Account Executive, Mid-Market (Sydney, Australia)

As an Account Executive, Mid-Market at Figma, you will be responsible for creating and managing a pipeline of accounts, both inbound and outbound, to consistently meet or surpass sales targets. You'll apply value-selling techniques to strengthen relationships with decision-makers, conduct thorough analyses for account planning, and co-create with cross-functional partners to drive deals forward. Your role will require managing a book of business while leveraging opportunities for executive-level relationships through meetings and networking.

For the Account Executive, Mid-Market position at Figma, we are looking for candidates with over multiple years of experience in closing sales, ideally within software or SaaS businesses targeting customers with up to 2000 FTEs. A proven track record of meeting pipeline generation targets and managing complex sales cycles (3-9 months) is essential. While not required, experience in selling solutions to technical executives and certifications in deal qualification are plus points.

Figma's culture is rooted in collaboration, curiosity, and growth. We believe in the power of shared knowledge and diverse perspectives, which drives our innovation in design tools. As an Account Executive, Mid-Market, you'll not only have the chance to work with talented professionals but also to develop your skills in a supportive environment. Our commitment to equal opportunity ensures that all voices are heard and valued, enriching our team’s collective expertise.

At Figma, we emphasize a 'Grow as you go' philosophy, encouraging continuous learning and development for all employees, including Account Executives. You'll have the chance to learn from leading sales experts in the industry, participate in networking opportunities, and refine your sales methodologies. We also support those with diverse experiences to apply, as we believe there’s potential in everyone.

Figma actively fosters a diverse and inclusive workplace by celebrating differences and ensuring that all employees feel valued. We are dedicated to providing equal employment opportunities, offering reasonable accommodations for candidates with disabilities, and creating an environment where every team member can thrive. Our commitment to diversity enriches our culture and enables colleagues to share their unique insights and approaches to design.

When responding to this question, highlight specific roles and responsibilities you've held that relate directly to software sales. Discuss the types of software you've sold, examples of successful sales cycles you managed, and the methods you used to engage with clients. Be sure to mention any metrics or results you achieved, as numbers can provide a compelling narrative.

In your answer, explain your strategy for engaging decision-makers. Discuss how you identify their needs, the research you conduct prior to meetings, and the techniques you use to establish rapport. Emphasize the importance of trust and transparency in your interactions and provide examples of successful relationship-building techniques you've employed.

To answer this question effectively, detail the tools and techniques you use for managing your pipeline, such as CRM systems or specific sales methodologies. Discuss how you prioritize leads, track progress, and adjust your approach based on data. Providing a specific example of a time when your management strategy led to a successful sale can make your response stand out.

Focus your answer on a specific sales cycle that showcases your ability to handle complexity. Break down the steps you took from prospecting through closing, detailing any challenges you faced and how you overcame them. Discuss collaborative efforts with team members or stakeholders that contributed to a successful outcome.

Explain how you implement a value-based selling approach in your sales process. Discuss how you identify the unique value propositions of Figma's products and align them with customer needs. Include examples of how this strategy has helped you build stronger customer relationships and close deals.

Your response should demonstrate your commitment to ongoing learning. Mention sources you rely on, such as industry publications, webinars, or conferences. Discuss how you apply this knowledge to your sales strategy and client interactions, showcasing your proactive approach to staying informed.

Utilize this opportunity to illustrate your resilience. Describe the specific situation, your emotional response, and the steps you took to seek feedback from the prospect or refine your approach. Emphasize how this experience contributed to your growth as a professional and allowed you to enhance your sales tactics.

Discuss your experiences collaborating with other teams, such as marketing or product, to enhance your sales efforts. Provide an example of how this collaboration led to improved results, and explain why you believe cross-functional teamwork is vital to successfully driving sales and achieving customer success.

In your answer, share your criteria for prioritizing accounts, such as potential revenue or strategic importance. Discuss the methods you apply to evaluate account health and demonstrate how these strategies have positively impacted your successes in maintaining client relationships.

Tailor your response to highlight your enthusiasm for both Figma's mission and the role itself. Discuss aspects of Figma's culture, products, or innovation that resonate with you. Speaking about the alignment between your personal values and Figma's commitment to making design accessible will resonate well during your interview.