Account Executive, Federal - Civilian (SaaS)

Location: Remote in the Washington, DC Metro Area

Annual base salary: $165,000–$190,000 USD, plus equity, sales incentive compensation, and benefits

Company

Figma develops a collaborative design platform that helps teams brainstorm, prototype, translate designs into code, and iterate with AI in real time.

What you will do

• Own territory strategy across strategic Federal Civilian agencies, build pipeline, and meet or exceed revenue targets.
• Develop relationships with mission owners, program offices, contracting officers, acquisition teams, technology organizations, and executive leaders.
• Apply discovery and value-selling techniques to connect Figma’s solutions with agency missions, priorities, and measurable outcomes.
• Create account plans covering agency priorities, stakeholders, funding sources, acquisition paths, partners, and growth opportunities.
• Navigate complex, multi-stakeholder sales cycles and build executive sponsorship across technical, business, acquisition, and executive audiences.
• Develop strategies involving GWACs, IDIQs, BPAs, task orders, and other federal contracting vehicles in collaboration with cross-functional teams and federal partners.

Requirements

• 7+ years of enterprise software or SaaS sales experience, including significant experience selling to Federal Civilian agencies.
• Track record of meeting or exceeding revenue targets and generating net-new pipeline for strategic enterprise accounts with 5,000+ FTEs.
• Experience closing complex, multi-stakeholder sales cycles lasting six months or longer.
• Deep understanding of Federal Civilian agency missions, organizational structures, technology priorities, buying processes, budgets, appropriations, and procurement timelines.
• Ability to build executive relationships and use a disciplined, value-based sales methodology.
• Ability to work remotely from the Washington, DC Metro Area; in-person onboarding is required if hired.

Nice to have

• Experience selling enterprise technology to Engineering, Product, Design, IT, or digital transformation teams.
• Existing relationships across Federal Civilian agencies and knowledge of federal technology modernization or digital services.
• Formal training or certification in enterprise sales methodologies.

Culture & Benefits

• Equity and competitive benefits package.
• Health, dental, and vision coverage, retirement benefits with company contributions, and paid time off.
• Parental leave, reproductive and family planning support, and mental health and wellness benefits.
• Paid sick leave, holidays, flexible PTO for eligible exempt employees, and possible recharge days.
• Potential cell phone, home internet, and lifestyle spending reimbursements.
• Camera-on video interviews and in-person onboarding support a more personal hiring process.