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

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.

Figma offers equity to employees, as well as a competitive package of additional benefits, including health, dental, and vision coverage; retirement benefits with company contributions; parental leave and reproductive or family planning support; mental health and wellness benefits; and paid time off. Figma provides paid sick leave, holidays, and other leave benefits in compliance with applicable federal, state, and local laws, including the requirements of the Washington Minimum Wage Act and related regulations. Exempt employees are eligible for employer‑provided paid flexible PTO in addition to flexible paid sick leave. PTO is subject to manager approval. Additional benefits may include company recharge days, cell phone and home internet reimbursements, and a number of lifestyle spending accounts. Figma also offers sales incentive compensation for most sales roles and an annual bonus plan for eligible non-sales roles. All compensation and benefits are subject to applicable plan terms and may be modified by Figma at any time, consistent with applicable law.

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 and privileges of employment. If you require accommodation, please reach out to accommodations-ext@figma.com. These modifications enable an individual with a disability to have an equal opportunity not only to get a job, but successfully perform their job tasks to the same extent as people without disabilities.

Examples of accommodations include but are not limited to:

• Holding interviews in an accessible location
• Enabling closed captioning on video conferencing
• Ensuring all written communication be compatible with screen readers
• Changing the mode or format of interviews

To ensure the integrity of our hiring process and facilitate a more personal connection, we require all candidates keep their cameras on during video interviews. Additionally, if hired you will be required to attend in person onboarding.

By applying for this job, the candidate acknowledges and agrees that any personal data contained in their application or supporting materials will be processed in accordance with Figma's Candidate Privacy Notice.