Responsibilities
- Create and manage a pipeline of Mid-Market accounts from inbound and outbound activity to consistently meet or surpass sales targets
- Apply effective discovery and value-selling techniques to build and strengthen relationships with key decision-makers in both new and existing customers (500-5000 FTEs)
- Align with executives on business challenges and gain sponsorship for enterprise wide deployments for a suite of products, identifying where Figma’s roadmap and innovations fit in the long term
- Conduct thorough analysis to create account plans that outline company priorities and initiatives, multi-threading at senior level to build on expansion opportunities
- Manage a book of business by tiering accounts and initiating techniques to save contractions
- Co-create with cross-functional partners to expertly position Figma, drive deals forward and ensure customer success
- Leverage opportunities to advance executive level relationships through in-person meetings and networking opportunities
Requirements
- Experience closing sales, over multiple years, for a software or SaaS business with a book of customers (<5000 FTEs), selling to executives
- Consistent performance meeting pipeline generation targets for net new business
- Demonstrated experience successfully managing complex sales cycles (3 months+)
- A sales methodology and process that creates value for customers
Nice to Have
- Experience selling solutions to technical audiences at executive level (i.e. Engineering, Product, Design teams)
- Demonstrated ability to succeed in a changing environment
- Certified in deal qualification and prospect discovery
Work Arrangement
Hybrid — London
Additional Information
- This role can be held from our London hub on a hybrid basis
