Account Executive, Federal - Civilian

About This RoleAI processing…

Key Responsibilities

• 1
  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
• 2
  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
• 3
  Apply effective discovery and value-selling techniques to understand agency missions, strategic priorities, and business challenges and connect them to measurable outcomes with Figma
• 4
  Build and execute account plans that map agency priorities, stakeholders, programs, funding sources, acquisition paths, partners, and opportunities for long-term growth
• 5
  Build executive sponsorship and navigate complex, multi-stakeholder sales cycles by effectively multi-threading across technical, business, acquisition, and executive audiences
• 6
  Engage customers early in their planning and acquisition processes to understand and share requirements, influence acquisition strategies, and position Figma for long-term success
• 7
  Develop account-specific strategies around GWACs, IDIQs, BPAs, task orders, and other relevant federal contracting vehicles to advance complex opportunities
• 8
  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

Requirements

• 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

Perks & Benefits