Account Executive, SMB (London, United Kingdom)

As an Account Executive for SMB at Figma, your main responsibilities include generating new business and managing relationships with small to medium-sized business accounts. You'll create and manage a sales pipeline through both inbound and outbound activities, apply effective sales methodologies, and engage with decision-makers to demonstrate how Figma’s products can address their unique challenges. Additionally, you will analyze account data to prioritize leads and represent Figma at networking events.

To be successful as an Account Executive, SMB at Figma, you should have experience closing sales within a software or SaaS environment, particularly in outbound roles. A proven track record of meeting pipeline generation targets and managing high volume sales cycles is essential. While not required, experience in selling to technical audiences and certifications in deal qualification would be advantageous.

Figma promotes a dynamic and inclusive workplace culture. As an Account Executive, SMB, you’ll be part of a team that celebrates diversity and supports the exchange of different ideas and perspectives. The company values growth and curiosity, encouraging employees to develop their skills while having fun at work. With a strong emphasis on collaboration, you'll be working alongside passionate colleagues who believe in the mission of making design accessible for everyone.

Key skills for an Account Executive, SMB at Figma include strong interpersonal and communication abilities to build relationships with clients, effective negotiation skills, and a keen understanding of value-selling techniques. Additionally, analytical skills to assess account opportunities and the ability to adapt to a fast-paced environment are crucial. A strong awareness of Figma's offerings and how they can solve client problems will set you apart.

Figma is committed to providing an accessible interview experience for all candidates, especially those with disabilities. This includes reasonable accommodations such as accessible interview locations, closed captioning for virtual interviews, and compatibility with assistive technologies. If you have specific needs, you can reach out directly to their accommodations team, showing Figma’s dedication to an inclusive hiring process.

When discussing your sales methodology, be specific about the techniques you use to engage clients, such as consultative selling or solution selling. Highlight your success in building relationships with decision-makers and your approach to value-selling that focuses on understanding and addressing customer needs rather than just pushing products.

Discuss your strategies for prioritizing and segmenting accounts based on potential value and urgency. Describe tools or systems you use to track progress and ensure consistent follow-up with prospects, as well as your methods for maintaining organized records of interactions.

Share your approach to overcoming objections, such as active listening and empathizing with the client's concerns. Discuss how you provide value and reassurances that align your products with their needs. It would be beneficial to share a specific example of a time you successfully handled objections in a past role.

Explain how you customize your communication based on the technical expertise of your audience. Highlight any experience you have in simplifying complex concepts and focusing on how Figma solutions can enhance their workflow or resolve specific technical challenges.

Outline a specific sales cycle that demonstrates your skills, focusing on challenges faced, your strategy in handling them, and the outcome. Mention how you managed relationships throughout the process, engaged with teams, and aligned Figma’s offerings with the client's objectives.

List any CRM tools or sales software you're experienced with, such as Salesforce or HubSpot, explaining how you've utilized these platforms to enhance efficiency in tracking leads and managing your sales process. Mention specific functionalities that you found particularly helpful.

Describe your goal-setting and planning process, including how you set realistic yet ambitious targets based on data analysis. Discuss the strategies you would implement to drive lead generation and close sales efficiently while adapting to market changes.

Talk about the importance of establishing trust and a relationship with clients, mentioning techniques like personalizing your communications, understanding their pain points, and following up consistently. Give an example of how you've effectively built relationships with clients in previous roles.

Share your methods for researching the industry and staying informed about new developments, such as attending relevant webinars, following industry news, or networking. Emphasize the importance of this knowledge in positioning Figma’s products effectively against competitors.

Articulate your passion for Figma's mission to democratize design and how your values align with the company’s culture. Mention specific aspects of Figma that attract you, such as its innovative products, collaborative environment, or commitment to diversity and inclusion.