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.

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.

• 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

• 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

Annual Base Salary Range: $211,000—$264,000 USD

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.

Apply via the Figma Greenhouse job posting. If you require accommodation, please reach out to accommodations-ext@figma.com. 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.