Account Executive, Strategic

As a Strategic Account Executive at Figma, you will be responsible for managing a designated list of top-tier Enterprise customers. Your duties will include building and nurturing relationships with C-level decision-makers, conducting thorough account analysis, and co-creating strategies with cross-functional teams to drive sales and ensure customer success. You will also leverage value-selling techniques to uncover new opportunities and consistently meet or exceed sales targets.

To qualify for the Strategic Account Executive role at Figma, you should have several years of experience in closing sales within a software or SaaS environment, particularly with Enterprise customers. Proven track record managing complex sales cycles and meeting pipeline generation targets is essential. While not required, familiarity with sales methodologies, alongside experience selling to technical audiences can be advantageous.

Figma is committed to professional development and offers numerous resources for employees in the Strategic Account Executive role. We believe in 'Growing as you go,' providing opportunities for mentorship, training, and cross-functional collaboration. This enables you to enhance your skills, build meaningful networks, and contribute toward innovative solutions within the design landscape.

The sales process for a Strategic Account Executive at Figma involves targeted prospecting, applying effective discovery techniques, and building relationships with key stakeholders. You'll work on developing strategic account plans, conducting value-based selling, and facilitating customer success to outline opportunities for enterprise-wide deployments. This approach ensures alignment with customer needs and maximizes expansion opportunities.

Yes, Figma offers a competitive compensation package for the Strategic Account Executive role, which includes a base salary range and sales incentive pay. Additionally, employees can expect a comprehensive benefits package that encompasses health, dental, vision, retirement contributions, generous PTO, and professional development stipends, ensuring that you are well-supported both professionally and personally.

In your response, focus on the complexity and length of the sales cycles you've managed, particularly highlighting any involving C-level executives. Emphasize your approach to building relationships, understanding customer needs, and successfully closing deals in the Enterprise space.

Discuss your strategies for conducting account analysis and leveraging data to uncover customer challenges and opportunities. Highlight how you would engage with cross-functional teams and executives to create value and propose solutions that align with customer goals.

Share specific approaches that have worked for you in establishing trust and rapport with C-level executives. This may include tailored communication strategies, value proposition discussions, or methods for aligning your solutions with their strategic goals.

Choose a relevant example that showcases your problem-solving skills and resilience. Explain the objection, how you addressed it, and what the outcome was. This demonstrates your ability to navigate challenges effectively in sales.

Talk about the resources you use to stay informed, such as industry publications, networking events, or online communities. Explain how you incorporate this knowledge into your sales strategy and customer conversations to position yourself as a trusted advisor.

Mention specific sales methodologies, such as SPIN Selling or Challenger Sales, and explain how you have applied these approaches in your past roles. Discuss the positive impact they had on your overall sales performance and customer relationships.

Provide an example of a particular strategy that led to a successful closure. It could include specific techniques or frameworks you used, as well as how you customized your approach to fit the client's unique circumstances.

Illustrate your approach to pipeline management, including tools or systems you use to track progress, analyze performance, and identify potential roadblocks. Discuss how you prioritize tasks and maintain focus to consistently meet or exceed sales targets.

Outline the qualities you think are vital, such as strong communication skills, a results-oriented mindset, and the ability to build relationships. Provide an example of how you've demonstrated these attributes in your previous roles.

Share your excitement about Figma's mission and values, as well as how your background and experience align with the company culture and the role itself. Discuss specific aspects of Figma you find appealing and how you envision contributing to the teams.