165K–190K USD / year
Account Executive, Federal - State & Local
SalesRemote — San Francisco, CA, Pacific US time zone
Published on 2026-10-22
These details were extracted automatically from the original listing. They may not be complete or fully up to date — it's worth checking the original job post.
About this role
Drive new business and expand Figma’s presence across State & Local government agencies. As the first dedicated State & Local Account Executive, establish the go-to-market approach while managing complex public-sector sales cycles and building foundational customer relationships.
About the company
Figma is a collaborative design platform for product teams to create interfaces, prototypes, and design systems in the browser. It helps designers and developers work together on digital products from ideation through handoff.
What you'll do
- Own a named portfolio of State & Local accounts, driving acquisition, expansion, and retention against sales targets
- Generate pipeline through outbound prospecting, territory planning, account mapping, and partner collaboration
- Develop account plans aligned with agency priorities, funding, budgets, and purchasing timelines
- Lead complex, multi-stakeholder sales cycles and navigate security, accessibility, and procurement requirements
- Partner with Solutions Engineering, Customer Success, Marketing, and channel teams to advance opportunities and adoption
- Develop reference customers and success stories for Figma in State & Local government
- Own RFP strategy and proposal execution
- Show how Figma can help agencies modernize accessible digital services
What we're looking for
- 8+ years of enterprise sales experience, including significant SaaS sales to State & Local government agencies
- Track record of acquiring accounts, expanding relationships, and exceeding sales targets through proactive prospecting and territory development
- Experience managing sales cycles of six months or longer and understanding of public-sector budget cycles, procurement, and reseller ecosystems
- Ability to build trust with executives, technical teams, and agency leaders, and align solutions to organizational priorities
- Strong communication, negotiation, account planning, and structured sales methodology skills
Nice to have
- Established relationships in the assigned State & Local territory
- Experience co-selling with resellers, systems integrators, or public-sector partners
- Understanding of public-sector data privacy, accessibility, and security requirements
- Experience building an emerging sales motion
- Formal training or certification in deal qualification and prospect discovery
Benefits
- Equity
- Health, dental, and vision coverage
- Retirement benefits with company contributions
- Parental leave and family-planning support
- Mental health and wellness benefits
- Paid flexible PTO and sick leave
- Company recharge days
- Cell phone and home internet reimbursements