakeholders under tight deadlines to win competitive government bids
• Make accessible citizen experiences central to the value story, showing how Figma helps agencies modernize digital service delivery and better serve their communities

Tools and skills named

Words the posting leans on

• account9×
• sales9×
• state local9×
• experience5×
• partner5×
• cycles4×
• design4×
• executive4×
• local government4×
• priorities4×
• public sector4×
• success4×
• territory4×
• value4×
• build3×
• accessibility2×

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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