Account Executive, Growth - Figma Weave (London, United Kingdom)

📍 Job Overview

Job Title: Account Executive, Growth - Figma Weave

Company: Figma

Location: London, England, United Kingdom

Job Type: Full-Time

Category: Sales Operations / Go-to-Market (GTM)

Date Posted: April 27, 2026

Experience Level: Senior Level (8+ years)

Remote Status: On-site

🚀 Role Summary

• Manage and grow a named book of strategic, high-value creative accounts globally, with a strong focus on net revenue retention and expansion targets.

• Drive organizational change and adoption of Figma Weave by building deep executive-level relationships and identifying internal champions within target accounts.

• Develop and execute multi-year account plans that align customer creative priorities with Figma Weave's capabilities, identifying expansion opportunities across teams, geographies, and use cases.

• Serve as a critical voice for strategic accounts back into Figma, influencing product roadmap and go-to-market strategy with real-world insights from sophisticated creative organizations.

• Partner closely with Customer Enablement and Product Marketing teams to ensure customer success, prevent churn, and unlock new expansion avenues.

📝 Enhancement Note: This role is positioned within the "Growth" segment of Figma Weave, indicating a focus on expanding existing, large-scale customer relationships rather than new logo acquisition. The emphasis on "creative accounts" and "AI-native craft" suggests a specialized GTM strategy for a new product category targeting industries like entertainment, gaming, and advertising. The requirement for C-suite engagement and organizational change management points to a senior-level, consultative sales approach.

📈 Primary Responsibilities

• Own and manage a defined portfolio of the world's most creatively-intensive large accounts, including entertainment, gaming, technology, consumer brands, and global creative networks.

• Achieve and exceed net revenue retention and expansion targets within the assigned account portfolio.

• Cultivate and advance executive-level relationships (C-suite, VP-level) within each account, acting as a trusted advisor on creative transformation through Figma Weave.

• Drive organizational change by identifying and developing internal champions, mapping account power structures, and securing executive sponsorship for large-scale Weave deployments.

• Develop comprehensive, multi-year account plans that align client creative priorities with Figma Weave's advanced capabilities, identifying and accelerating expansion opportunities.

• Collaborate closely with Customer Enablement, Advocates, and Product Marketing to ensure customers achieve measurable value and to unlock new expansion opportunities.

• Act as the voice of strategic accounts within Figma, providing critical first-hand insights to influence the product roadmap and go-to-market strategy for emerging AI-native creative solutions.

• Navigate complex, multi-stakeholder sales cycles, managing deals valued at six or seven figures with global organizations.

• Connect creative and operational workflow challenges to measurable business outcomes at the executive and board levels.

📝 Enhancement Note: The responsibilities highlight a strategic account management approach focused on deep integration and value realization within existing enterprise clients. The emphasis on "organizational change," "executive sponsorship," and "multi-year account plans" underscores the complexity and long-term nature of these customer relationships. The role requires not just sales acumen but also a strong understanding of creative workflows and the ability to influence product development.

🎓 Skills & Qualifications

Education: While no specific degree is mandated, a Bachelor's degree in Business, Marketing, Communications, or a related field is often preferred for roles requiring strong business acumen and communication skills.

Experience: 8+ years of proven experience in managing and growing strategic or named enterprise accounts at a global level, with a consistent track record of exceeding net revenue retention and expansion targets.

Required Skills:

• Proven track record in strategic account management and enterprise sales, consistently exceeding revenue retention and expansion goals.

• Demonstrated ability to build and nurture C-suite and VP-level relationships within large global organizations.

• Expertise in navigating complex organizational structures and gaining executive sponsorship for enterprise-wide deployments.

• Experience managing complex, multi-stakeholder deal cycles (6 months+) for six or seven-figure deals.

• Strong business acumen, with the ability to articulate how creative and operational workflow challenges translate to measurable business outcomes.

• Consultative, value-based selling approach with a structured methodology (e.g., MEDDIC, Command of the Message).

• Clear process for creating and quantifying customer value.

Preferred Skills:

• Experience selling into creatively-intensive industries such as entertainment, gaming, advertising, or consumer brands.

• Deep understanding of how large creative teams operate and their unique workflows.

• Familiarity with AI-native workflows, creative tooling, or content production at scale.

