Account Executive, Federal - Federal Systems Integrators (SaaS)

Location: Remote in the United States; listed locations include San Francisco, California and New York, New York. In-person onboarding is required if hired.

Annual base salary: $200,000 USD.

Company

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

What you will do

• Own account strategies and build pipeline across strategic Federal Systems Integrator accounts.
• Develop relationships with FSI executives, program and capture teams, technical stakeholders, procurement organizations, and decision-makers.
• Identify federal programs and initiatives where Figma can support customer missions and business outcomes.
• Create account plans covering stakeholders, agency priorities, funding, contract vehicles, partners, and growth paths.
• Navigate complex sales cycles, including discovery, solution positioning, proposal support, negotiation, forecasting, CRM management, close, and expansion.
• Partner with the Alliances team and cross-functional stakeholders to develop opportunities and drive customer success.

Requirements

• 8+ years of enterprise sales experience, including significant SaaS sales into Federal Systems Integrators.
• Strong record of meeting or exceeding revenue targets and closing complex, multi-stakeholder enterprise opportunities.
• Deep understanding of the FSI ecosystem, federal programs, funding, capture processes, and partner-led sales motions.
• Strong knowledge of federal contracting and acquisition processes, including budget cycles, contract vehicles, recompetes, funding priorities, and procurement timelines.
• Strategic account planning, discovery, value-selling, and executive communication skills.
• Ability to translate technical capabilities into measurable business and mission outcomes.

Nice to have

• Experience selling enterprise technology to Engineering, Product, Design, IT, or digital transformation teams.
• Formal training or certification in enterprise sales methodologies.
• Previous experience at a Federal Systems Integrator such as Deloitte, GDIT, or Booz Allen.
• Existing relationships across the FSI and federal technology ecosystem.

Culture & Benefits

• Equity and sales incentive compensation.
• Health, dental, and vision coverage with retirement benefits and company contributions.
• Parental leave, reproductive and family planning support, and mental health and wellness benefits.
• Paid flexible PTO, paid sick leave, holidays, and other legally required leave.
• Potential recharge days, cell phone and home internet reimbursements, and lifestyle spending accounts.
• Reasonable accommodations are available throughout the application, interview, and employment process.

Hiring process

• Interview participation requires candidates to keep cameras on during video interviews.
• In-person onboarding is required after hiring.