Account Executive, Enterprise (AI)

TL;DR

Account Executive, Enterprise (AI): Driving sales and maximizing expansion opportunities with enterprise customers on Figma's design and AI platform, with an accent on building C-level relationships and delivering innovative solutions. Focus on applying effective discovery and value-selling techniques, creating strategic account plans, and co-creating with cross-functional partners to ensure customer success.

Location: This role can be held from the Berlin hub or remotely in Germany. In-person onboarding is required if hired.

Company

Figma is a platform that helps teams bring ideas to life, from brainstorming to creating prototypes and iterating with AI, aiming to make design accessible to all.

What you will do

• Manage a defined list of named enterprise accounts to consistently meet or exceed quarterly and annual sales targets.
• Apply effective discovery and value-selling techniques to build and strengthen C-level relationships.
• Align with executives on business challenges and gain sponsorship for enterprise-wide deployments.
• Conduct thorough analysis to create strategic account plans, building on expansion opportunities.
• Co-create with cross-functional partners to expertly position Figma and drive deals forward.
• Leverage opportunities to advance executive-level relationships through in-person meetings and networking.

Requirements

• Experience closing sales, over multiple years, for a software or SaaS business with Enterprise customers (5000+ FTEs), selling to executives.
• Consistent performance meeting pipeline generation targets for net new business.
• Demonstrated experience successfully managing complex sales cycles (9 months+).
• Proficiency in a sales methodology and process that creates value for customers.

Nice to have

• Experience selling solutions to technical audiences at the highest level in Engineering, Product and Design teams.
• Demonstrated ability to succeed in a changing environment.
• Certified in deal qualification and prospect discovery.

Culture & Benefits

• Figma values "Grow as you go" and believes in hiring curious people excited to learn and develop.
• Committed to celebrating and supporting differences, providing equal employment opportunities regardless of various characteristics.
• Ensures individuals with disabilities are provided reasonable accommodation to apply for a role, participate in the interview process, and perform essential job functions.

Hiring process

• All candidates are required to keep their cameras on during video interviews.
• In-person onboarding is required if hired.