• Demonstrated ability to succeed in a dynamic environment and sell new, emerging product categories to sophisticated buyers.

• Certification in deal qualification, strategic account management, or prospect discovery frameworks.

📝 Enhancement Note: The experience requirement of 8+ years with a focus on exceeding net revenue retention and expansion targets clearly defines this as a senior-level strategic account management role. The emphasis on specific sales methodologies like MEDDIC and Command of the Message, along with experience in complex, high-value deals, indicates a need for seasoned sales professionals with a structured and data-driven approach. Familiarity with the creative industry and AI-native workflows is a significant advantage, suggesting a specialized market focus.

📊 Process & Systems Portfolio Requirements

Portfolio Essentials:

• Documented success in managing and expanding strategic enterprise accounts, showcasing consistent achievement of net revenue retention and expansion targets.

• Case studies demonstrating the ability to build and leverage executive-level relationships (C-suite, VP) to drive significant organizational change and adoption of new technologies.

• Examples of comprehensive, multi-year account plans that effectively mapped customer priorities to solution capabilities and identified expansion opportunities.

• Evidence of successful management of complex, multi-stakeholder deal cycles, particularly for six or seven-figure deals with global organizations.

Process Documentation:

• A structured methodology for developing and executing strategic account plans, including market analysis, stakeholder mapping, and value proposition articulation.

• A clear process for identifying and cultivating internal champions and securing executive sponsorship for large-scale deployments.

• A framework for consultative, value-based selling, detailing how customer needs are identified, quantified, and addressed with tailored solutions.

• Methods for collaborating with internal teams (Customer Enablement, Product Marketing) to ensure customer success, adoption, and expansion of services.

• Examples of how feedback from strategic accounts has been used to influence product roadmaps or go-to-market strategies.

📝 Enhancement Note: While a formal "portfolio" in the traditional design sense isn't specified, the role demands a robust demonstration of strategic account management capabilities. Candidates should be prepared to articulate their processes for account planning, executive engagement, value creation, and cross-functional collaboration. The emphasis on "measurable business outcomes" and "quantifying customer value" suggests that data-driven storytelling and ROI demonstration will be key components of their professional narrative.

💵 Compensation & Benefits

Salary Range:

For a senior-level Account Executive, Growth role with 8+ years of experience, managing large enterprise accounts in London, the on-target earnings (OTE) typically range from £150,000 to £250,000+, comprising a base salary and commission/bonus structure. The base salary component might fall between £75,000 and £125,000, with the remainder from performance-based incentives tied to net revenue retention and expansion targets.

Benefits:

• Competitive salary and performance-based commission structure.

• Comprehensive health insurance, including medical, dental, and vision coverage.

• Generous paid time off (PTO), including vacation days, sick leave, and public holidays.

• Pension scheme contributions.

• Professional development opportunities, including training, conferences, and certifications.

• Stock options or equity in a rapidly growing tech company.

• Potential for international travel for client meetings and team events.

• Access to cutting-edge AI and creative tooling.

Working Hours:

This is a full-time role, typically requiring approximately 40 hours per week. However, given the nature of managing global enterprise accounts and the "Growth" focus, flexibility may be required to accommodate client needs across different time zones, potentially involving early mornings or late evenings.

📝 Enhancement Note: Salary ranges are estimated based on industry benchmarks for senior Enterprise Account Executives in London, considering the specialized nature of Figma Weave and the company's growth stage. The OTE is heavily weighted towards performance, reflecting the significant revenue expansion responsibilities. Benefits are standard for a leading tech company but emphasize growth and development opportunities relevant to a senior sales professional.

🎯 Team & Company Context

🏢 Company Culture

Industry: Software, Technology, Design Tools, Artificial Intelligence (AI)

Company Size: Figma is a rapidly growing, well-funded technology company, likely falling into the "500-1000+ employees" or "1000-5000 employees" range based on its market position and expansion. This size indicates a dynamic environment with established processes but still retaining agility and a startup-like spirit.

Founded: 2012. Figma has a history of innovation, evolving from a design collaboration tool to now expanding into AI-native creative platforms like Figma Weave.

Team Structure:

• The Figma Weave team likely operates as a specialized unit within Figma, focusing on a new product category.

