---
title: 'Account Executive, Federal - Federal Systems Integrators at Figma'
canonical: 'https://feeny.ai/job/account-executive-federal-federal-systems-integrators-figma-san-francisco-ca-mmmakmc39z14'
type: 'job'
last_seen: '2026-09-13'
---

# Account Executive, Federal - Federal Systems Integrators at Figma

- **Company:** Figma
- **Location:** San Francisco CA • New York NY •, United States
- **Compensation:** $200k
- **Posted:** 2026-08-31
- **Last confirmed live:** 2026-09-13
- **Apply:** https://boards.greenhouse.io/figma/jobs/6163045004?gh_jid=6163045004

## Job description

Figma is growing our team of passionate creatives and builders on a mission to make design accessible to all. Figma’s platform helps teams bring ideas to life—whether you're brainstorming, creating a prototype, translating designs into code, or iterating with AI. From idea to product, Figma empowers teams to streamline workflows, move faster, and work together in real time from anywhere in the world. If you're excited to shape the future of design and collaboration, join us!

We are looking for an Account Executive, Federal - Federal Systems Integrators  to grow Figma's business across strategic Federal Systems Integrator (FSI) accounts. You will build relationships across the FSI ecosystem, identify where Figma can support large federal programs, and drive complex opportunities from early engagement through close and expansion. You'll own the sales motion - identifying the right programs and buyers, developing opportunities, and driving adoption and revenue.

This is an opportunity to help shape Figma's FSI business while working across a highly strategic and complex federal market.

This role is available remotely in the United States.

What you’ll do at Figma:

- Own and execute account strategies across a portfolio of strategic FSI accounts, building pipeline and consistently achieving revenue targets
- Develop trusted relationships with FSI executives, program and capture teams, technical stakeholders, procurement organizations, and other key decision-makers
- Identify federal programs and initiatives where Figma can play a strategic role, connecting Figma's capabilities to customer mission and business outcomes
- Build strategic account plans that map key stakeholders, programs, agency priorities, funding, contract vehicles, partners, and paths to long-term growth
- Navigate complex, multi-stakeholder sales cycles, engaging customers early to influence requirements, acquisition strategies, and positioning for large federal programs
- Leverage knowledge of federal procurement and contracting vehicles—including GWACs, IDIQs, BPAs, GSA schedules, and task orders—to identify and advance opportunities
- Manage opportunities from prospecting through close and expansion, including discovery, solution positioning, proposal support, negotiation, forecasting, and CRM management
- Partner closely with Figma's Alliances team, cross-functional partners, and the broader federal ecosystem to develop opportunities, position Figma within strategic programs, and drive long-term customer success

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

- 8+ years of enterprise sales experience, including significant SaaS experience selling into Federal Systems Integrators, with a strong track record of meeting or exceeding revenue targets
- Deep understanding of the FSI ecosystem — including how large federal programs are structured, funded, captured, and awarded through partner-led sales motions — along with strong knowledge of federal contracting and acquisition processes, including budget cycles, contract vehicles, recompetes, funding priorities, and procurement timelines
- Proven success owning strategic enterprise accounts, generating net-new pipeline, and closing complex, multi-stakeholder sales cycles
- Demonstrated ability to identify and build relationships with the right buyers, champions, and senior decision-makers within large organizations and position technology within broader federal initiatives
- Strong strategic account planning, discovery, value-selling, and executive communication skills, with the ability to translate technical capabilities into measurable business and mission outcomes

While it’s not required, it’s an added plus if you also have:

- Experience selling enterprise technology solutions to technical audiences, including Engineering, Product, Design, IT, or digital transformation teams
- Formal training or certification in enterprise sales methodologies focused on deal qualification, discovery, and value selling
- Experience working at an FSI earlier in your career, such as Deloitte, GDIT, Booz Allen, or a similar organization
- Existing relationships across the FSI and federal technology ecosystem

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.

Pay Transparency Disclosure

Job level and actual compensation will be decided based on factors including, but not limited to, individual qualifications objectively assessed during the interview process (including skills and prior relevant experience, potential impact, and scope of role), market demands, and specific work location.

