Account Executive, Growth - Figma Weave (New York, United States)

📍 Job Overview

Job Title: Account Executive, Growth - Figma Weave

Company: Figma

Location: New York, NY, United States

Job Type: Full-Time

Category: Sales Operations / Revenue Operations (Growth Accounts)

Date Posted: May 04, 2026

Experience Level: Senior (10+ Years)

Remote Status: Hybrid

🚀 Role Summary

• Own and grow a named portfolio of the world's most influential creative accounts, focusing on net revenue retention and expansion within the Figma Weave platform.

• Cultivate deep executive-level relationships (C-suite, VP level) to position Figma Weave as a transformative solution for creative and operational workflows.

• Drive organizational change by identifying champions, understanding power dynamics, and securing executive sponsorship for large-scale Weave deployments.

• Develop multi-year account strategies that align customer creative priorities with Figma Weave's evolving capabilities, identifying expansion opportunities across diverse teams and geographies.

• Act as a critical voice of the customer, influencing Figma Weave's product roadmap and go-to-market strategy with insights from leading creative organizations.

📝 Enhancement Note: This role is positioned within a new, emerging product category (Figma Weave) focused on AI-native creative workflows. The "Growth" aspect implies a focus on expanding existing accounts rather than net new acquisition, aligning with Revenue Operations principles of customer lifetime value and expansion revenue. The target accounts are sophisticated creative organizations, requiring a strategic, consultative, and value-driven approach to sales and account management.

📈 Primary Responsibilities

• Manage a named book of global, high-impact creative accounts, including entertainment, gaming, technology, consumer brands, and creative networks, consistently exceeding net revenue retention and expansion targets.

• Build and nurture C-suite and VP-level relationships (Chief Creative Officers, VPs of Design, CTOs, CMOs) within each account, acting as a trusted advisor on AI-driven creative transformation.

• Develop and execute comprehensive, multi-year account plans that strategically map customer creative priorities to Figma Weave's platform capabilities, identifying and accelerating expansion opportunities.

• Drive organizational change initiatives within key accounts by identifying and developing internal champions, understanding internal political landscapes, and securing executive sponsorship for broad Weave adoption.

• Collaborate closely with Customer Enablement, Advocate, and Product Marketing teams to ensure customers achieve measurable value, mitigate churn, and unlock new expansion avenues within their accounts.

• Gather and synthesize first-hand insights from strategic accounts to inform and influence Figma Weave's product roadmap, go-to-market strategy, and overall competitive positioning.

• Proactively identify and address potential risks to account health and revenue retention, developing mitigation strategies in partnership with internal support teams.

• Articulate the unique value proposition of AI-native creative workflows and Figma Weave's specific differentiators to sophisticated buyers in creatively-intensive industries.

📝 Enhancement Note: The responsibilities emphasize strategic account management, executive engagement, and driving adoption of a new AI-powered product. This requires a deep understanding of customer business objectives, creative processes, and the ability to influence change at an organizational level, aligning with advanced Sales Operations and Revenue Operations functions focused on customer success and expansion.

🎓 Skills & Qualifications

Education: While not explicitly stated, a Bachelor's degree in Business, Marketing, Communications, or a related field is typically expected for senior sales roles. Advanced degrees or relevant certifications are a plus.

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

Required Skills:

• Strategic Account Management: Demonstrated ability to develop and execute long-term account strategies for complex, high-value global clients.

• Enterprise Sales Expertise: Proven experience selling sophisticated solutions to large organizations, with a deep understanding of enterprise sales cycles.

• C-Suite & Executive Relationship Building: Proven track record of building, nurturing, and advancing relationships with C-level executives and VPs.

• Net Revenue Retention (NRR) & Expansion: Consistent overachievement of NRR and expansion revenue targets within a managed portfolio.

• Consultative & Value-Based Selling: Ability to connect product capabilities to measurable business outcomes and customer value, using a structured methodology.

