Account Executive, Federal - State & Local

Location: San Francisco, CA hub or remote within the Pacific US time zone; in-person onboarding is required if hired.

Annual base salary: $165,000–$190,000 USD.

Company

Figma provides a collaborative design platform for brainstorming, prototyping, translating designs into code, and iterating with AI.

What you will do

• Own a named portfolio of State & Local government accounts, driving acquisition, expansion, retention, and achievement of sales targets.
• Generate pipeline through outbound prospecting, territory planning, account mapping, partner collaboration, and public-sector engagement.
• Develop account plans aligned with agency priorities, funding sources, budget cycles, and purchasing timelines.
• Lead complex, multi-stakeholder sales cycles while navigating security, accessibility, SLED procurement requirements, and executive sponsorship.
• Collaborate with Solutions Engineering, Customer Success, Marketing, channel teams, Design, Product, Engineering, and IT leaders to demonstrate value and drive adoption.
• Own RFP strategy and proposal execution, win foundational government customers, and show how Figma supports accessible citizen experiences and modern digital service delivery.

Requirements

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

Nice to have

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

Culture & Benefits

• Full-time employment with health, dental, and vision coverage.
• Retirement benefits with company contributions, paid parental leave, reproductive and family-planning support, and mental health and wellness benefits.
• Paid time off, paid sick leave, holidays, flexible PTO for eligible exempt employees, and possible recharge days.
• Equity, sales incentive compensation, and possible cell phone, home internet, and lifestyle spending benefits.
• Commitment to accessibility, reasonable accommodations, equal employment opportunity, and ongoing learning and development.

Hiring process

• Video interviews require candidates to keep cameras on.
• In-person onboarding is required after hiring.