Is the Account Executive, Federal - State & Local role remote?

It's hybrid — Figma expects some on-site time in San Francisco, CA, United States.

What's the salary range?

Figma lists $165,000–$190,000 for this role.

How much experience is required?

At least 8 years of relevant experience for this Account Executive, Federal - State & Local role.

Where is the role based?

Figma is hiring for this position in San Francisco, CA, United States.

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 - State & Local role at Figma.

Account Executive, Federal - State & Local at Figma

Joblaze summary

The Account Executive for Federal - State & Local at Figma is responsible for driving new business and expanding the company's footprint within government agencies. This role requires expertise in enterprise sales, particularly within the SaaS sector, and involves managing complex sales cycles while building relationships with key stakeholders. Ideal candidates will have significant experience in public sector sales and a proven track record of exceeding targets. As the first dedicated hire in this area, this position offers a chance to shape Figma's approach to State & Local government.

Joblaze insights

Listed today — first seen on Joblaze October 23, 2026. Last confirmed on Figma's careers page October 23, 2026.
Salary band is above the typical range for Sales/Marketing roles (median ~$141,000).
Starts above 59% of 1035 comparable senior sales/marketing roles in United States we track (median $150,000 across 198 companies).

Quick facts

Is the Account Executive, Federal - State & Local role remote?: It's hybrid — Figma expects some on-site time in San Francisco, CA, United States.
What's the salary range?: Figma lists $165,000–$190,000 for this role.
How much experience is required?: At least 8 years of relevant experience for this Account Executive, Federal - State & Local role.
Where is the role based?: Figma is hiring for this position in San Francisco, CA, United States.
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 - State & Local 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 - State & Local to drive new business and expand Figma’s presence across State & Local government agencies. As the first dedicated State & Local Account Executive at Figma, you will help define Figma’s initial go-to-market approach for State & Local government, establishing the strategies, process, and best practices that will guide future sales hires.

This role requires proactive pipeline generation, strategic account management, and the ability to navigate complex State & Local buying processes. You will work closely with Design, Product, Engineering, and IT leaders to understand their priorities, demonstrate Figma’s value, and grow adoption across their organizations. This is an opportunity to help shape Figma’s State & Local sales strategy, learn from leading sellers, and build a strong network of cross-functional partners.

This is a full-time role that can be held from our San Francisco hub or remotely within the Pacific US time zone.

What you’ll do at Figma:

Own a named book of State & Local accounts, driving acquisition, expansion, and retention to exceed quarterly and annual sales targets
Build pipeline through outbound prospecting, territory planning, account mapping, partner collaboration, and public sector engagement
Develop strategic account plans aligned with agency priorities, funding sources, budget cycles, and purchasing timelines
Lead multi-stakeholder sales cycles, building executive sponsorship and internal champions while navigating security, accessibility, and SLED procurement requirements
Partner with Solutions Engineering, Customer Success, Marketing, and channel teams to demonstrate value, advance opportunities, and drive adoption
Win foundational government customers, establishing reference accounts and success stories that define Figma’s value across State & Local government
Own RFP strategy and proposal execution, mobilizing internal stakeholders under tight deadlines to win competitive government bids
Make accessible citizen experiences central to the value story, showing how Figma helps agencies modernize digital service delivery and better serve their communities

We'd love to hear from you if you have:

8+ years of enterprise sales experience, including significant SaaS experience selling into State & Local government agencies
Consistent success acquiring new accounts, expanding existing relationships, and exceeding sales targets, supported by proactive outbound prospecting and strategic territory development
Experience managing complex sales cycles of six months or longer, with an understanding of SL budget cycles, procurement requirements, and reseller and channel partner ecosystems
Demonstrated ability to build trust with executives, technical teams, and agency or institutional leaders, aligning solutions to organizational priorities through effective discovery, qualification, and value-selling
Strong communication, negotiation, and account planning skills, with a structured sales methodology and the ability to manage competing priorities across a territory

Established relationships within the assigned SL territory and experience co-selling with resellers, systems integrators, or other public sector partners
Understanding of public sector requirements for data privacy, accessibility, and security
Demonstrated success in a changing environment or building an emerging sales motion, with certification or formal training in deal qualification and prospect discovery

Pay Transparency Disclosure

Figma offers equity to employees, as well as a competitive package of additional benefits, including health, dental, and vision coverage; retirement benefits with company contributions; parental leave and reproductive or family planning support; mental health and wellness benefits; and paid time off. Figma provides paid sick leave, holidays, and other leave benefits in compliance with applicable federal, state, and local laws, including the requirements of the Washington Minimum Wage Act and related regulations. Exempt employees are eligible for employer‑provided paid flexible PTO in addition to flexible paid sick leave. PTO is subject to manager approval. Additional benefits may include company recharge days, cell phone and home internet reimbursements, and a number of lifestyle spending accounts. Figma also offers sales incentive compensation for most sales roles and an annual bonus plan for eligible non-sales roles. All compensation and benefits are subject to applicable plan terms and may be modified by Figma at any time, consistent with applicable law.

Annual Base Salary Range:

$165,000—$190,000 USD

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.

Account Executive, Federal - State & Local

What you’ll do at Figma:

We'd love to hear from you if you have:

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