20Sales: Inside Figma's $1BN ARR Revenue Machine | Why We Do Not Have Customer Success or SDRs | Why I Do Not Believe in Sales Quotas with Shaunt Voskanian, CRO @ Figma

We don't actually have a traditional CS team. We also don't have traditional SDRs. My perspective is quotas are kind of made up. An average enterprise rep here might have 3 to 4x their OTE for a quota. Focus and specialization as early as possible.

This is 20 sales with me, Harry Stebbings. Now 20 Sales is the monthly show where we sit down with the best sales leaders to unpack how they hire, train and retain the best sales talent. Today we have Shaunt Vosganian joining us in the hot seat. Sean is the CRO Chief Revenue Officer at Figma where we discuss how to build a sales machine on top of a PLG motion. But before we dive into the show today, a quick shout out to a company I've been genuinely blown away by and have been tracking closely, ROX.

I've been watching this team closely and the speed they're operating at and the level of applied AI talent they've assembled, it's honestly remarkable. ROX is pioneering revenue agents for the global 2000. plugged into your data warehouse and CRM and delivering board-level ROI in just 90 days. These sales and revenue agents handle the end-to-end sales process for large enterprises from research prep to deal risk, outreach, and opportunity management. So sellers spend more time with customers and less time in tools.

We already have this episode, so unlocking it is cheap and permanent: the full transcript (63 minutes, 12,655 words), segment and word-level timestamps, and .txt, .srt, .vtt and word-level JSON downloads, as many times as you like, forever.

No account needed, we create one from your checkout email. With credits it is 1 credit; packs start at 10 episodes for $5, and monthly plans are cheaper still.