Account Executive, Strategic (Sydney or Melbourne, Australia)

About This RoleAI processing…

Key Responsibilities

• 1
  Manage a defined list of named strategic accounts to consistently meet or exceed quarterly and annual sales targets
• 2
  Apply effective discovery and value-selling techniques to build and strengthen C-level relationships for every account in your book
• 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 at senior level to build on expansion opportunities
• 5
  Co-create with cross-functional partners to expertly position Figma, drive deals forward and ensure customer success
• 6
  Leverage opportunities to advance executive level relationships through in-person meetings and networking opportunities
• 7
  Build compelling business cases and ROI justifications to support large, complex deals
• 8
  Experience selling solutions to technical audiences at the highest level in Engineering, Product and 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

• 8+ years of success driving new business and expansion within Enterprise software/SaaS, partnering with the largest enterprise customers (5,000+ FTEs) and engaging C-level executives
• Demonstrated success managing a focused territory or portfolio of strategic, named accounts while consistently meeting or exceeding pipeline generation targets
• Proven ability to strategically sell complex, technical products or platforms through consultative, value-based sales approaches
• Strong track record of navigating and closing complex enterprise sales cycles, typically spanning 9 months or longer
• Proficiency with structured sales methodologies such as MEDDIC/MEDDICC or Command of the Message to drive customer value and successful sales outcomes

Perks & BenefitsTypical for this role