Responsibilities
- Own and build Figma’s Government (Public Sector) pipeline and book of business, focused on establishing initial traction and long-term growth
- Create and execute a GTM strategy for Government accounts, identifying priority agencies and opportunities
- Build and nurture relationships with senior stakeholders and decision-makers across Government organisations
- Apply discovery-led, value-based selling to align Figma’s platform with complex public sector needs and procurement processes
- Develop and execute strategic account plans, driving multi-threaded engagement across departments and functions
- Navigate long, complex sales cycles, including compliance, procurement, and regulatory considerations
- Partner closely with cross-functional teams to position Figma effectively, drive deal progression and ensure successful adoption and expansion
- Lay the foundation for a scalable Government business, contributing to future team build-out as the segment grows
Requirements
- Significant experience selling into Government / Public Sector accounts
- A proven track record of building new business in greenfield or early-stage markets
- Experience managing complex enterprise sales cycles (6+ months) with multiple stakeholders
- Strong ability to engage and influence executive-level buyers
- Consistent performance in pipeline generation and net new business development
Nice to Have
- Experience navigating public sector procurement frameworks and compliance processes
- Background selling technical or platform-based solutions
- Ability to operate independently in a foundational, first-hire environment
- Demonstrated success in scaling new segments or markets over time
