Account Executive, SMB – Tokyo

About the role

Figma is growing its team of passionate creatives and builders on a mission to make design accessible to all. The company’s platform helps teams bring ideas to life, from brainstorming to prototyping and code translation. We are looking for an Account Executive, SMB who will generate new business and handle inbound prospects in the Tokyo territory.

Key responsibilities

• Create and manage a pipeline of SMB accounts from inbound and outbound activity to meet or exceed quarterly and annual sales targets.
• Apply discovery and value‑selling techniques to build relationships with key decision‑makers in new and existing customers (under 500 FTEs).
• Align with decision‑makers to identify where Figma’s roadmap and innovations can solve business challenges.
• Conduct analysis to tier and prioritize accounts in large volumes.
• Position Figma and engage cross‑functional partners to drive deals forward.
• Leverage in‑person meetings and networking opportunities to advance relationships.

Required profile

• Experience with a structured sales or outbound program, such as an SDR or AE role.
• Proven track record closing SaaS or software sales in an outbound function.
• Consistent performance meeting pipeline generation targets for net new business.
• Experience managing high‑volume sales cycles of 1‑3 months.
• Native‑level proficiency in Japanese.