Account Executive, Mid-Market (Sydney, Australia)

📋 Description

• Create and manage a pipeline of Mid-Market accounts to meet sales targets
• Apply discovery and value-selling to senior decision-makers in new and existing customers
• Align with executives on business challenges for enterprise deployments
• Develop account plans with senior-level collaboration to identify expansion opportunities
• Manage a book of business by tiering accounts and protecting deals
• Co-create with cross-functional partners to position Figma and drive deals

🎯 Requirements

• Experience closing SaaS sales with a book of customers (<2000 FTEs) to executives
• Consistent performance hitting revenue and pipeline targets
• Experience selling to technical executives (Engineering, Product, Design)
• Proven ability to build territory plans and generate self-sourced pipeline
• Demonstrated experience managing complex sales cycles (3-9 months)
• Experience expanding existing relationships with land-and-expand motions