TL;DR

Account Executive, Mid-Market (SaaS): Driving sales and maximizing revenue with Figma's customers by targeting, building, and nurturing relationships with key decision-makers and delivering innovative solutions. Focus on understanding complex business needs, conducting thorough analysis for account plans, and aligning with executives on business challenges for enterprise-wide deployments.

Location: Must be based in Tokyo, Japan

Company

Figma’s platform helps teams bring ideas to life—whether you're brainstorming, creating a prototype, translating designs into code, or iterating with AI.

What you will do

  • Create and manage a pipeline of Mid-Market accounts from inbound and outbound activity to consistently meet or surpass sales targets.
  • Apply effective discovery and value-selling techniques to build and strengthen relationships with key decision-makers in both new and existing customers.
  • Align with executives on business challenges and gain sponsorship for enterprise-wide deployments for a suite of products, identifying where Figma’s roadmap and innovations fit in the long term.
  • Conduct thorough analysis to create account plans that outline company priorities and initiatives, multi-threading at senior level to build on expansion opportunities.
  • Manage a book of business by tiering accounts and initiating techniques to save contractions.
  • Leverage opportunities to advance executive-level relationships through in-person meetings and networking opportunities.

Requirements

  • Experience closing sales, over multiple years, for a software or SaaS business with a book of customers (<5000 FTEs), selling to executives.
  • Consistent performance meeting pipeline generation targets for net new business.
  • Demonstrated experience successfully managing complex sales cycles (3-9 months).
  • A sales methodology and process that creates value for customers.

Nice to have

  • Experience selling solutions to technical audiences at the executive level (i.e., Engineering, Product, Design teams).
  • Demonstrated ability to succeed in a changing environment.
  • Certified in deal qualification and prospect discovery.

Culture & Benefits

  • Figma celebrates and supports differences, knowing that a team rich in diverse thoughts, experiences, and opinions allows employees, the product, and the community to flourish.
  • Figma is dedicated to equal employment opportunities regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity/expression, veteran status, or any other characteristic protected by law.
  • Will work to ensure individuals with disabilities are provided reasonable accommodation to apply for a role, participate in the interview process, perform essential job functions, and receive other benefits and privileges of employment.
  • If hired you will be required to attend in person onboarding.