Director, Federal Sales

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! Figma is seeking a Director, Federal Sales to join our dynamic team. We are looking for a builder and an innovator to join us to drive Figma’s expansion into the public sector. This role requires a visionary, collaborative leader who can manage multiple teams, partners, 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 work stream 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 & State/Local sales - Proactively inform internal stakeholders on progress, roadblocks, and opportunities - Leverage, cultivate, and grow relationships with influential contacts at various Federal departments and agencies - 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 - Hire, develop, and coach Account Executives selling into the Federal market We'd love to hear from you if you have: - 15+ years of Enterprise SaaS sales experience, including experience working with Federal departments and agencies - 10+ years in sales management - Outstanding executive presence and communication skills - A track record of managing complex sales processes with multiple partners and thorough negotiations with pricing based on business value, legal and procurement - Track record of exceeding annual sales quotas with monthly and quarterly targets 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 and an annual bonus plan for eligible non-sales roles. Figma’s compensation and benefits are subject to change and may be modified in the future. Annual Base Salary Range: $211,000—$264,000 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 - 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

15+ years of Enterprise SaaS sales experience, including experience working with Federal departments and agencies; 10+ years in sales management; outstanding executive presence and communication skills; track record of managing complex sales processes with multiple partners and thorough negotiations with pricing based on business value, legal and procurement; track record of exceeding annual sales quotas with monthly and quarterly targets.

Design and drive the go-to-market strategy for Federal & State/Local sales. Proactively inform internal stakeholders on progress, roadblocks, and opportunities. Leverage, cultivate, and grow relationships with influential contacts at various Federal departments and agencies. 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. Hire, develop, and coach Account Executives selling into the Federal market.