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

📍 Job Overview

Job Title: Account Executive, SMB - Figma Weave Company: Figma Location: New York, NY • United States Job Type: Full-Time Category: Sales Operations / GTM Date Posted: 2026-01-14 Experience Level: Mid-Level (2-5 years) Remote Status: On-site

🚀 Role Summary

• Drive new business acquisition and revenue growth within the Small to Medium Business (SMB) segment, specifically supporting the innovative Figma Weave AI-native platform.
• Develop and manage a robust pipeline of SMB accounts through a combination of proactive outbound prospecting and effective inbound lead management.
• Cultivate and nurture strong relationships with key decision-makers, guiding them through the evaluation and purchasing journey for Figma's cutting-edge creative and collaboration tools.
• Leverage a defined sales methodology and process to identify customer needs, align Figma's roadmap with business challenges, and successfully close sales cycles.

📝 Enhancement Note: The "Figma Weave" designation indicates a specialized focus on AI-driven creative tools, requiring the Account Executive to understand and articulate the value proposition of AI in design and creative workflows to technical and business stakeholders within the SMB market. This is a sales role, but its success is intrinsically linked to understanding the operational impact of the product on a customer's GTM strategy.

📈 Primary Responsibilities

• Generate and manage a consistent pipeline of SMB accounts by executing targeted outbound prospecting campaigns and effectively converting inbound leads to meet or exceed quarterly and annual sales targets.
• Apply discovery and value-selling techniques to build and strengthen relationships with key decision-makers within companies ranging from 500 to 1000 FTEs.
• Conduct in-depth analysis to tier and prioritize a high volume of accounts, ensuring efficient allocation of sales efforts.
• Expertly position Figma's innovative AI-powered solutions, demonstrating how they can solve critical business challenges and enhance creative workflows.
• Collaborate effectively with cross-functional partners, including product, marketing, and customer success teams, to facilitate deal progression and ensure customer success.
• Leverage opportunities for in-person meetings, networking events, and strategic engagement to advance relationships and accelerate sales cycles.

📝 Enhancement Note: This role demands a proactive approach to pipeline generation and account management within a high-volume SMB segment. The emphasis on "Figma Weave" implies a need to articulate the technical and creative benefits of AI integration, requiring the AE to understand how these solutions impact a company's GTM operations and creative output.

🎓 Skills & Qualifications

Education:

• Bachelor's degree in Business, Marketing, Communications, or a related field, or equivalent practical experience in sales.

Experience:

• Proven track record of success in closing software or SaaS sales, specifically within an outbound sales function.
• Demonstrated ability to consistently meet and exceed pipeline generation targets for net new business.
• Experience successfully managing high-volume, complex sales cycles within the SMB market.
• Proficiency in a recognized sales methodology and process that demonstrably creates value for customers.

Required Skills:

• SaaS Sales: Expertise in selling Software-as-a-Service solutions, understanding subscription models, and value-based selling.
• Pipeline Generation: Proven ability to develop and manage a robust sales pipeline through outbound prospecting and inbound lead qualification.
• Relationship Management: Skill in building and nurturing strong, long-term relationships with key decision-makers and stakeholders.
• Value Selling: Ability to identify customer pain points and articulate how the product's features and benefits solve business challenges and deliver ROI.
• Discovery & Qualification: Proficient in conducting thorough discovery calls to understand customer needs and qualify opportunities effectively.
• Sales Methodology: Adherence to and application of a structured sales process (e.g., MEDDIC, Sandler, Challenger).
• Collaboration: Ability to work effectively with internal teams and external partners to drive deals forward.

Preferred Skills:

• Technical Audience Selling: Experience selling solutions to technical teams such as Engineering, Product, and Design departments.
• AI Solutions Acumen: Understanding of AI capabilities and their application in creative, design, and workflow optimization contexts.
• Adaptability: Demonstrated ability to thrive and succeed in a dynamic and evolving market environment.
• Deal Qualification Certification: Formal certification in deal qualification and prospect discovery techniques.
• Networking: Strong ability to build and leverage a professional network.

📝 Enhancement Note: The preferred skills highlight a need for candidates who can bridge the gap between sales and technology, particularly with the integration of AI. This suggests that candidates with a foundational understanding of design tools, creative workflows, or AI applications will have a distinct advantage.

