Account Executive, Mid-Market (Bengaluru, India)

About This RoleAI processing…

Key Responsibilities

• 1
  Create and manage a pipeline of Commercial accounts to consistently meet or exceed quarterly and annual sales targets
• 2
  Apply effective discovery and value-selling techniques to build and strengthen relationships with key decision-makers in both new and existing customers (5000+ FTEs)
• 3
  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
• 4
  Conduct thorough analysis to create strategic account plans that outline company priorities and initiatives, multi-threading at an executive level to build on expansion opportunities
• 5
  Manage a book of business by tiering accounts and initiating techniques to save contractions
• 6
  Co-create with cross-functional partners to expertly position Figma, drive deals forward and ensure customer success
• 7
  Leverage opportunities to advance executive level relationships through in-person meetings and networking opportunities
• 8
  Experience selling solutions to technical audiences at a strategic level (i.e. Engineering, Product, Design teams)
• 9
  Demonstrated ability to succeed in a changing environment
• 10
  Certified in deal qualification and prospect discovery
• 11
  Holding interviews in an accessible location
• 12
  Enabling closed captioning on video conferencing
• 13
  Ensuring all written communication be compatible with screen readers
• 14
  Changing the mode or format of interviews

Requirements

• Strong understanding of the India market
• Experience closing sales, over multiple years, for a software or SaaS business with an Enterprise book of customers (50 to 2000+ FTEs), selling to executives
• Consistent performance meeting pipeline generation targets for net new business
• Demonstrated experience successfully managing complex sales cycles (6 months+)
• A sales methodology and process that creates value for customers

Perks & BenefitsTypical for this role