Account Executive, Mid-Market (Sydney, Australia)

The role

You will drive sales and maximize revenue by targeting and nurturing relationships with Mid-Market customers. You will manage a pipeline, align with executives on business challenges, and create account plans to identify expansion opportunities.

What you will do

• Create and manage a pipeline of Mid-Market accounts from inbound and outbound activity
• Apply discovery and value-selling techniques to build relationships with decision-makers
• Align with executives on business challenges and gain sponsorship for enterprise wide deployments
• Conduct analysis to create account plans and multi-thread at senior level
• Manage a book of business by tiering accounts and initiating techniques to save contractions
• Co-create with cross-functional partners to position Figma and drive deals forward
• Leverage opportunities to advance executive level relationships through in-person meetings
• Represent Figma in the Sydney and broader ANZ market

Required qualifications

• Experience closing sales, over multiple years, for a software or SaaS business with a book of customers (<2000 FTEs), selling to executives
• Consistent performance meeting revenue and pipeline generation targets
• Experience selling solutions to technical audiences at executive level
• Proven ability to build territory plans, identify whitespace, and generate self-sourced pipeline
• Demonstrated experience successfully managing complex sales cycles (3-9 months)
• Experience growing existing customer relationships through expansion, consolidation, and enterprise-wide adoption
• A sales methodology and process that creates value for customers

Nice to have

• Demonstrated ability to succeed in a changing environment
• Certified in deal qualification and prospect discovery

Before you apply

• Candidates must keep cameras on during video interviews
• If hired you will be required to attend in person onboarding
• Candidates may submit up to 5 applications during any rolling 30-day period
• Candidates may not reapply to the same role while an application is active or within 90 days of receiving a rejection

About the company

Figma's platform helps teams bring ideas to life through brainstorming, prototyping, and real time collaboration. The company is on a mission to make design accessible to all.