📊 Process & Systems Portfolio Requirements

Portfolio Essentials:

• Sales Performance Documentation: Evidence of consistently meeting or exceeding sales quotas and pipeline generation targets, ideally presented with quantifiable results.
• Sales Process Examples: Case studies or detailed examples showcasing the application of a structured sales methodology (e.g., discovery calls, value proposition articulation, objection handling, closing strategies) within a SaaS context.
• Account Prioritization Framework: A clear demonstration of how you tier and prioritize accounts in a high-volume environment, illustrating analytical and strategic decision-making.
• Customer Relationship Management (CRM) Utilization: Examples of how CRM systems (e.g., Salesforce) have been leveraged to manage pipeline, track activities, and forecast sales effectively.

Process Documentation:

• Outbound Prospecting Strategy: A documented approach to identifying, engaging, and nurturing target accounts, including messaging and cadence strategies.
• Value-Based Selling Framework: A description of how you translate product features into customer benefits and quantifiable value, aligning with business objectives.
• Sales Cycle Management: A breakdown of how you manage and accelerate sales cycles, from initial contact to closing, emphasizing efficiency and customer experience.

📝 Enhancement Note: While this is a sales role, a strong understanding of operational processes within sales is crucial. Candidates should be prepared to discuss how they structure their work, manage a high volume of leads, and leverage tools to ensure efficiency and effectiveness. A portfolio that highlights process-driven success in sales is highly recommended.

💵 Compensation & Benefits

Salary Range:

• Annual Base Salary Range (SF/NY Hub): $82,500 - $82,500 USD.
• This role also includes sales incentive pay, with the specific commission structure to be discussed during the interview process.

Benefits:

• Health & Wellness: Comprehensive health, dental, and vision insurance plans.
• Retirement: Retirement savings plan with company contribution.
• Family Support: Generous parental leave and reproductive or family planning support.
• Mental Health: Dedicated mental health and wellness benefits.
• Time Off: Generous Paid Time Off (PTO) and company-mandated recharge days.
• Professional Development: Learning and development stipend to support continuous skill enhancement.
• Work Environment Support: Work from home stipend and cell phone reimbursement.
• Performance Incentives: Sales incentive pay for most sales roles, and an annual bonus plan for eligible non-sales roles.

Working Hours:

• Full-time role with an expectation of approximately 40 hours per week. Flexibility may be required to meet business needs and customer engagement opportunities, particularly given the nature of sales cycles and client interactions.

📝 Enhancement Note: The fixed base salary range provided suggests that the primary compensation structure will be heavily weighted towards variable sales incentive pay (commission). Candidates should be prepared to discuss their experience and expectations regarding commission structures and on-target earnings (OTE). The comprehensive benefits package indicates a commitment to employee well-being and professional growth, which can be a significant factor for long-term career satisfaction in a demanding sales role.

🎯 Team & Company Context

🏢 Company Culture

Industry: Software, Design Technology, AI, Collaboration Tools Company Size: Figma is a rapidly growing, well-funded technology company, part of the "unicorn" club, indicating a dynamic and fast-paced environment with significant resources and ambitious growth plans. The company size suggests a structured organization with established processes but also the agility to innovate.

Founded: Figma was founded in 2012, giving it a strong track record and established market presence, while still being considered a relatively modern and innovative company in the tech landscape.

Team Structure:

• The Sales team is likely structured with specialized roles, including Account Executives focusing on specific market segments (like SMB Weave), Sales Development Representatives (SDRs) for lead generation, and Account Managers for post-sale customer success.
• Reporting lines will typically involve a Sales Manager or Director overseeing a team of Account Executives, with further escalation to leadership roles within Sales and Go-to-Market (GTM) functions.
• Cross-functional collaboration is essential, with AEs working closely with Marketing on campaigns, Product on understanding new features and AI innovations, and Customer Success/Support to ensure seamless customer onboarding and retention.