Figma offers equity to employees, as well as a competitive package of additional benefits, including health, dental, and vision coverage; retirement benefits with company contributions; parental leave and reproductive or family planning support; mental health and wellness benefits; and paid time off. Figma provides paid sick leave, holidays, and other leave benefits in compliance with applicable federal, state, and local laws, including the requirements of the Washington Minimum Wage Act and related regulations. Exempt employees are eligible for employer‑provided paid flexible PTO in addition to flexible paid sick leave. PTO is subject to manager approval. Additional benefits may include company recharge days, cell phone and home internet reimbursements, and a number of lifestyle spending accounts. Figma also offers sales incentive compensation for most sales roles and an annual bonus plan for eligible non-sales roles. All compensation and benefits are subject to applicable plan terms and may be modified by Figma at any time, consistent with applicable law.

Annual Base Salary Range: $200,000—$200,000 USD

At Figma we celebrate and support our differences. We know employing a team rich in diverse thoughts, experiences, and opinions allows our employees, our product and our community to flourish. Figma is an [equal opportunity workplace](https://www.eeoc.gov/sites/default/files/2022-10/EEOC_KnowYourRights_screen_reader_10_20.pdf) - we are dedicated to equal employment opportunities regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity/expression, veteran status, or any other characteristic protected by law. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements.

We will work to ensure individuals with disabilities are provided reasonable accommodation to apply for a role, participate in the interview process, perform essential job functions, and receive other benefits and privileges of employment. If you require accommodation, please reach out to accommodations-ext@figma.com. These modifications enable an individual with a disability to have an equal opportunity not only to get a job, but successfully perform their job tasks to the same extent as people without disabilities.

Examples of accommodations include but are not limited to:

- Holding interviews in an accessible location
- Enabling closed captioning on video conferencing
- Ensuring all written communication be compatible with screen readers
- Changing the mode or format of interviews

To ensure the integrity of our hiring process and facilitate a more personal connection, we require all candidates keep their cameras on during video interviews. Additionally, if hired you will be required to attend in person onboarding.

By applying for this job, the candidate acknowledges and agrees that any personal data contained in their application or supporting materials will be processed in accordance with [Figma's Candidate Privacy Notice](https://www.figma.com/legal/candidate-privacy-notice/).

## About Figma

## Company Overview
- **One-liner**: Figma is a collaborative, AI-powered interface design and digital whiteboarding platform that enables teams to brainstorm, design, and build digital products together in a web-based environment.
- **Entity Type**: Private (Series F, raised $749M total)
- **Headquarters**: San Francisco, California, United States
- **Founded**: 2012
- **Founders**: Dylan Field (CEO) and Evan Wallace

## Core Business
- **Primary industry**: Collaborative design software, product development platforms
- **Target customers**: B2B and B2C; serves designers, developers, product managers, marketers, and educators across enterprises, SMBs, and individual creators. 95% of the Fortune 500 uses Figma [figma.com](https://www.figma.com/).
- **Mission**: To make design accessible to all. The company believes that "nothing great is made alone."

## Products & Services
- **Figma Design**: The core web-based collaborative interface design tool for exploring, iterating, and prototyping digital products. Features include vector editing, prototyping, and design systems.
- **FigJam**: An online digital whiteboard for brainstorming, meetings, and collaborative work, built for all skill levels.
- **Dev Mode**: A dedicated workspace in Figma that helps bridge the gap between design and code, allowing designers and developers to work in different modes within the same files.
- **Figma Sites**: A tool enabling designers to build and publish dynamic websites with limitless interactions and customizations, powered by code and AI.
- **Figma Buzz**: A product for brand and marketing teams to create visual assets at scale while maintaining brand consistency, featuring built-in AI capabilities.
- **Figma Make**: An AI-powered prompt-to-code tool that turns written descriptions or existing designs into working prototypes or apps.
- **Figma Motion**: A new timeline-based animation tool introduced at Config 2026 for creating motion designs directly on the canvas.
- **Figma for Education**: A dedicated offering for educational institutions.