• Sales Methodologies: Proficiency in recognized enterprise sales methodologies such as MEDDIC, Command of the Message, or similar frameworks.

• Account Planning: Expertise in developing detailed, multi-year account plans that identify strategic opportunities and growth paths.

• Complex Deal Management: Experience managing multi-stakeholder, 6-7 figure deal cycles (6+ months) within large global organizations.

• Business Acumen: Strong understanding of business drivers, creative workflows, and the ability to articulate ROI at the executive level.

• Organizational Navigation: Skill in mapping complex organizational structures, identifying power dynamics, and gaining internal sponsorship.

Preferred Skills:

• Industry-Specific Experience: Experience selling into creatively-intensive industries like entertainment, gaming, advertising, or consumer brands.

• AI/Creative Tooling Knowledge: Familiarity with AI-native workflows, creative tooling, or large-scale content production processes.

• Emerging Product Sales: Demonstrated success in selling new, emerging product categories to sophisticated buyers in dynamic environments.

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

• Cross-Functional Collaboration: Proven ability to work effectively with Customer Enablement, Product Marketing, and other internal teams.

📝 Enhancement Note: The emphasis on "8+ years" and "Senior" experience level suggests a need for seasoned professionals who can operate autonomously and demonstrate a history of substantial revenue growth in complex enterprise environments. The required methodologies (MEDDIC, Command of the Message) are critical for structured sales operations and pipeline management.

📊 Process & Systems Portfolio Requirements

Portfolio Essentials:

• Case Studies of Account Growth: Detailed examples of how you identified and executed expansion opportunities within existing enterprise accounts, showcasing revenue growth and increased adoption.

• Strategic Account Plans: Demonstrations of multi-year account planning processes, including how you mapped customer needs to product capabilities and secured executive buy-in.

• Executive Relationship Mapping: Examples of how you identified, engaged, and built relationships with C-suite and VP-level stakeholders in complex organizations.

• Value Quantification: Evidence of how you quantified customer value and ROI for enterprise solutions, connecting creative/operational improvements to business outcomes.

• Process Methodology Application: Examples of how you applied structured sales methodologies (e.g., MEDDIC, Command of the Message) to manage complex deals and drive predictable revenue.

Process Documentation:

• Account Strategy Documentation: Examples of how you documented account strategies, including stakeholder maps, opportunity identification, and multi-year growth plans.

• Deal Cycle Management: Documentation illustrating your process for managing complex, long-cycle enterprise deals from qualification through closing and expansion.

• Cross-Functional Collaboration Workflows: Examples of how you collaborated with internal teams (e.g., Customer Success, Product Marketing) to drive customer value and account expansion.

📝 Enhancement Note: For a role focused on growth and strategic accounts, a portfolio demonstrating structured account management, strategic planning, and quantifiable results is essential. Candidates should be prepared to showcase their process for understanding customer needs, building executive alignment, and driving revenue expansion, highlighting their operational discipline in sales.

💵 Compensation & Benefits

Salary Range: $165,000 - $190,000 USD (Annual Base Salary)

Benefits:

• Equity: Stock options or other equity grants.

• Health Insurance: Comprehensive medical, dental, and vision coverage.

• Retirement: Retirement savings plan with company contribution.

• Family Support: Generous parental leave and reproductive/family planning support.

• Wellness: Mental health and wellness benefits.

• Time Off: Generous Paid Time Off (PTO) and company-mandated recharge days.

• Professional Development: Learning & Development stipend for continuous learning.

• Remote Work Support: Work from home stipend and cell phone reimbursement.

• Incentives:

  • Sales Incentive Pay: Commission or bonus structure tied to sales performance for sales roles.

  • Annual Bonus Plan: For eligible non-sales roles. Working Hours: The stated annual base salary range implies a standard full-time work schedule, typically around 40 hours per week. However, given the nature of enterprise sales and executive engagement, significant flexibility and extended hours may be required to meet client needs and achieve targets.

