Account Executive, Enterprise (Tokyo, Japan)

TL;DR

Account Executive, Enterprise (Tokyo, Japan): Driving sales and maximizing revenue with Enterprise customers by building relationships with key executive decision-makers and delivering innovative solutions across Figma's product suite. Focus on creating strategic account plans, managing complex sales cycles, and expanding deployment opportunities for clients with 5000+ FTEs.

Location: Onsite in Tokyo, Japan. Candidates will be required to attend in-person onboarding.

Company

Figma is a product company dedicated to making design accessible, helping teams brainstorm, prototype, and collaborate in real time from anywhere.

What you will do

• Create and manage an Enterprise accounts pipeline to meet or exceed sales targets.
• Build relationships with executive decision-makers (5000+ FTEs) using discovery and value-selling techniques.
• Align with executives on business challenges to gain sponsorship for enterprise-wide deployments.
• Conduct thorough analysis to create strategic account plans and expand opportunities.
• Manage a book of business by tiering accounts and preventing contractions.
• Collaborate cross-functionally to position Figma, drive deals, and ensure customer success.

Requirements

• Experience closing software or SaaS sales over multiple years with Enterprise customers (5000+ FTEs).
• 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.
• Work from Tokyo, Japan.
• Required to attend in-person onboarding.

Nice to have

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

Culture & Benefits

• Value of "Grow as you go" supporting learning and skill development.
• Commitment to diversity and equal employment opportunities.
• Provides reasonable accommodations for individuals with disabilities during the application and employment process.
• Requires candidates to keep cameras on during video interviews.