• This Account Executive role reports into a Sales leadership position, potentially a Director or VP of Sales for Figma Weave or a specific region/segment.

• Collaboration will be extensive with Customer Enablement, Product Marketing, Product Management, and potentially Engineering teams to ensure customer success and inform product development.

Methodology:

• Data-driven decision-making is paramount, with a strong emphasis on metrics for account growth, customer satisfaction, and product adoption.

• Agile methodologies may be employed in product development and go-to-market strategies, requiring adaptability and quick iteration.

• A consultative, value-selling approach is central to engaging sophisticated enterprise clients.

• Focus on building long-term partnerships rather than transactional sales.

Company Website: https://www.figma.com/

📝 Enhancement Note: Figma is known for its strong product-led growth principles and a collaborative, design-centric culture. The introduction of Figma Weave and this specialized AE role suggests a strategic expansion into a new, high-potential market. The company culture likely values innovation, user-centricity, and continuous learning, which will be crucial for success in selling an emerging AI product.

📈 Career & Growth Analysis

Operations Career Level: This role is classified as a Senior Account Executive, specifically focused on "Growth" within a specialized product line (Figma Weave). It represents a significant step up from standard Account Executive roles, demanding mastery in strategic account management, executive engagement, and complex deal cycles within creative industries. The responsibilities are geared towards high-impact, revenue-generating activities at the enterprise level, positioning the individual as a key contributor to Figma's expansion strategy.

Reporting Structure: The Account Executive will report to a Sales leadership role, likely a Director or VP of Sales for Figma Weave or a specific geographic/segment territory. This structure allows for guidance and strategic alignment while providing significant autonomy in managing their named account portfolio. Collaboration will extend across various departments, including Product, Marketing, and Customer Success.

Operations Impact: The primary impact of this role is direct revenue generation through net retention and expansion within a critical segment of Figma's customer base. By successfully embedding Figma Weave into large creative organizations, the AE drives adoption, customer loyalty, and validates the product's strategic value. Furthermore, by providing direct feedback from top-tier clients, the AE plays a crucial role in shaping the future direction of Figma's AI product offerings and overall go-to-market strategy, influencing the company's competitive positioning in the evolving AI and creative technology landscape.

Growth Opportunities:

• Leadership Progression: Potential to move into leadership roles such as Senior Account Executive, Team Lead, Sales Manager, or Director of Sales for specific segments or regions within Figma Weave or the broader Figma sales organization.

• Specialization: Develop deep expertise in AI-native creative technologies, strategic account management for creative industries, and complex enterprise sales cycles, becoming a recognized authority in these areas.

• Product Influence: Continue to influence product roadmap and GTM strategy, potentially leading to roles in Product Marketing, Strategy, or Business Development focused on new technology adoption.

• Cross-Functional Mobility: Opportunities to transition into roles within Customer Success, Partnerships, or Sales Operations, leveraging deep customer and market knowledge.

📝 Enhancement Note: This role is clearly designed for experienced sales professionals looking to deepen their expertise in strategic account management within a cutting-edge technology sector. The "Growth" designation implies a focus on expanding existing relationships, which requires a different skill set than new business acquisition, emphasizing long-term value creation and executive partnership. The career path suggests opportunities for advancement into leadership or specialized expert roles.

🌐 Work Environment

Office Type: This is an on-site role based in Figma's London hub. The office environment is likely designed to foster collaboration, innovation, and productivity, reflecting Figma's culture as a leading technology company. Expect modern office amenities, collaborative workspaces, and potentially dedicated areas for focused work.

Office Location(s): Figma's London hub provides a central base for this role, facilitating in-person meetings with clients within the UK and Europe, as well as internal team collaboration. The specific location within London would offer accessibility via public transport.

Workspace Context:

• Collaborative Environment: The office space will encourage interaction with colleagues across different departments, fostering a shared understanding of customer needs and product development. This is vital for an AE who needs to gather insights and align internal resources.

• Operations Tools & Technology: Access to Figma's full suite of internal tools and technologies, including their own design platform, CRM, sales enablement tools, and communication platforms, will be standard. The role specifically involves leveraging AI-native tools, so exposure to and proficiency with these will be key.

