Account Executive, Federal - Civilian
Join Figma as an Account Executive to drive growth in the Federal Civilian sector and shape the future of design collaboration.
Posted by employer 1 month ago
First seen on Joblaze 1 month ago
Last verified on the company career page 4 days ago
Requirements
- Experience
- 7+ years
Not disclosed in this posting: visa sponsorship.
Benefits
Joblaze summary
The Account Executive for Federal Civilian at Figma is responsible for cultivating strategic relationships within U.S. Federal Government agencies to drive the adoption of Figma's design platform. This role requires expertise in enterprise software sales, particularly within the federal sector, and a deep understanding of government procurement processes. Ideal candidates will have extensive experience managing large accounts and navigating complex sales cycles, making this position suitable for seasoned professionals in the tech sales arena. Figma emphasizes a collaborative environment, encouraging team members to learn and grow as they contribute to the company's mission.
Joblaze insights
- Listed about a month ago — first seen on Joblaze August 15, 2026. Last confirmed on Figma's careers page October 5, 2026.
- Salary band is above the typical range for Sales/Marketing roles (median ~$140,000).
- Starts above 61% of 993 comparable senior sales/marketing roles in United States we track (median $150,000 across 199 companies).
Quick facts
- Is the Account Executive, Federal - Civilian role remote?
- Yes — Figma lists this as a fully remote position.
- What's the salary range?
- Figma lists $165,000–$190,000 for this role.
- How much experience is required?
- At least 7 years of relevant experience for this Account Executive, Federal - Civilian role.
- What seniority level is this role?
- Figma targets senior candidates for this position.
- Is this full-time or contract?
- Full-time for this Account Executive, Federal - Civilian role at Figma.
From the original posting
Figma is growing our team of passionate creatives and builders on a mission to make design accessible to all. Figma’s platform helps teams bring ideas to life—whether you're brainstorming, creating a prototype, translating designs into code, or iterating with AI. From idea to product, Figma empowers teams to streamline workflows, move faster, and work together in real time from anywhere in the world. If you're excited to shape the future of design and collaboration, join us!
We are looking for an Account Executive, Federal - Civilian who will play a critical role in growing Figma's business across the U.S. Federal Government. You will own and develop strategic relationships across Federal Civilian agencies, helping customers understand how Figma's product suite can support their mission, modernize how teams work together, and drive transformation at scale.
You will be responsible for developing and executing strategic account plans, building relationships with senior decision-makers and mission owners, navigating complex federal acquisition processes, and creating opportunities for enterprise-wide adoption. This is an opportunity to help shape Figma's Federal Civilian business while accelerating your career, learning from leading sellers in the industry, and building an incredible network of cross-functional partners at Figma.
This role is available remotely in the Washington, DC Metro Area.
What you'll do at Figma:
- Own and execute a territory strategy across a portfolio of strategic Federal Civilian agencies, building pipeline and consistently meeting or exceeding quarterly and annual revenue targets
- Develop and strengthen relationships across mission owners, program offices, contracting officers, IO/OCIO organizations, acquisition teams, and executive leadership at Federal Civilian agencies to identify paths to broader agency-wide deployment
- Apply effective discovery and value-selling techniques to understand agency missions, strategic priorities, and business challenges and connect them to measurable outcomes with Figma
- Build and execute account plans that map agency priorities, stakeholders, programs, funding sources, acquisition paths, partners, and opportunities for long-term growth
- Build executive sponsorship and navigate complex, multi-stakeholder sales cycles by effectively multi-threading across technical, business, acquisition, and executive audiences
- Engage customers early in their planning and acquisition processes to understand and share requirements, influence acquisition strategies, and position Figma for long-term success
- Develop account-specific strategies around GWACs, IDIQs, BPAs, task orders, and other relevant federal contracting vehicles to advance complex opportunities
- Co-create with cross-functional teams and the federal partner ecosystem to position Figma, progress complex opportunities, protect and expand existing business, and ensure long-term customer success
We’d love to hear from you if you have:
- 7+ years of enterprise software or SaaS sales experience, with significant experience selling into Federal Civilian agencies and a strong track record of meeting or exceeding revenue targets
- Experience owning strategic Enterprise accounts (5,000+ FTEs), consistently generating net-new pipeline, and closing complex, multi-stakeholder sales cycles of six months or longer
- Deep understanding of Federal Civilian agency missions, organizational structures, technology priorities, and buying processes
- Experience navigating complex federal procurement and acquisition processes, with an understanding of agency budget cycles, appropriations, program funding, procurement timelines, and federal fiscal year dynamics
- Demonstrated ability to build executive relationships, navigate complex organizational structures, and apply a disciplined, value-based sales methodology that connects technology solutions to customer mission and business outcomes
While it’s not required, it’s an added plus if you also have:
- Experience selling enterprise technology solutions to technical audiences, including Engineering, Product, Design, IT, or digital transformation teams
- Existing relationships across Federal Civilian agencies and familiarity with federal technology modernization, digital services, or collaboration initiatives
- Formal training or certification in enterprise sales methodologies focused on deal qualification, discovery, and value selling
Pay Transparency Disclosure
At Figma we celebrate and support our differences. We know employing a team rich in diverse thoughts, experiences, and opinions allows our employees, our product and our community to flourish. Figma is an equal opportunity workplace - we are 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. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements.
Standard company text repeated across Figma's postings is omitted here.