📝 Enhancement Note: The base salary range is competitive for a senior Account Executive role in a high-cost-of-living area like New York, especially for a high-growth SaaS company with an emerging product. The inclusion of equity and a comprehensive benefits package is standard for such roles. The sales incentive pay is a critical component for this type of role, directly tying compensation to performance in revenue retention and expansion.

🎯 Team & Company Context

🏢 Company Culture

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

Company Size: Figma is a well-established, rapidly growing tech company, likely falling into the 1,000-5,000 employee range based on its market presence and funding. This size indicates a mature organization with established processes but still retaining a dynamic, innovative culture.

Founded: 2012. Figma has a history of disrupting the design industry with its collaborative, web-based platform. The establishment of "Figma Weave" signifies a strategic expansion into AI-driven creative tools, building upon its existing success.

Team Structure:

• Figma Weave Team: This is a new, specialized unit within Figma, likely structured to operate with agility and focus on a specific product vision. The team will comprise product, engineering, marketing, and sales professionals dedicated to the AI-native creative platform.

• Sales Organization: The Account Executive will be part of Figma's enterprise sales organization, likely reporting into a Sales Director or VP of Sales. They will work within a structure that emphasizes strategic account management and revenue growth.

• Cross-Functional Collaboration: Expect close collaboration with Product Management, Engineering, Customer Enablement, Product Marketing, and potentially Legal teams to drive account success and product evolution.

Methodology:

• Data-Driven Decision Making: Figma emphasizes data analysis to understand user behavior, product performance, and sales metrics. Operations professionals are expected to leverage data to inform strategy and measure impact.

• Iterative Development & Growth: The company culture likely embraces an agile, iterative approach to product development and go-to-market strategies, encouraging continuous learning and adaptation.

• Customer-Centricity: A strong focus on understanding and serving customer needs, particularly for strategic accounts, is paramount.

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

📝 Enhancement Note: Figma is known for its strong collaborative culture and innovative approach to design tools. The creation of Figma Weave indicates a significant investment in AI and a forward-looking strategy. The company's growth trajectory suggests a dynamic environment where individuals can make a substantial impact.

📈 Career & Growth Analysis

Operations Career Level: This role represents a Senior-level position within the sales and account management function, specifically focused on strategic growth accounts. It is a critical role for driving expansion revenue and deepening customer relationships at the highest executive levels. It sits at the intersection of Sales Operations (managing the sales process and pipeline for these accounts) and Revenue Operations (focusing on customer lifetime value and expansion).

Reporting Structure: The Account Executive will likely report to a Sales Manager or Director responsible for the Figma Weave growth team. This manager will oversee performance, provide coaching, and support strategic account planning. The AE will also work closely with various internal departments, including Product, Marketing, and Customer Enablement.

Operations Impact: The impact of this role is directly tied to revenue generation through net new retention and expansion within a portfolio of the company's most significant clients. Success here directly influences Figma's market leadership in AI-driven creative tools and its overall financial growth. The insights gathered will be instrumental in shaping the future direction of the Figma Weave product and GTM strategy.

Growth Opportunities:

• Leadership in Emerging Markets: Opportunity to become a leader in the rapidly growing field of AI-native creative tools, potentially leading teams or specializing in advanced account management.

• Product Influence: Direct impact on the roadmap and strategy of a new, high-priority product, offering a unique opportunity to shape the future of creative technology.

• Deep Executive Engagement: Continued development of executive-level communication, negotiation, and strategic advisory skills with industry-leading figures.

• Specialization: Potential to specialize in specific industry verticals within the creative sector or in advanced AI applications for design.

• Career Progression: Pathways to Senior Account Executive, Strategic Account Director, Sales Leadership, or Product Strategy roles within Figma.

📝 Enhancement Note: This role offers significant growth potential beyond traditional sales, touching on product strategy and market development. The "growth" aspect implies a focus on maximizing customer lifetime value, a key tenet of Revenue Operations. Success here can lead to leadership roles in emerging technology sales.

