Account Executive, Strategic (London, United Kingdom)

As a Strategic Account Executive at Figma, your main responsibilities will include managing a defined list of named strategic accounts, meeting or exceeding sales targets, applying effective discovery techniques, and building strong C-level relationships. You will also be required to conduct thorough analysis to create strategic account plans and co-create with cross-functional partners to drive customer success.

To qualify for the Strategic Account Executive position at Figma, candidates should have several years of experience closing sales in a software or SaaS setting, particularly with enterprise customers of over 5000 FTEs. A proven track record of meeting pipeline generation targets and managing complex sales cycles, along with proficiency in a value-creating sales methodology, is essential.

Figma is committed to the development of its employees by offering opportunities to learn from industry-leading sellers and build a robust network of partners. Additionally, the company promotes a culture of growing together, allowing Strategic Account Executives to innovate and expand their skill sets as they drive sales and customer success.

In the role of Strategic Account Executive at Figma, you will be focusing on top-tier enterprise customers, specifically those with over 5000 FTEs. This involves engaging with C-level decision-makers and understanding their business challenges to best position Figma's product suite as the ideal solution.

While not mandatory, having experience in selling solutions to technical audiences—especially to teams in Engineering, Product, and Design—can be a valuable asset for a Strategic Account Executive at Figma. It allows you to better understand and meet the unique needs of your clients.

To build relationships with C-level executives effectively, focus on understanding their business goals and challenges. Use tailored communication that demonstrates how your solutions can add value. Be authentic and consistent in your follow-ups to maintain ongoing engagement.

In describing a challenging sales cycle, emphasize the specific obstacles you encountered, the steps you took to address them, and the final outcome. Highlight the importance of resilience and adaptability in navigating the complexities of that cycle.

Explain that value-based and consultative selling methodologies are often effective as they focus on understanding customer needs and providing tailored solutions that demonstrate clear ROI. Providing examples of how these methodologies have worked in the past can further strengthen your response.

Account strategy planning involves conducting thorough research on the accounts, identifying their needs and priorities, and aligning your approach with their business goals. Creating a detailed account plan that includes timelines, opportunities, and benchmarks will showcase your strategic thinking.

When faced with objections, it's essential to listen actively and empathize with the client’s concerns. Provide thoughtful, value-based responses that address their objections while reinforcing the benefits of your solution, showcasing why it's the right fit for them.

Effective pipeline generation tactics include leveraging your existing network for referrals, utilizing targeted marketing campaigns, and engaging in thought leadership activities. Collaborating with marketing teams to provide valuable content can also attract potential clients.

When recounting a successful deal, detail the customer’s initial problem, how you proposed your solution, and the key steps in closing the deal. Focus on relationship-building activities and how you navigated any hurdles throughout the process.

Post-sale customer success can be ensured by maintaining engagement and communication with the client, providing training on the product, and being proactive in addressing any issues that arise. Regular check-ins help reinforce the value of the solution and build loyalty.

Collaboration is crucial in sales strategy as it allows you to tap into the expertise of cross-functional teams. Involving product, marketing, and customer success teams helps you better understand client needs and align your solutions accordingly for improved outcomes.

Express your passion for design and how Figma’s mission aligns with your career aspirations. Emphasize your excitement for the opportunity to contribute to a team dedicated to making design accessible and your eagerness to work alongside industry leaders for shared success.