Strategic Account Executive – Tokyo

About the role

We are looking for a Strategic Account Executive who will play a critical role driving sales and maximizing expansion opportunities with a defined list of top‑tier Enterprise customers. You will be responsible for targeting, building and nurturing positive relationships with key C‑level decision‑makers, understanding complex business needs, and delivering innovative solutions across our product suite.

Key responsibilities

• Manage a defined list of named strategic accounts to consistently meet or exceed quarterly and annual sales targets.
• Apply effective discovery and value‑selling techniques to build and strengthen C‑level relationships for every account in your book.
• Align with executives on business challenges and gain sponsorship for enterprise‑wide deployments for a suite of products, identifying where Figma’s roadmap and innovations fit in the long term.
• Conduct thorough analysis to create strategic account plans that outline company priorities and initiatives, multi‑threading at senior level to build on expansion opportunities.
• Co‑create with cross‑functional partners to expertly position Figma, drive deals forward and ensure customer success.
• Leverage opportunities to advance executive‑level relationships through in‑person meetings and networking opportunities.

Required profile

• Experience closing sales for a software or SaaS business with top‑tier Enterprise customers (5,000+ FTEs), selling to executives.
• Consistent performance meeting pipeline generation targets for net new business.
• Proven ability to manage complex sales cycles of nine months or longer.
• Proficiency in a sales methodology and process that creates value for customers.
• Native‑level Japanese and business‑level English communication skills.