🌐 Work Environment

Office Type: Figma operates with a hybrid work model, with a significant presence in their New York hub. This suggests a modern office environment designed for collaboration, with dedicated workspaces, meeting rooms, and common areas for team interaction.

Office Location(s): New York, NY. This location offers access to a vibrant tech ecosystem and a large pool of creative and enterprise clients. Specific office details would need to be confirmed, but it's expected to be a professional workspace conducive to client meetings and internal collaboration.

Workspace Context:

• Collaborative Spaces: The office environment likely encourages team collaboration, brainstorming sessions, and cross-functional meetings, essential for aligning on account strategies and customer needs.

• Technology Enabled: Access to Figma's own design tools, as well as standard enterprise sales and communication technologies, will be available to facilitate work.

• Team Interaction: Regular opportunities to connect with sales leadership, peers, and cross-functional teams, fostering a sense of community and shared purpose.

Work Schedule: While a standard 40-hour work week is implied, the nature of managing global enterprise accounts and executive relationships often necessitates flexibility. This may include occasional early morning or late evening calls to accommodate different time zones and client schedules. The hybrid model allows for some autonomy in managing personal work-life balance.

📝 Enhancement Note: The hybrid model in a major city like New York offers a blend of structured office collaboration and remote flexibility. Candidates should expect a dynamic work environment that requires proactive engagement and adaptability to client needs, aligning with the operational demands of high-touch account management.

📄 Application & Portfolio Review Process

Interview Process:

• Initial Screening: A recruiter or hiring manager will conduct an initial call to assess basic qualifications, cultural fit, and alignment with the role's core responsibilities.

• Hiring Manager Interview: A deeper dive into your experience, sales methodology, account management strategies, and understanding of the Figma Weave product and market. Expect questions about your track record in NRR and expansion.

• Panel Interviews: Interviews with peers (other Account Executives), cross-functional partners (e.g., Customer Enablement, Product Marketing), and potentially senior sales leadership. These will assess collaboration skills, strategic thinking, and ability to influence.

• Case Study/Presentation: A common step for senior sales roles. You may be asked to prepare a strategic account plan for a hypothetical or real target account, or present a past success story focusing on revenue expansion and executive engagement.

• Final Round: Potentially with a VP of Sales or other senior executive to finalize assessment of strategic fit and leadership potential.

Portfolio Review Tips:

• Quantify Everything: For each case study or example, clearly articulate the metrics: revenue growth achieved, expansion revenue generated, percentage increase in NRR, adoption rates, etc.

• Focus on Strategy & Process: Detail your strategic approach to account planning, executive engagement, and driving organizational change. Explain how you achieved results, not just what you achieved.

• Highlight Executive Engagement: Showcase your ability to build rapport and influence at the C-suite and VP levels, demonstrating understanding of their business objectives.

• Showcase Methodology: Clearly explain how you applied sales methodologies (MEDDIC, etc.) to manage complex deals and drive predictable outcomes.

• Tailor to Figma Weave: If possible, demonstrate an understanding of the AI-native creative market and how your experience can translate to success with Figma Weave.

Challenge Preparation:

• Strategic Account Planning: Be ready to outline your process for developing a multi-year strategic account plan, including market analysis, stakeholder mapping, opportunity identification, and execution steps.

• Value Proposition Articulation: Practice clearly articulating the value of AI-driven creative tools and Figma Weave to different executive personas (e.g., CCO, CTO, CMO).

• Handling Objections: Prepare for common objections related to new technology adoption, AI concerns, and competitive positioning.

• Cross-Functional Alignment: Be ready to discuss how you collaborate with internal teams to ensure customer success and drive account expansion.

📝 Enhancement Note: The interview process for this senior role will heavily focus on strategic thinking, proven execution, and the ability to influence at the highest levels. A well-curated portfolio that demonstrates quantifiable results and a structured process is crucial for success.

