Account Executive, Mid-Market (SaaS)

TL;DR

Account Executive, Mid-Market (SaaS): Driving sales and maximizing revenue within the mid-market segment for a collaborative design platform with an accent on value-selling and executive relationship building. Focus on managing complex sales cycles, generating self-sourced pipelines, and executing land-and-expand strategies across technical teams.

Location: Hybrid (Sydney, Australia)

Company

Figma is a collaborative design platform that empowers teams to brainstorm, prototype, and iterate using AI to streamline workflows from idea to product.

What you will do

• Manage a pipeline of Mid-Market accounts (500-2000 FTEs) through combined inbound and outbound activity to meet sales targets.
• Build and nurture relationships with key decision-makers using discovery and value-selling techniques.
• Create strategic account plans to align Figma's roadmap with executive-level business challenges.
• Execute expansion opportunities and enterprise-wide deployments through senior-level multi-threading.
• Collaborate with cross-functional partners to position the product and ensure long-term customer success.
• Represent Figma in the Sydney and broader ANZ market through community events and executive engagements.

Requirements

• Proven experience closing SaaS sales for mid-market customers (up to 2000 FTEs) over multiple years.
• Consistent track record of meeting or surpassing revenue and pipeline generation targets.
• Experience selling technical solutions to Engineering, Product, and Design executives.
• Ability to build territory plans and generate self-sourced pipelines via research and networking.
• Demonstrated success in managing complex sales cycles ranging from 3 to 9 months.
• Experience with land-and-expand motions across multiple business units or teams.

Nice to have

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

Culture & Benefits

• "Grow as you go" culture that encourages curiosity and continuous professional development.
• Inclusive workplace dedicated to equal employment opportunities and diversity.
• Hybrid work model based out of the Sydney office.
• Commitment to accessibility with reasonable accommodations for candidates with disabilities.

Hiring process

• Video interviews with a requirement to keep cameras on for personal connection.
• Mandatory in-person onboarding for successful candidates.