• Team Interaction: Regular opportunities for face-to-face interaction with sales leadership, peers, and cross-functional teams will be available, supporting professional development and fostering a strong team dynamic.

Work Schedule:

The role is full-time, typically around 40 hours per week. However, as an Account Executive managing global enterprise clients, flexibility is expected. This may involve adjusting working hours to accommodate meetings with clients in different time zones (e.g., North America, Asia) or attending industry events. The on-site requirement ensures dedicated time for team collaboration and office-based work.

📝 Enhancement Note: The on-site requirement in London is a key characteristic, differentiating it from remote roles. This suggests a company culture that values in-person collaboration and team cohesion, especially for a role focused on building deep client relationships. The office environment is expected to be modern and conducive to high-performance sales professionals.

📄 Application & Portfolio Review Process

Interview Process:

The interview process is likely to be multi-stage, designed to assess strategic thinking, sales acumen, relationship-building skills, and cultural fit.

1. Recruiter Screen: Initial call to assess basic qualifications, experience, and alignment with the role and company culture.

2. Hiring Manager Interview: In-depth discussion with the Sales Leader to evaluate strategic account management experience, understanding of consultative selling, and proposed approach to managing the Figma Weave portfolio.

3. Peer/Team Interview(s): Meetings with other Account Executives or members of the sales/GTM team to assess collaboration style, team fit, and practical sales execution capabilities.

4. Cross-Functional Interview: Conversation with a leader from a related department (e.g., Product Marketing, Customer Enablement) to gauge understanding of customer value realization and cross-functional partnership.

5. Case Study/Presentation: A significant portion of the process will likely involve a presentation of a strategic account plan or a simulated client scenario, requiring the candidate to demonstrate their approach to managing complex accounts, driving growth, and influencing stakeholders.

6. Final Interview/Executive Interview: Potentially with a senior leader (e.g., VP of Sales, CRO) to make a final assessment of strategic alignment and leadership potential.

Portfolio Review Tips:

• Strategic Account Plan: Prepare a detailed, hypothetical strategic account plan for one of the target industries (e.g., entertainment, gaming, advertising). This should include target account identification, executive stakeholder mapping, key challenges, proposed value proposition for Figma Weave, and a multi-year expansion strategy.

• Value Quantification: Be ready to articulate how you would quantify the business value and ROI of Figma Weave for a large creative organization. This might involve demonstrating how it improves efficiency, accelerates time-to-market, enhances creative output, or reduces costs.

• Executive Engagement Stories: Have 2-3 compelling stories ready that showcase your ability to build rapport and trust with C-suite and VP-level executives, navigate complex organizational politics, and secure buy-in for significant technology deployments.

• Sales Methodology Application: Clearly explain how you've applied methodologies like MEDDIC or Command of the Message in past roles, providing specific examples of how they led to successful deal progression and closure.

• Industry Insight: Demonstrate a keen understanding of the creative industries Figma Weave targets, including their unique challenges, workflows, and the role AI can play in their future.

Challenge Preparation:

• Account Planning Exercise: You may be asked to create a mini account plan on the spot or present a pre-prepared one. Focus on strategic thinking, market understanding, and clear actionability.

• Objection Handling: Prepare for scenarios where potential clients might express concerns about adopting new AI tools, integration challenges, or perceived complexity.

• Value Proposition Articulation: Practice clearly and concisely articulating the unique value proposition of Figma Weave, tailoring it to different executive personas (e.g., CCO, CTO, CMO).

• Collaboration Scenarios: Be ready to discuss how you would partner with internal teams (Product, Enablement, Marketing) to ensure customer success and drive expansion.

📝 Enhancement Note: The emphasis on a case study or presentation, coupled with the need for "strategic account plans" and "value quantification," indicates that this role requires more than just traditional sales skills. Candidates must demonstrate strategic thinking, business acumen, and the ability to present complex solutions and growth strategies effectively. Preparing these materials in advance will be crucial.

🛠 Tools & Technology Stack

Primary Tools:

• CRM: Salesforce (or similar enterprise-grade CRM) for account management, pipeline tracking, and forecasting.

• Sales Engagement Platform: Outreach, SalesLoft, or similar for automating outreach sequences, tracking engagement, and managing prospecting activities.

• Productivity Suite: Google Workspace (Docs, Sheets, Slides) or Microsoft 365.