🛠 Tools & Technology Stack

Primary Tools:

• CRM: Salesforce (or similar enterprise CRM) for managing pipeline, accounts, and forecasting. Proficiency in leveraging CRM data for account strategy and reporting is essential.

• Sales Engagement Platform: Tools like Outreach, Salesloft, or Groove for automating outreach, tracking engagement, and managing multi-touch campaigns.

• Collaboration & Communication: Slack, Zoom, Google Workspace (Docs, Sheets, Slides) for internal and external communication, document sharing, and presentations.

• Productivity Tools: Potentially tools for proposal generation, contract management, and sales intelligence.

Analytics & Reporting:

• CRM Reporting: Advanced capabilities within Salesforce for generating reports on NRR, expansion revenue, pipeline velocity, and account health.

• Business Intelligence (BI) Tools: While not explicitly mentioned, familiarity with BI tools like Tableau or Looker for deeper data analysis and custom reporting may be beneficial.

• Forecasting Tools: Utilizing CRM data and sales engagement platforms for accurate revenue forecasting.

CRM & Automation:

• Salesforce: The primary platform for managing customer data, sales processes, and pipeline. Deep understanding of its capabilities for account management and reporting is key.

• Sales Engagement Automation: Tools to streamline outreach, follow-ups, and engagement tracking to maximize efficiency for a large account portfolio.

• Integration Knowledge: Understanding how CRM and sales engagement tools integrate is beneficial for efficient workflow management.

📝 Enhancement Note: A strong command of enterprise CRM systems, particularly Salesforce, is non-negotiable. Proficiency in sales engagement platforms and an understanding of how to leverage data for strategic decision-making are critical for success in managing a portfolio of high-value accounts.

👥 Team Culture & Values

Operations Values:

• Grow as you go: This core Figma value emphasizes continuous learning, adaptability, and personal development. For this role, it means embracing new technologies like AI, learning from challenging accounts, and proactively seeking to improve strategies and processes.

• Data-Driven Approach: Decisions and strategies should be informed by data, whether it's account performance metrics, customer engagement insights, or market trends. Operations professionals are expected to champion this.

• Collaboration & Transparency: Working effectively across teams (Sales, Product, Marketing, Enablement) and maintaining open communication about account status, challenges, and opportunities is vital.

• Customer Focus: A deep commitment to understanding and exceeding the expectations of sophisticated creative organizations, ensuring they derive maximum value from Figma Weave.

• Efficiency & Impact: A drive to optimize processes and workflows to maximize productivity and achieve significant business outcomes, particularly in revenue retention and expansion.

Collaboration Style:

• Cross-Functional Partnership: A proactive and collaborative approach to working with Customer Enablement, Product Marketing, and Product Management to ensure customer success and influence product direction.

• Proactive Communication: Regularly sharing insights, challenges, and successes with sales leadership and relevant stakeholders to foster alignment and support.

• Feedback Exchange: An open and constructive approach to giving and receiving feedback, essential for continuous improvement of both individual performance and team processes.

• Knowledge Sharing: Willingness to share best practices, successful strategies, and lessons learned with peers to elevate the performance of the entire growth account team.

📝 Enhancement Note: The "Grow as you go" value is central to Figma's culture, suggesting an environment that supports learning and adaptation, especially for a new product category. Candidates should demonstrate a willingness to learn, experiment, and contribute to the evolving GTM strategy for Figma Weave.

⚡ Challenges & Growth Opportunities

Challenges:

• Selling a New Product Category: Educating sophisticated buyers on the value and application of AI-native creative workflows and Figma Weave, which may be a novel concept for some.

• Managing High-Expectation Accounts: These are influential organizations with demanding creative needs and high standards, requiring exceptional strategic thinking and execution.

• Driving Organizational Change: Navigating complex organizational structures and securing buy-in for large-scale technology deployments requires significant influence and change management skills.

