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.
Pay Transparency Disclosure
If based in Figma’s San Francisco or New York hub offices, this role has the annual base salary range stated below.
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. The listed range is a guideline, and the range for this role may be modified. For roles that are available to be filled remotely, the pay range is localized according to employee work location by a factor of between 80% and 100% of range. Please discuss your specific work location with your recruiter for more information.
Figma offers equity to employees, as well a competitive package of additional benefits, including health, dental & vision, retirement with company contribution, parental leave & reproductive or family planning support, mental health & wellness benefits, generous PTO, company recharge days, a learning & development stipend, a work from home stipend, and cell phone reimbursement. Figma also offers sales incentive pay for most sales roles. Figma’s compensation and benefits are subject to change and may be modified in the future.
Annual Base Salary Range (SF/NY Hub):
$160,650—$217,350 USD
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.
About Figma
Dylan Field and Evan Wallace co-founded Figma in 2012 with the vision of building tools for designers in the browser. Their goal was to create the first design tool that combined the accessibility of the Web with the functionality of a native app. Today Figma is a platform with tools and spaces to support the entire product development process—idea to design to build—and has simplified collaboration for companies like Microsoft, Uber, and The New York Times to name a few.
At Figma, we celebrate and support our differences. We know employing a team rich in diverse backgrounds, experiences, and opinions allows our employees, products, and community to flourish. Figma is an equal opportunity workplace—we are dedicated to equal employment opportunities regardless of race, color, ancestry, religion, sex, national orientation, sexual orientation, age, citizenship, marital status, disability, gender identity, or Veteran status. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements.
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 the applicable candidate section of Figma’s Privacy Policy.
