Account Executive, Enterprise

Figma

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. If you're excited to shape the future of design and collaboration, join us! We are looking for an Enterprise Account Executive who will play a critical role driving sales and maximizing revenue with our Enterprise customers. You will be responsible for targeting, building and nurturing positive relationships with key executive level decision-makers, understanding complex business needs, and delivering innovative solutions across our product suite. This is an opportunity to accelerate your career, learn from leading sellers in the industry and build an incredible network of cross functional partners at Figma. WHAT YOU’LL DO AT FIGMA: * Create and manage a pipeline of Enterprise accounts to consistently meet or exceed quarterly and annual sales targets * Apply effective discovery and value-selling techniques to build and strengthen relationships with key decision-makers in both new and existing customers (5000+ FTEs) * 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 an executive level to build on expansion opportunities * Manage a book of business by tiering accounts and initiating techniques to save contractions * 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 WE'D LOVE TO HEAR FROM YOU IF YOU HAVE: * Experience closing sales, over multiple years, for a software or SaaS business with an Enterprise book of customers (5000+ FTEs), selling to executives * Consistent performance meeting pipeline generation targets for net new business * Demonstrated experience successfully managing complex sales cycles (6 months+) * A sales methodology and process that creates value for customers WHILE NOT REQUIRED, IT’S AN ADDED PLUS IF YOU ALSO HAVE: * Experience selling solutions to technical audiences at a strategic level (i.e. Engineering, Product, Design teams) * Demonstrated ability to succeed in a changing environment * Certified in deal qualification and prospect discovery At Figma, one of our values is Grow as you go. We believe in hiring smart, curious people who are excited to learn and develop their skills. If you’re excited about this role but your past experience doesn’t align perfectly with the points outlined in the job description, we encourage you to apply anyways. You may be just the right candidate for this or other roles. At Figma we celebrate and support our differences. We know employing a team rich in diverse thoughts, experiences, and opinions allows our employees, our product and our community to flourish. Figma is an equal opportunity workplace - we are dedicated to equal employment opportunities regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity/expression, veteran status, or any other characteristic protected by law. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. We will work to ensure individuals with disabilities are provided reasonable accommodation to apply for a role, participate in the interview process, perform essential job functions, and receive other benefits and privileges of employment. If you require accommodation, please reach out to accommodations-ext@figma.com. These modifications enable an individual with a disability to have an equal opportunity not only to get a job, but successfully perform their job tasks to the same extent as people without disabilities.  Examples of accommodations include but are not limited to:  * Holding interviews in an accessible location * Enabling closed captioning on video conferencing * Ensuring all written communication be compatible with screen readers * Changing the mode or format of interviews  To ensure the integrity of our hiring process and facilitate a more personal connection, we require all candidates keep their cameras on during video interviews. Additionally, if hired you will be required to attend in person onboarding. 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.