• Communication: Slack, Zoom, Microsoft Teams for internal and external communication.

• Business Intelligence/Analytics: Tableau, Looker, or internal dashboards for performance tracking and insights.

Analytics & Reporting:

• Proficiency in analyzing CRM data to understand pipeline health, forecast revenue, and identify trends within the account portfolio.

• Ability to interpret usage data and customer success metrics to identify expansion opportunities and potential churn risks.

CRM & Automation:

• Deep understanding of CRM functionalities for managing complex enterprise accounts, including account hierarchies, contact management, and opportunity tracking.

• Familiarity with sales automation tools to streamline prospecting, follow-up, and reporting processes.

• Experience with sales enablement platforms that provide content management, training, and coaching resources.

📝 Enhancement Note: While specific tools are not listed, the role implies proficiency with standard enterprise sales technology stacks. Given Figma's product nature, familiarity with design tools, collaboration platforms, and crucially, AI-related technologies, will be highly relevant. The ability to leverage data from CRM and other tools for strategic account planning and value demonstration is essential.

👥 Team Culture & Values

Operations Values:

• Grow as you go: A core Figma value, encouraging continuous learning, skill development, and embracing new challenges. This is particularly relevant for selling an emerging product like Figma Weave.

• Customer-centricity: Deep understanding of customer needs and a commitment to delivering exceptional value and support, essential for strategic account management and retention.

• Collaboration: Working effectively across teams (Sales, Product, Marketing, Enablement) to achieve shared goals and provide a unified customer experience.

• Innovation & Creativity: Embracing new ideas, pushing boundaries, and fostering a creative environment, which aligns with Figma's product suite and the target industries.

• Impact-driven: Focusing on tangible business outcomes and measurable results, both for clients and for Figma's growth objectives.

Collaboration Style:

• Proactive Partnership: Engaging proactively with internal stakeholders to gather information, align strategies, and ensure seamless customer experiences.

• Feedback Integration: Actively seeking and sharing feedback from customers to inform product development and refine go-to-market approaches.

• Cross-functional Alignment: Working closely with Product Marketing and Customer Enablement to ensure messaging consistency, effective customer onboarding, and sustained value realization.

• Knowledge Sharing: Contributing to the collective knowledge base by sharing best practices, market insights, and successful strategies with peers and leadership.

📝 Enhancement Note: Figma's stated value of "Grow as you go" is particularly pertinent for an emerging product like Figma Weave. This implies a culture that supports learning, experimentation, and adaptation, which will be critical for success in this role. The emphasis on collaboration and customer impact suggests a team environment focused on shared success and delivering tangible value.

⚡ Challenges & Growth Opportunities

Challenges:

• Selling an Emerging Product Category: Introducing and scaling a new AI-native product (Figma Weave) to sophisticated creative buyers who may have established workflows and toolsets. This requires educating the market and demonstrating novel value.

• Navigating Complex Enterprise Accounts: Gaining access to and building trust with C-suite executives in large, global organizations, and driving organizational change across diverse teams and geographies.

• Competitive Landscape: Differentiating Figma Weave in a rapidly evolving AI and creative technology market, potentially against established players or new entrants.

• Balancing Growth and Retention: Managing the dual responsibility of retaining existing revenue while aggressively pursuing expansion opportunities within a named account portfolio.

• Influencing Product Roadmap: Translating complex customer feedback into actionable product requirements and effectively influencing the development of a cutting-edge AI product.

Learning & Development Opportunities:

• Deep AI & Creative Tech Expertise: Become a specialist in AI-native workflows, creative tooling, and content production at scale, a highly sought-after skill set.

• Strategic Account Management Mastery: Hone advanced skills in executive relationship building, complex deal structuring, and driving multi-year growth strategies for enterprise clients.

• Industry Influence: Gain direct experience shaping the future of creative technology and AI by influencing a major product's roadmap and GTM strategy.

• Leadership Development: Opportunities to mentor junior team members, lead strategic initiatives, or progress into sales leadership roles within Figma.

• Industry Exposure: Attend leading industry events and conferences, building a professional network within the creative, tech, and AI sectors.

