Strategic Account Executive (SaaS)

Location: Based in Sydney or Melbourne, Australia

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

• Manage named strategic enterprise accounts and meet or exceed quarterly and annual sales targets.
• Build and strengthen relationships with C-level decision-makers through discovery and value-selling techniques.
• Identify opportunities for enterprise-wide deployments across Figma’s product suite and connect customer needs with the product roadmap.
• Create strategic account plans based on customer priorities, initiatives, and expansion opportunities.
• Partner with cross-functional teams to position solutions, advance deals, and support customer success.
• Build business cases and ROI justifications for large, complex enterprise deals.

Requirements

• 8+ years of success driving new business and expansion in enterprise software or SaaS.
• Experience working with enterprise customers with 5,000+ employees and engaging C-level executives.
• Experience managing strategic named accounts and meeting or exceeding pipeline generation targets.
• Ability to sell complex technical products or platforms using consultative, value-based sales approaches.
• Track record of navigating and closing enterprise sales cycles typically lasting nine months or longer.
• Proficiency with MEDDIC, MEDDICC, Command of the Message, or similar structured sales methodologies.

Nice to have

• Experience selling to senior technical audiences in Engineering, Product, and Design.
• Experience succeeding in a changing environment.
• Certification in deal qualification and prospect discovery.

Culture & Benefits

• In-person onboarding is required if hired.
• Reasonable accommodations are available throughout the application and interview process.
• Video interviews require candidates to keep their cameras on.
• Figma promotes learning and development through its “Grow as you go” value.
• Figma is committed to equal employment opportunities and an inclusive workplace.