Strategic Account Executive (SaaS)

Location: Based in Sydney or Melbourne, Australia; the role includes in-person meetings, networking opportunities, and in-person onboarding.

Company

Figma develops a collaborative design platform that supports brainstorming, prototyping, design-to-code workflows, real-time collaboration, and AI-enabled product development.

What you will do

• Manage named strategic enterprise accounts and consistently meet or exceed quarterly and annual sales targets.
• Build and strengthen relationships with C-level decision-makers through discovery and value-selling techniques.
• Align executives around business challenges and secure sponsorship for enterprise-wide deployments across Figma’s product suite.
• Create strategic account plans based on company priorities, initiatives, and expansion opportunities.
• Partner cross-functionally to position Figma, advance deals, and support customer success.
• Develop business cases and ROI justifications for large, complex deals while advancing executive relationships through in-person meetings and networking.

Requirements

• 8+ years of success driving new business and expansion within Enterprise software or SaaS.
• Experience partnering with the largest enterprise customers, typically with 5,000+ FTEs, and engaging C-level executives.
• Success managing a focused territory or portfolio of named strategic accounts while meeting or exceeding pipeline generation targets.
• Ability to strategically sell complex, technical products or platforms through consultative, value-based sales approaches.
• Strong record of navigating and closing complex enterprise sales cycles, typically lasting 9 months or longer.
• Proficiency with structured sales methodologies such as MEDDIC, MEDDICC, or Command of the Message.

Nice to have

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

Culture & Benefits

• Learning and professional development are supported through a culture of continuous growth.
• Commitment to diversity, inclusion, and equal employment opportunities.
• Reasonable accommodations are available throughout the application, interview, and employment process.
• Video interviews require candidates to keep their cameras on.
• In-person onboarding is required if hired.

Hiring process

• Video interviews are conducted with cameras on to support a personal connection and hiring-process integrity.
• Reasonable accommodations can be arranged for interviews and other hiring steps.
• Successful candidates must attend in-person onboarding.