Enterprise Account Executive – Tokyo

About the role

Figma is seeking an Enterprise Account Executive to drive sales and revenue growth with large‑scale customers in Japan. You will build relationships with senior decision‑makers, understand complex business challenges, and position Figma’s suite of design and collaboration tools as strategic solutions.

Key responsibilities

• Create and manage a pipeline of enterprise accounts to consistently meet or exceed quarterly and annual sales targets.
• Apply discovery and value‑selling techniques to strengthen relationships with executives in organizations of 5,000+ employees.
• Align with executives on business challenges, secure sponsorship for enterprise‑wide deployments, and map Figma’s roadmap to long‑term needs.
• Develop strategic account plans, multi‑thread at the executive level, and identify expansion opportunities.
• Tier accounts, implement techniques to prevent contractions, and manage the overall book of business.
• Collaborate with cross‑functional partners to position Figma, drive deals forward, and ensure customer success.
• Advance executive relationships through in‑person meetings and networking events.

Required profile

• Multiple years of experience closing SaaS or software sales with enterprise customers (5,000+ employees), selling to executives.
• Consistent track record meeting pipeline generation targets for new business.
• Proven ability to manage complex sales cycles of six months or longer.
• Use of a sales methodology that creates clear value for customers.