Methodology:

• Figma likely employs data-driven approaches to sales and GTM strategies, using analytics to understand customer behavior, market trends, and sales performance.
• Workflow planning and optimization are key to scaling operations, ensuring efficient processes for lead management, sales cycles, and customer onboarding.
• Automation and efficiency practices are likely integrated into the sales tech stack to streamline repetitive tasks and allow sales professionals to focus on high-value activities like customer engagement and strategic selling.

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

📝 Enhancement Note: Figma's culture is characterized by innovation, collaboration, and a focus on empowering creators. The "Figma Weave" initiative specifically points to a forward-thinking approach to integrating AI into creative workflows. This suggests a culture that values curiosity, continuous learning, and the ability to adapt to new technologies.

📈 Career & Growth Analysis

Operations Career Level: This role is positioned as a mid-level Account Executive focused on the SMB segment, requiring demonstrated experience in closing sales and managing pipelines. It represents a crucial contributor role within the Go-to-Market (GTM) organization, directly impacting revenue generation.

Reporting Structure: The Account Executive will report to a Sales Manager or Director who oversees the SMB sales team. This manager will provide guidance, coaching, and performance management, acting as a key liaison to higher levels of sales leadership.

Operations Impact: As an Account Executive, your primary impact is on revenue generation and market penetration for Figma's SMB Weave offerings. By successfully acquiring new customers and expanding the user base, you directly contribute to the company's growth, market share, and overall financial success. Your ability to articulate the value of AI-driven creative solutions also influences how businesses adopt new technologies, impacting their operational efficiency and creative output.

Growth Opportunities:

• Sales Specialization: Progression to Senior Account Executive roles, focusing on larger strategic accounts, enterprise clients, or specialized market verticals.
• Sales Leadership: Opportunity to move into Sales Management or Director roles, leading and mentoring sales teams.
• GTM Roles: Potential to transition into other GTM functions such as Sales Operations, Sales Enablement, Business Development, or Product Marketing, leveraging a deep understanding of the sales process and customer needs.
• Skill Development: Continuous learning opportunities through sales training, product updates (especially around AI), and exposure to enterprise-level sales strategies.

📝 Enhancement Note: The "Grow as you go" value suggests a strong emphasis on internal development. For an operations-minded candidate, this means opportunities to not only refine sales skills but also to potentially contribute to process improvements within the sales cycle or to engage with the operational aspects of AI tool adoption for clients.

🌐 Work Environment

Office Type: This is an on-site role based out of Figma's New York Hub. The expectation is for the employee to work from the designated office. The office environment is likely designed to foster collaboration, innovation, and a strong company culture, with modern amenities and a focus on employee experience.

Office Location(s): New York, NY, United States. Specific details about the office location and accessibility will be provided by the hiring team.

Workspace Context:

• The workspace will likely be an open-plan or hybrid office designed to encourage collaboration and spontaneous interactions among team members.
• Access to necessary sales tools, technology, and resources will be provided to support the AE's role, including high-speed internet, communication platforms, and sales enablement resources.
• Opportunities for direct interaction with sales leadership, peers, and cross-functional teams will be abundant, fostering a dynamic and supportive work environment.

Work Schedule: The standard work schedule is full-time, approximately 40 hours per week. However, sales roles often require flexibility to accommodate customer availability, client meetings, and to meet sales targets, which may involve working beyond standard hours or on occasion, weekends.

📝 Enhancement Note: The requirement for on-site work in the New York Hub, coupled with the "cameras on" policy for interviews, emphasizes Figma's value of in-person collaboration and team cohesion. For operations professionals, understanding this emphasis is key to assessing cultural fit and the potential for hands-on engagement with team members and workflows.

📄 Application & Portfolio Review Process

Interview Process:

• Initial Screening: A recruiter or hiring manager will conduct an initial phone screen to assess basic qualifications, experience, and cultural fit.
• Skills Assessment/Case Study: Candidates may be asked to complete a sales simulation or case study, potentially involving a mock discovery call, a pitch of Figma Weave, or a demonstration of pipeline management strategy. This is where portfolio elements will be crucial.
• Team Interviews: Interviews with peers and sales leadership to evaluate sales methodology, collaboration skills, and strategic thinking.
• Final Interview: A discussion with senior sales leadership to confirm fit, discuss career aspirations, and finalize offer details.

