Director, Federal Sales

Figma • Full-time • Remote (Hybrid in San Francisco, California, United States or New York, New York, United States) • 3w ago

Fast Facts

Figma is looking for a visionary Director of Federal Sales to drive its expansion into the public sector, managing multiple teams and leading sales efforts with federal departments and agencies.

Responsibilities: Design and implement the go-to market strategy for federal sales; manage relationships with federal agencies; utilize key performance metrics; hire and train Account Executives.

Skills: 15+ years of Enterprise SaaS sales experience, particularly with federal departments; outstanding executive presence, communication skills; ability to handle complex negotiations and manage sales processes.

Qualifications: 10+ years in sales management; proven track record of exceeding sales quotas; experience in developing and coaching sales teams.

Location: This role is based in the United States, with options to work from Figma's San Francisco or New York hubs, or remotely.

Compensation: Not provided by employer. Typical compensation ranges for this position are between $160,000 - $250,000.

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.