Account Executive, Enterprise

Account Executive, Enterprise - Public Sector (Sydney, Australia)

Sydney, Australia

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 Enterprise Account Executive who will play a critical role driving sales and enhancing revenue with our Public Sector customers, which includes Federal, State and Central Government customers across Australia and New Zealand. You will be responsible for targeting, building and nurturing positive relationships with key executive level decision-makers, understanding complex business needs, and delivering innovative solutions across our product suite. This is an opportunity to accelerate your career, learn from leading sellers in the industry and build an incredible network of cross functional partners at Figma.

What you'll do at Figma:

• Proven experience developing and implementing strategic territory and account plans within the A/NZ Public Sector
• Deep understanding of the government technology landscape, including procurement cycles, regulatory frameworks, funding models, and policy trends
• Proven ability to build and lead a robust pipeline, consistently meeting or exceeding sales targets in complex, enterprise-level environments (2000+ FTEs)
• Strong expertise in value-based selling and discovery practices, with a track record of engaging key decision-makers and aligning solutions to business challenges
• Ability to position platform solutions—such as Figma—to meet the unique needs of government departments and large-scale public sector organisations
• Experience securing executive alignment and sponsorship for enterprise-wide technology deployments
• Skilled at identifying and pursuing account expansion opportunities through strategic planning, account tiering, and multi-threaded customer engagement
• Comfortable working in a highly collaborative environment and co-creating solutions with internal teams, including Sales, Marketing, Customer Success, and Engineering
• Proven success in cultivating and advancing executive-level relationships, including through in-person engagements and strategic networking
• Experience leading and building strategic partnerships and alliances as part of a broader account or territory strategy

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

• A demonstrated ability closing sales, 10+ years, for a software or SaaS business with a Government book of customers (2000+ FTEs)
• Extensive experience selling to Federal and State Government agencies in Australia
• Consistent performance meeting pipeline generation targets for net new business
• Demonstrated experience optimally leading complex sales cycles (6 months+)
• A sales methodology and process that creates value for customers

While it's not required, it's an added plus if you also have:

• Experience selling to Central and Local Government agencies in New Zealand
• Experience selling solutions to technical audiences at a strategic level (i.e. Engineering, Product, Design teams)
• Demonstrated ability to succeed in a changing environment
• Certified in deal qualification and prospect discovery

At Figma, one of our values is Grow as you go. We believe in hiring inquisitive people who are excited to learn and develop their skills. If you're excited about this role but your past experience doesn't align perfectly with the points outlined in the job description, we encourage you to apply anyways. You may be just the right candidate for this or other roles.

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.

We 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 you require accommodation, please reach out to accommodations-ext@figma.com . These modifications enable an individual with a disability to have an equal opportunity not only to get a job, but successfully perform their job tasks to the same extent as people without disabilities.

Examples of accommodations include but are not limited to:

• Holding interviews in an accessible location
• Enabling closed captioning on video conferencing
• Ensuring all written communication be compatible with screen readers
• Changing the mode or format of interviews

To ensure the integrity of our hiring process and facilitate a more personal connection, we require all candidates keep their cameras on during video interviews. Additionally, if hired you will be required to attend in person onboarding.

By applying for this job, the candidate acknowledges and agrees that any personal data contained in their application or supporting materials will be processed in accordance with Figma's Candidate Privacy Notice .

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