Account Executive, Enterprise (SaaS)

Location: Tokyo, Japan; in-person onboarding is required if hired

Company

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

What you will do

• Create and manage an enterprise account pipeline to meet or exceed quarterly and annual sales targets.
• Use discovery and value-selling techniques to build relationships with executive decision-makers at new and existing customers with 5,000+ employees.
• Secure executive sponsorship for enterprise-wide deployments and identify opportunities for long-term product expansion.
• Develop strategic account plans, manage account tiers, and protect revenue by addressing potential contractions.
• Partner with cross-functional teams to position Figma, advance deals, and support customer success.
• Develop executive relationships through in-person meetings and networking.

Requirements

• Several years of experience closing enterprise sales for a software or SaaS business.
• Experience managing enterprise customers with 5,000+ employees and selling to executives.
• Consistent performance against net-new pipeline generation targets.
• Experience managing complex sales cycles lasting six months or longer.
• A sales methodology and process focused on creating customer value.

Nice to have

• Experience selling strategic solutions to technical audiences in Engineering, Product, or Design.
• Ability to succeed in a changing environment.
• Certification in deal qualification and prospect discovery.

Culture & Benefits

• Culture focused on continuous learning and professional development.
• Commitment to diversity, equal employment opportunities, and reasonable accommodations.
• Video interviews require cameras to remain on.
• Accessibility accommodations are available throughout the application and interview process.

Hiring process

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