📝 Enhancement Note: The challenges are directly tied to the nature of selling a new, advanced product in a competitive and rapidly evolving market. The growth opportunities leverage these challenges, offering deep specialization and the chance to be at the forefront of technological innovation.

💡 Interview Preparation

Strategy Questions:

• "Describe your approach to developing a multi-year growth strategy for a named enterprise account in the creative industry, focusing on expanding adoption of a new AI-powered tool."

  • Preparation: Outline a structured process including account segmentation, stakeholder mapping, identifying key business challenges, aligning Figma Weave's capabilities to address those challenges, and defining phased expansion opportunities. Emphasize data-driven insights and executive engagement.

• "How would you build and maintain executive-level relationships (C-suite, VP) within a large creative organization, and what strategies would you employ to gain sponsorship for enterprise-wide deployments of Figma Weave?"

  • Preparation: Discuss building trust through understanding their business objectives, providing strategic insights, demonstrating quantifiable value, and aligning with their key initiatives. Detail methods for identifying and engaging sponsors.

• "Walk me through a complex, multi-stakeholder enterprise deal you managed from start to finish, highlighting how you navigated challenges and achieved a six or seven-figure outcome."

  • Preparation: Use the STAR method (Situation, Task, Action, Result) to detail a relevant deal. Focus on identifying stakeholders, understanding their motivations, managing competing interests, leveraging sales methodologies, and quantifying the business impact.

• "How do you stay current with AI advancements and creative industry trends, and how would you leverage this knowledge to influence Figma's product roadmap and go-to-market strategy?"

Company & Culture Questions:

• "What do you know about Figma Weave, and what excites you most about this specific opportunity within the Figma organization?"

  • Preparation: Research Figma Weave's mission, target market, and AI capabilities. Connect your passion for creative technology and strategic growth to the company's vision.

• "Describe a time you had to adapt your sales approach to sell a new or emerging product category to sophisticated buyers. What were the key learnings?"

  • Preparation: Focus on your ability to educate, build credibility, and demonstrate value in uncharted territory. Highlight your resilience and learning agility.

• "How do you define and measure success in a strategic account management role focused on net revenue retention and expansion?"

Portfolio Presentation Strategy:

• Executive Summary: Begin with a concise overview of your approach and key achievements.

• Strategic Account Plan Framework: Present a clear, logical framework for how you build and execute account plans, highlighting your analytical and strategic thinking.

• Value Proposition & ROI: Clearly articulate how you create and quantify value for clients, using data and specific examples.

• Stakeholder Engagement: Illustrate your ability to build rapport and drive consensus across different levels and departments within an organization.

• Storytelling: Weave compelling narratives around your successes, focusing on challenges overcome and the measurable impact delivered.

• Figma Weave Alignment: Demonstrate a clear understanding of Figma Weave's unique value proposition and how you would tailor your approach to its specific market and customer base.

📝 Enhancement Note: The interview process emphasizes strategic thinking, complex problem-solving, and the ability to articulate value and drive change. Candidates should prepare to not only discuss their experience but also to demonstrate their strategic planning and presentation skills, potentially through a case study or simulated client interaction.

📌 Application Steps

To apply for this Account Executive, Growth position:

• Submit your application through the provided link on the Figma careers page.

• Portfolio Customization: Prepare a concise summary or presentation that highlights your experience in managing strategic enterprise accounts, driving net revenue retention and expansion, and building executive-level relationships. Focus on quantifiable achievements and relevant methodologies (e.g., MEDDIC, Command of the Message).

• Resume Optimization: Tailor your resume to emphasize 8+ years of experience in enterprise sales, strategic account management, and success in creative industries or with AI/tech products. Quantify achievements with specific revenue growth, retention rates, and deal sizes.

• Interview Preparation: Practice articulating your strategic account planning process, your approach to consultative selling, and how you quantify customer value. Prepare specific examples of navigating complex organizational structures and influencing C-suite stakeholders.

• Company Research: Thoroughly research Figma, its core product, the Figma Weave initiative, its target industries (entertainment, gaming, advertising), and its company culture, particularly the "Grow as you go" value. Understand how AI is being integrated into creative workflows.

⚠️ Important Notice: This enhanced job description includes AI-generated insights and operations industry-standard assumptions. All details should be verified directly with the hiring organization before making application decisions.

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