Account Executive, Mid-Market (Sydney, Australia)

Location: Sydney, Australia; full-time role in the Sydney office within a hybrid environment. In-person onboarding is required.

Company

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

What you will do

• Create and manage a Mid-Market account pipeline through inbound and outbound activity, consistently meeting or exceeding sales targets.
• Use discovery and value-selling techniques to build relationships with decision-makers at new and existing customers with 500–2,000 FTEs.
• Align with executives on business challenges and gain sponsorship for enterprise-wide deployments across Figma’s product suite.
• Develop account plans, identify expansion opportunities, manage account tiers, and reduce contractions.
• Work with cross-functional partners to position Figma, advance deals, and support customer success.
• Represent Figma through customer meetings, community events, executive engagements, networking, and partner-led opportunities across Sydney and the broader ANZ market.

Requirements

• Multiple years of experience closing sales for a software or SaaS business, managing a customer book with fewer than 2,000 FTEs and selling to executives.
• Consistent performance against revenue and pipeline-generation targets.
• Experience selling solutions to technical executive audiences, including Engineering, Product, and Design teams.
• Ability to build territory plans, identify whitespace, and generate self-sourced pipeline through targeted outbound activity, account research, referrals, events, and executive networking.
• Experience managing complex sales cycles lasting 3–9 months.
• Experience expanding existing customer relationships through expansion, consolidation, and enterprise-wide adoption, including land-and-expand motions across multiple teams or business units.
• A sales methodology and process that creates value for customers.

Nice to have

• Ability to succeed in a changing environment.
• Certification in deal qualification and prospect discovery.

Culture & Benefits

• Learning and professional development are supported through the “Grow as you go” value.
• Commitment to diversity, inclusion, equal employment opportunities, and reasonable accommodations throughout the application and employment process.
• Video interviews require candidates to keep their cameras on.
• In-person onboarding is required if hired.

Hiring process

• Video interviews require the camera to remain on.
• In-person onboarding is required after hiring.
• Applications are limited to five during any rolling 30-day period; candidates cannot reapply to the same role while an application is active or within 90 days after rejection.