Portfolio Review Tips:

• Quantifiable Achievements: Showcase sales results with specific metrics (e.g., quota attainment percentage, pipeline generated, deal close rates, average deal size).
• Process-Driven Case Studies: Detail specific sales cycles you managed, highlighting your approach to discovery, qualification, value proposition, objection handling, and closing. Use the STAR method (Situation, Task, Action, Result) to structure these.
• Methodology Application: Clearly articulate the sales methodologies you employ and provide concrete examples of how you've applied them to achieve success.
• Account Prioritization Example: Present how you would approach segmenting and prioritizing a large volume of SMB accounts for outbound prospecting.
• Figma Weave Alignment: If possible, tailor a case study or example to demonstrate how you would position an innovative, AI-driven product like Figma Weave to an SMB client.

Challenge Preparation:

• Mock Pitch Practice: Rehearse pitching Figma and the Figma Weave product, focusing on articulating its unique AI capabilities and value proposition for SMBs.
• Discovery Call Role-Play: Prepare for role-playing scenarios where you need to conduct discovery calls, asking insightful questions to uncover customer needs and pain points.
• Objection Handling Scenarios: Anticipate common objections related to AI adoption, cost, or integration and prepare well-reasoned responses.
• Pipeline Management Explanation: Be ready to explain your process for managing a high-volume pipeline, including forecasting, CRM usage, and activity prioritization.

📝 Enhancement Note: The emphasis on a "portfolio" in a sales context typically refers to documented evidence of past performance and process. Candidates should prepare a concise presentation or document that highlights key achievements, sales methodologies, and examples of successful client engagement, particularly those demonstrating process efficiency and quantifiable results.

🛠 Tools & Technology Stack

Primary Tools:

• CRM: Salesforce (highly probable, given its prevalence in SaaS sales). Proficiency in managing leads, opportunities, accounts, and forecasting within Salesforce is essential.
• Sales Engagement Platform: Tools like Outreach, Salesloft, or similar platforms for managing outbound communication cadences (email, calls, social touches) at scale.
• Communication & Collaboration: Slack for internal team communication, Zoom or Google Meet for virtual client meetings.
• Productivity Suite: Google Workspace (Docs, Sheets, Slides) or Microsoft Office Suite for document creation, data analysis, and presentations.

Analytics & Reporting:

• Sales Dashboards: Familiarity with CRM-based dashboards and potentially BI tools (e.g., Tableau, Looker) for tracking key sales metrics.
• Forecasting Tools: Utilizing CRM features or specialized tools for sales forecasting accuracy.

CRM & Automation:

• CRM: Salesforce (as mentioned above) for core customer data management and sales process tracking.
• Automation Tools: Potentially leveraging sales engagement platforms for automated outreach sequences and workflow triggers.
• Integration Tools: Understanding how different sales tools integrate to create a seamless workflow (e.g., CRM with sales engagement platforms).

📝 Enhancement Note: Proficiency with standard SaaS sales technology, particularly Salesforce and sales engagement platforms, is critical. The role's focus on "Figma Weave" may also involve using specific tools or platforms for demonstrating AI capabilities or for specialized technical discussions.

👥 Team Culture & Values

Operations Values:

• Grow as you go: A commitment to continuous learning, skill development, and embracing new challenges, especially in rapidly evolving areas like AI.
• Be Inclusive: A dedication to fostering a diverse and welcoming environment where all voices are heard and valued.
• Be Transparent: Open communication and honesty in dealings with colleagues and customers.
• Be Focused: Prioritizing tasks and efforts that drive measurable impact and contribute to team and company goals.
• Be Curious: A drive to understand customer needs, market trends, and new technologies, particularly in the AI and design space.

Collaboration Style:

• Cross-functional Integration: Expect a collaborative environment where sales teams work closely with marketing, product, and customer success to achieve shared objectives.
• Process Improvement Culture: A willingness to share feedback, suggest improvements to existing sales processes, and experiment with new approaches to enhance efficiency and effectiveness.
• Knowledge Sharing: An emphasis on sharing best practices, insights, and learnings within the sales team and across the organization to foster collective growth.