• Competition: While the AI-native creative space is emerging, competition for mindshare and budget will be present from established players and new entrants.

• Evolving AI Landscape: Staying abreast of rapid advancements in AI technology and their implications for creative workflows to maintain a competitive edge.

Learning & Development Opportunities:

• Deep AI & Creative Tech Expertise: Become a subject matter expert in AI-native creative workflows and the future of design technology.

• Strategic Account Leadership: Develop advanced skills in executive relationship management, complex deal strategy, and long-term account growth planning.

• Product Strategy Influence: Gain direct experience in shaping the roadmap and GTM strategy of an innovative, high-priority product.

• Industry Networking: Build relationships with creative leaders at the world's most influential companies.

• Formal Training: Leverage the Learning & Development stipend for courses, certifications, or conferences related to AI, creative technology, strategic account management, or advanced sales techniques.

📝 Enhancement Note: The primary challenges revolve around positioning and selling a novel product category to highly sophisticated clients. The growth opportunities are substantial, offering a chance to become a leader in a cutting-edge technology sector and influence product direction.

💡 Interview Preparation

Strategy Questions:

• "Describe your process for developing a multi-year growth strategy for a top-tier enterprise account. How do you identify expansion opportunities and secure executive sponsorship?"

• "Walk me through how you've leveraged a structured sales methodology (e.g., MEDDIC) to navigate a complex, multi-stakeholder deal cycle and achieve net revenue retention targets."

• "How would you assess the creative workflow challenges of a large entertainment company and position Figma Weave as a transformative solution to their C-suite?"

Company & Culture Questions:

• "Based on your understanding of Figma and the Figma Weave product, how do you see this role contributing to the company's mission?"

• "How do you align with Figma's 'Grow as you go' value, especially in the context of a rapidly evolving AI product?"

• "Describe a time you had to influence stakeholders across multiple departments to achieve a common goal for an account. What was your approach?"

Portfolio Presentation Strategy:

• Structure for Impact: Organize your portfolio around key achievements (e.g., NRR growth, expansion revenue, executive engagement success). Use a clear narrative structure for each case study: Challenge -> Strategy -> Execution -> Results.

• Quantify Results: Ensure all metrics are clearly stated and easily understood. Use visual aids (charts, graphs) if presenting digitally.

• Demonstrate Process: Be prepared to articulate the "how" behind your success – your strategic thinking, methodologies, and collaborative approaches.

• Focus on Executive Influence: Highlight specific examples of building trust and driving decisions with C-suite and VP-level leaders.

• Connect to Figma Weave: Frame your past successes in a way that directly relates to the challenges and opportunities of selling Figma Weave, demonstrating your understanding of the product and market.

📝 Enhancement Note: Interview preparation should focus on demonstrating strategic thinking, a results-oriented approach, and a deep understanding of enterprise sales processes, particularly within the context of a new, innovative product category. Be ready to showcase your ability to think like a Revenue Operations leader by focusing on customer lifetime value and expansion.

📌 Application Steps

To apply for this Account Executive, Growth - Figma Weave position:

• Submit your application through the provided link on Greenhouse.

• Tailor Your Resume: Highlight your experience in managing global strategic accounts, achieving NRR and expansion targets, building C-suite relationships, and utilizing sales methodologies like MEDDIC. Quantify achievements wherever possible.

• Prepare Your Portfolio: Curate 2-3 compelling case studies showcasing your ability to drive revenue growth and expand within enterprise accounts. Focus on strategic planning, executive engagement, and quantifiable results.

• Research Figma Weave: Understand the product, its target market (creatively-intensive industries), and the competitive landscape for AI-native creative tools. Identify potential target accounts and their likely challenges.

• Practice Your Pitch: Be ready to articulate your value proposition, explain your sales process, and discuss how you would approach managing a portfolio of Figma Weave's most important creative accounts. Prepare to walk through your portfolio examples confidently.

⚠️ 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.