Databricks

SLSQ227R13 As an Enterprise Account Executive your mission will be to acquire and grow some of our focus customers in Databricks. You know how to sell within the FSI vertical domain and can guide deals forward to compress decision cycles. You love understanding a product in depth and are passionate about communicating its value to customers and partners. Always prospecting for new opportunities, you will close new accounts while growing our business in existing accounts. You will report to the Director, FSI Sales, Japan. The impact you will have: * You will secure new logos with strategic accounts in the FSI vertical. * You will create a focused and targeted logo acquisition strategy. * Expand Databricks use cases in existing and newly won accounts to maximize impact for customers. * Establish essential C-Level relationships, including Engineering, Platform, Architecture, and Data Science roles, who will, in turn, be your industry advocates. * You will build value in all engagements to guide successful negotiations. * You will plan, document, and drive the growth of Databricks usage for your customers. * You will develop a deep and detailed understanding of the customer's business. * Provide leadership to the customer, important staff, and technical teams. * Identify all important data use cases and buying centers in an opportunity, to increase the impact of Databricks in an organization. * Orchestrate and use Databricks teams and ecosystem partners to maximize your impact on your sales motions. What we look for: * 5+ years experience selling multi-million dollar complex software deals to the region's most recognizable organizations within the Enterprise segment. * Selling experience to the Enterprise FSI customers in Japan. * Knowledge of segment priorities, buying processes, buying cycles, decision-making process, and the ecosystem * Background of selling usage-based SaaS solutions, or other Data/ AI/ML technologies. * 5+ years of experience in sales methodologies and processes, e.g. account planning, MEDDPICC, value selling, and Command of the Message. * 5+ years of experience in hunting in a greenfield space while also consulting with existing accounts to expand further use. * Build customer champions and collaborative teams to support the implementation of the expansion plan. * Understanding of how to develop a clear partner strategy and manage it to success. About Databricks Databricks is the data and AI company. More than 10,000 organizations worldwide — including Comcast, Condé Nast, Grammarly, and over 50% of the Fortune 500 — rely on the Databricks Data Intelligence Platform to unify and democratize data, analytics and AI. Databricks is headquartered in San Francisco, with offices around the globe and was founded by the original creators of Lakehouse, Apache Spark™, Delta Lake and MLflow. To learn more, follow Databricks on Twitter, LinkedIn and Facebook. Benefits At Databricks, we strive to provide comprehensive benefits and perks that meet the needs of all of our employees. For specific details on the benefits offered in your region click here. Our Commitment to Diversity and Inclusion At Databricks, we are committed to fostering a diverse and inclusive culture where everyone can excel. We take great care to ensure that our hiring practices are inclusive and meet equal employment opportunity standards. Individuals looking for employment at Databricks are considered without regard to age, color, disability, ethnicity, family or marital status, gender identity or expression, language, national origin, physical and mental ability, political affiliation, race, religion, sexual orientation, socio-economic status, veteran status, and other protected characteristics. Compliance If access to export-controlled technology or source code is required for performance of job duties, it is within Employer's discretion whether to apply for a U.S. government license for such positions, and Employer may decline to proceed with an applicant on this basis alone.