📝 Enhancement Note: Figma's values emphasize growth, inclusivity, and a proactive, curious mindset. For an operations-focused individual in a sales role, this means being adaptable, data-curious, and willing to contribute to process refinement while embracing new technologies like AI.

⚡ Challenges & Growth Opportunities

Challenges:

• High Volume SMB Market: Effectively managing a large number of leads and opportunities in the competitive SMB segment requires strong organizational skills and efficient processes.
• Articulating AI Value: Communicating the complex benefits of AI-driven creative tools (Figma Weave) to a diverse SMB audience, including those with varying technical aptitudes.
• Navigating a Dynamic Market: Staying ahead of evolving AI technologies, design trends, and competitive offerings in a fast-paced industry.
• Balancing Outbound/Inbound: Effectively balancing proactive outbound prospecting with responsive inbound lead management to maximize pipeline coverage.

Learning & Development Opportunities:

• AI & Design Technology Expertise: Deepen knowledge of AI applications in creative fields, design workflows, and collaborative platforms.
• Advanced Sales Techniques: Opportunities to refine skills in value selling, strategic account management, and complex deal negotiation.
• Industry Conferences & Certifications: Potential for participation in industry events and professional development programs focused on sales, technology, and AI.
• Mentorship: Access to experienced sales leaders and peers for guidance and career development support.

📝 Enhancement Note: The primary challenge lies in operationalizing sales success in a high-volume segment while championing a cutting-edge AI product. Growth opportunities are abundant for those who can master these challenges and demonstrate a commitment to learning and adaptation.

💡 Interview Preparation

Strategy Questions:

• "Describe your process for managing a high-volume SMB pipeline. How do you prioritize your efforts to ensure consistent quota attainment?" (Focus on your operational approach to sales).
• "Walk me through how you would position Figma Weave to a small business owner who is hesitant about adopting new AI technologies. What specific value propositions would you highlight?" (Demonstrate your understanding of value selling and AI's impact on business operations).
• "How do you leverage data and CRM tools to inform your sales strategy and forecast accurately?" (Showcase your data-driven approach to sales operations).

Company & Culture Questions:

• "What excites you about Figma's mission and the 'Figma Weave' initiative specifically? How do you see AI impacting the future of design and collaboration?" (Demonstrate research and genuine interest).
• "Describe a time you collaborated with a cross-functional team (e.g., marketing, product) to close a deal. What was your role and the outcome?" (Highlight your teamwork and operational integration skills).
• "How do you embody Figma's value of 'Grow as you go' in your professional development?" (Showcase your learning agility and proactivity).

Portfolio Presentation Strategy:

• Concise & Impactful: Prepare a brief (5-10 minute) presentation highlighting 2-3 key achievements with clear, quantifiable results.
• Process-Oriented: For each achievement, explain the situation, your specific actions (emphasizing your sales process and methodology), and the measurable outcome.
• Tool Proficiency: Briefly mention how you utilized CRM and sales engagement tools to manage your pipeline and drive success.
• Figma Weave Relevance: If possible, frame one example around selling a complex or innovative solution, demonstrating your ability to handle new technologies.

📝 Enhancement Note: Interview preparation should focus on demonstrating not just sales acumen but also an understanding of sales operations, process efficiency, and how to leverage technology to achieve GTM objectives. Candidates should be ready to discuss their methodical approach to sales.

📌 Application Steps

To apply for this operations-aligned sales position:

• Submit your application through the provided link on the Greenhouse job board.
• Resume Optimization: Tailor your resume to highlight quantifiable sales achievements, experience with SaaS/software sales, pipeline generation success, and proficiency with CRM systems (e.g., Salesforce). Emphasize any experience selling technical solutions or working with AI-related products.
• Portfolio Preparation: Compile a concise portfolio or presentation that showcases your sales performance metrics, details your sales methodology, and provides case studies of successful sales cycles and pipeline management strategies.
• Company & Product Research: Thoroughly research Figma, its mission, its core products, and specifically the "Figma Weave" initiative. Understand their target SMB market, competitive landscape, and the value proposition of AI in design and creative workflows.
• Interview Practice: Practice articulating your sales process, value proposition delivery, and objection handling for AI-powered solutions. Prepare to discuss how you manage high-volume sales cycles efficiently.

⚠️ 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.