Account Executive, Federal - State & Local
New
F
FigmaGovernment SaaS
Remotely within the Pacific US time zone, Pacific US time zoneFull-TimeExecutive
Salary165,000 - 190,000 USD per year
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Job Details
- Experience
- 8+ years of enterprise sales experience
- Required Skills
- Account Management
Requirements
- 8+ years of enterprise sales experience, including significant SaaS experience selling to State & Local government agencies.
- A consistent record of acquiring new accounts, expanding existing relationships, and exceeding sales targets.
- Experience with proactive outbound prospecting and strategic territory development.
- Experience managing complex sales cycles of six months or longer.
- Understanding of State & Local budget cycles, procurement requirements, and reseller and channel partner ecosystems.
- Ability to build trust with executives, technical teams, and agency or institutional leaders.
- Ability to align solutions with organizational priorities through discovery, qualification, and value-selling.
- Communication, negotiation, and account planning skills, with a structured sales methodology and ability to manage competing territory priorities.
- Preferred: established relationships in the assigned State & Local territory and experience co-selling with resellers, systems integrators, or other public sector partners.
- Preferred: understanding of public sector data privacy, accessibility, and security requirements.
- Preferred: experience building an emerging sales motion, or certification or formal training in deal qualification and prospect discovery.
Responsibilities
- Own a named book of State & Local accounts, driving acquisition, expansion, and retention to exceed quarterly and annual sales targets.
- Build pipeline through outbound prospecting, territory planning, account mapping, partner collaboration, and public sector engagement.
- Develop strategic account plans aligned with agency priorities, funding sources, budget cycles, and purchasing timelines.
- Lead multi-stakeholder sales cycles and build executive sponsorship and internal champions while navigating security, accessibility, and SLED procurement requirements.
- Partner with Solutions Engineering, Customer Success, Marketing, and channel teams to demonstrate value, advance opportunities, and drive adoption.
- Win foundational government customers and establish reference accounts and success stories across State & Local government.
- Own RFP strategy and proposal execution, mobilizing internal stakeholders under tight deadlines to win competitive government bids.
- Show how Figma can help agencies modernize digital service delivery and create accessible citizen experiences.
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