Account Executive, Federal - State & Local

We are looking for an Account Executive, Federal - State & Local to drive new business and expand Figma’s presence across State & Local government agencies. As the first dedicated State & Local Account Executive at Figma, you will help define Figma’s initial go-to-market approach for State & Local government, establishing the strategies, process, and best practices that will guide future sales hires.

This role requires proactive pipeline generation, strategic account management, and the ability to navigate complex State & Local buying processes. You will work closely with Design, Product, Engineering, and IT leaders to understand their priorities, demonstrate Figma’s value, and grow adoption across their organizations. This is an opportunity to help shape Figma’s State & Local sales strategy, learn from leading sellers, and build a strong network of cross-functional partners.

This is a full-time role that can be held from our San Francisco hub or remotely within the Pacific US time zone.

What you’ll do at Figma:

• Own a named book of State & Local accounts, driving acquisition, expansion, and retention to exceed quarterly and annual sales targets


• Build pipeline through outbound prospecting, territory planning, account mapping, partner collaboration, and public sector engagement


• Develop strategic account plans aligned with agency priorities, funding sources, budget cycles, and purchasing timelines


• Lead multi-stakeholder sales cycles, building executive sponsorship and internal champions while navigating security, accessibility, and SLED procurement requirements


• Partner with Solutions Engineering, Customer Success, Marketing, and channel teams to demonstrate value, advance opportunities, and drive adoption


• Win foundational government customers, establishing reference accounts and success stories that define Figma’s value across State & Local government


• Own RFP strategy and proposal execution, mobilizing internal stakeholders under tight deadlines to win competitive government bids


• Make accessible citizen experiences central to the value story, showing how Figma helps agencies modernize digital service delivery and better serve their communities