Databricks

SLSQ227R241 As an Enterprise Account Executive - Hunter, your primary mission will be to identify, acquire, and grow new business opportunities across multiple industries.  This role is focused on securing new logos and driving revenue growth by targeting Enterprise accounts in diverse sectors. You are a proactive "hunter" who thrives on building relationships, navigating complex sales cycles, and closing high-value deals. You will work closely with cross-functional teams to deliver tailored solutions that address client needs and establish long-term partnerships. You will report to the Director, Sales in Japan. The impact you will have: * Secure new Enterprise accounts across multiple industries, creating a strong foundation for long-term partnerships. * Develop and execute a focused strategy for identifying and winning high-potential accounts in untapped markets. * Identify and close quick wins while managing longer, complex sales cycles. * Plan, document, and drive the growth of Databricks usage in newly won accounts to maximize customer impact. * Establish essential C-Level relationships, including Engineering, Platform, Architecture, and Data Science roles, who will, in turn, be your industry advocates. * Use a solution-based approach to selling and creating value for customers. * Develop a deep and detailed understanding of the customer's business. * Provide leadership to the customer, important staff, and technical teams. * Identify all important data use cases and buying centers in an opportunity, to increase the impact of Databricks in an organization. * Orchestrate and use Databricks teams and ecosystem partners to maximize your impact on your sales motions. What we look for: * 5+ years of experience selling multi-million dollar complex software deals to the region's recognizable organizations within the Enterprise segment. * Knowledge of segment priorities, buying processes, buying cycles, decision-making process, and the ecosystem * Background in selling usage-based PaaS/ SaaS solutions, or other Data/ AI/ML technologies. * 5+ years of experience in sales methodologies and processes, e.g. account planning, MEDDPICC, value selling, and Command of the Message. * 5+ years of experience in hunting in a greenfield space while also consulting with existing accounts to expand further use. * Build customer champions and collaborative teams to support the implementation of the expansion plan. * Understanding of how to develop a clear partner strategy and manage it successfully. Enterprise Account Executive - Hunterとして、あなたは主なミッションは複数の業界に属する顧客において新しいビジネスチャンスを特定し、獲得し、成長させることです。このロールは新規顧客を獲得し、エンタープライズ顧客におけるターゲットの売上拡大を促進することに重点を置いています。 あなたは、お客様とのリレーションを構築し、複雑な販売サイクルの中で大規模な取引を成立させることに成功する、積極的な「ハンター」です。部門横断のチームと緊密に連携し、お客様のニーズに対応したソリューションを提供し、長期的なパートナーシップを確立していただきます。日本の Sales Director 配下となります。 期待されるインパクト： * 複数の業界にわたる顧客を獲得し、長期的なパートナーシップのための強力な基盤を構築する。 * 未開拓の市場で潜在力の高い顧客を特定し、獲得するための焦点を絞った戦略を開発および実行する。 * 複雑かつ長期の販売サイクルをコントロールし、早期の案件を発掘し獲得する。 * 新規に獲得した顧客におけるビジネス効果を最大化するため、Databricksの利用拡大を計画、推進する。 * エンジニアリング、プラットフォーム、アーキテクチャ、データ サイエンスの役割を含む重要な経営幹部レベルの関係を確立し、業界のアドボケイトとなる。 * ソリューションアプローチにより販売し、顧客価値を創出する。 * 顧客のビジネスを深く詳細に理解する。 * 顧客、組織、技術チームに対してリーダーシップを発揮する。 * 顧客の組織内でのDatabricksのインパクトを高めるために、案件における全ての重要なデータのユースケースと利用部門を特定する。 * Databricksチームとエコシステムパートナーを連携し、ビジネスへのインパクトを最大化する。 求める人材: * エンタープライズの著名な組織に数億円規模の複雑なソフトウェア取引を販売した 5 年以上の経験。 * 優先セグメント、購入プロセス、購入サイクル、意思決定プロセス、エコシステムに関する知識。 * 従量制の PaaS/SaaS ソリューション、またはその他のデータ/AI/ML テクノロジーを販売した経験。 * 営業メソッドおよびプロセスにおける 5 年以上の経験。 例）アカウントプランニング、MEDDPICC、バリューセリング、Command of the Message。 * 未開拓市場のハンター営業およびさらなる利用拡大のための既存顧客へのコンサルティングにおける 5 年以上の経験。 * 拡大計画の実行をサポートする顧客のチャンピオンと協同チームの発掘。 * 明確なパートナー戦略の策定とそれを成功に導く方法に関する理解。 About Databricks Databricks is the data and AI company. More than 10,000 organizations worldwide — including Comcast, Condé Nast, Grammarly, and over 50% of the Fortune 500 — rely on the Databricks Data Intelligence Platform to unify and democratize data, analytics and AI. Databricks is headquartered in San Francisco, with offices around the globe and was founded by the original creators of Lakehouse, Apache Spark™, Delta Lake and MLflow. To learn more, follow Databricks on Twitter, LinkedIn and Facebook. Benefits At Databricks, we strive to provide comprehensive benefits and perks that meet the needs of all of our employees. For specific details on the benefits offered in your region click here. Our Commitment to Diversity and Inclusion At Databricks, we are committed to fostering a diverse and inclusive culture where everyone can excel. We take great care to ensure that our hiring practices are inclusive and meet equal employment opportunity standards. Individuals looking for employment at Databricks are considered without regard to age, color, disability, ethnicity, family or marital status, gender identity or expression, language, national origin, physical and mental ability, political affiliation, race, religion, sexual orientation, socio-economic status, veteran status, and other protected characteristics. Compliance If access to export-controlled technology or source code is required for performance of job duties, it is within Employer's discretion whether to apply for a U.S. government license for such positions, and Employer may decline to proceed with an applicant on this basis alone.