## Market Standing
- **Valuation**: Not publicly disclosed (the planned $20B Adobe acquisition was blocked by regulators in 2023; subsequent Series F in 2024 was at an undisclosed valuation).
- **Key Metric**: Over $749M in total funding raised across 7 rounds (latest: Series F, $416M, May 15, 2024) [tracxn.com](https://tracxn.com/d/companies/figma/__ax4OtPOcmyjsFUT81_oGsjztypgqH8K3cQ0_zcUnNBo).
- **Notable Investors**: Greylock Partners, Andreessen Horowitz, Sequoia Capital [tracxn.com](https://tracxn.com/d/companies/figma/__ax4OtPOcmyjsFUT81_oGsjztypgqH8K3cQ0_zcUnNBo).
- **Growth Signals**: Over 1,600 employees globally (as of Q1 2025); 2,877 as of April 2026 [tracxn.com](https://tracxn.com/d/companies/figma/__ax4OtPOcmyjsFUT81_oGsjztypgqH8K3cQ0_zcUnNBo). Approximately 85% of monthly active users are based outside the U.S., and over 50% of revenue is from outside the U.S. Two-thirds of monthly active users are not designers, indicating strong cross-functional adoption [figma.com/newsroom](https://www.figma.com/newsroom/). Recently achieved ISO 42001 certification for responsible AI use (July 2026).

## Competitive Advantages
- **Browser-native architecture**: Figma was the first design tool built for the web, enabling real-time multiplayer collaboration without installation or file syncing issues.
- **Massive installed base**: 95% of Fortune 500 companies use Figma, creating a powerful network effect and ecosystem lock-in.
- **Cross-functional adoption**: With 2/3 of MAUs being non-designers, Figma has successfully expanded beyond design teams into product, engineering, and marketing.
- **AI-native platform**: Recent investments in AI (Figma Make, AI design agents, AI-powered code generation) position the platform at the intersection of design and AI.
- **Open ecosystem**: Strong plugin and community ecosystem, plus open-source contributions.

## Strategic Focus
- **AI integration**: Deepening AI capabilities across the entire product suite, including AI-powered design agents, prompt-to-code tools, and automated workflows.
- **Expanding beyond design**: Growing into a full product development platform that spans ideation (FigJam), design (Figma Design), development (Dev Mode, Figma Make), and publishing (Figma Sites, Figma Buzz).
- **Global expansion**: Over half of revenue comes from outside the U.S., with dedicated offices in São Paulo, Tokyo, Singapore, Sydney, London, Berlin, Paris, and Tel Aviv.
- **Enterprise adoption**: Building out enterprise-grade security (ISO 42001 certified), compliance, and governance features.

## Why Work Here
- **Culture**: Values-driven with a focus on "Build Community," "Run with It," "Love Your Craft," "Grow as You Go," and "Play." Emphasis on kindness, connection, and lifting each other up [figma.com/careers](https://www.figma.com/careers/).
- **Remote/Hybrid**: Hiring across global hubs and remotely in the US and Canada. Offices in 13 locations worldwide: San Francisco, New York City, Seattle, London, Paris, Berlin, Tokyo, Singapore, Bengaluru, Sydney, São Paulo, and Tel Aviv.
- **Engineering culture**: Strong investment in engineering with active hiring for AI/ML, distributed systems, graphics, infrastructure, and security roles. Annual "Maker Week" encourages exploration of wild, imaginative ideas.
- **Benefits**: Competitive salary & equity; health, dental, and vision insurance; retirement with company contribution; parental leave & fertility support; mental health and wellness benefits; generous PTO; company recharge days; learning & development stipend; work from home stipend; cell phone reimbursement [figma.com/careers](https://www.figma.com/careers/).
- **Diversity**: Equal opportunity workplace with Figmate Community Groups focused on shared characteristics and life experiences. Dedicated to equal employment opportunities regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity/expression, or veteran status.
- **Growth**: Fast-growing company (1,600+ to 2,877 employees in ~1 year) with significant opportunities for career advancement and impact.

## Sources
1. [Figma Careers Page](https://www.figma.com/careers/)
2. [Figma Website](https://www.figma.com/)
3. [Figma Newsroom](https://www.figma.com/newsroom/)
4. [Tracxn Company Profile](https://tracxn.com/d/companies/figma/__ax4OtPOcmyjsFUT81_oGsjztypgqH8K3cQ0_zcUnNBo)
5. [Greenhouse Job Board](https://boards.greenhouse.io/figma/jobs/5814274004?gh_jid=5814274004)

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