Director, Federal Sales

Figma is growing our team of passionate people on a mission to make design accessible to all. Born on the Web, Figma helps entire product teams brainstorm, create, test, and ship better designs, together. From great products to long-lasting companies, we believe that nothing great is made alone—come make with us!

Figma is looking for a Director, Federal Sales to join our dynamic team of creatives, engineers, marketers, and brilliant business folks. We are looking for a builder and an innovator to join us at the ground level of Figma’s expansion into government partnerships. This role requires a visionary, collaborative leader who can manage multiple teams, stakeholders, and business interests as we continue our mission of making design accessible to all. This role is ideal for a leader with experience selling to federal departments and agencies, landing multi-million dollar deals, and is eager to design a workstream in the mold of their own, unique vision.

This is a full time role that can be held from one of our US hubs or remotely in the United States.

What you’ll do at Figma:

• Design and drive the go-to market strategy for Federal sales
• Leverage, cultivate, and grow relationships with influential contacts at various Federal departments and agencies
• Proactively inform internal stakeholders on progress, roadblocks, and opportunities
• Collaborate internally with sales, engineering, design, product, marketing, and legal — leveraging the expertise and value-add of each team in the deal-closing process
• Manage and analyze key performance metrics, including accurate forecasting, pipeline generation, win rate, and deal sizes
• Manage, develop, and coach Account Executives and Account Managers selling into the Federal market
• Lead Figma’s FedRAMP certification process

We'd love to hear from you if you have:

• 10+ years of Enterprise SaaS sales experience, including experience working with Federal departments and agencies
• 4+ years in sales management
• Exceptional executive presence and communication skills
• A track record of managing complex sales processes with multiple stakeholders and thorough negotiations with pricing based on business value, legal and procurement
• Track record of exceeding annual sales quotas with monthly and quarterly targets
• Experience navigating the FedRAMP certification process is a plus

At Figma, one of our values is Grow as you go. We believe in hiring smart, curious people who are excited to learn and develop their skills. If you’re excited about this role but your past experience doesn’t align perfectly with the points outlined in the job description, we encourage you to apply anyways. You may be just the right candidate for this or other roles.

Read more about our team

• Investing in Figma: The Decade of Design
• How work is changing at Figma
• Figma's next product is a multiplayer whiteboard called FigJam
• Software Design Startup Figma Is Now Worth $10 Billion

We will work to ensure individuals with disabilities are provided reasonable accommodation to participate in the interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please let your recruiter know if you require accommodation.