Account Executive – Mid-Market

About the role

Figma is seeking an Account Executive, Mid-Market to drive sales and revenue growth with mid‑size customers in Sydney. You will build relationships with key decision‑makers, understand complex business needs, and deliver solutions across Figma’s product suite.

Key responsibilities

• Create and manage a pipeline of Mid‑Market accounts (500‑2000 FTEs) from inbound and outbound activity to consistently meet or exceed sales targets.
• Apply discovery and value‑selling techniques to strengthen relationships with new and existing customers.
• Align with executives on business challenges, secure sponsorship for enterprise‑wide deployments, and map Figma’s roadmap to long‑term needs.
• Conduct thorough analysis to develop account plans, multi‑thread at senior levels, and identify expansion opportunities.
• Tier accounts, manage a book of business, and implement strategies to prevent contraction.
• Co‑create with cross‑functional partners to position Figma, drive deals forward, and ensure customer success.
• Represent Figma in the Sydney and broader ANZ market through meetings, community events, and partner‑led opportunities.

Required profile

• Multiple years of SaaS sales experience closing deals for customers under 2000 FTEs, selling to executives.
• Consistent achievement of revenue and pipeline generation targets.
• Experience selling solutions to technical audiences at the executive level (Engineering, Product, Design).
• Proven ability to build territory plans, identify whitespace, and generate self‑sourced pipeline through outbound outreach, referrals, events, and networking.
• Track record of managing complex sales cycles of 3‑9 months.
• Experience growing existing customer relationships through expansion, consolidation, and enterprise‑wide adoption.
• Use of a sales methodology that creates value for customers.