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. On average enterprise rep here might have 3 to 4x their OTE for a quota. Focus and specialization as early as possible.”

“Probably my hottest take on sales performance, which is not a new thing. I've said this for a very long time, is I kind of don't care if you as a rep hit your quota or not. Also, the other reasons for this is I just think it's too much of a lagging indicator. I think what my fear is it creates lazy leadership. What if we're performance managing based on the idea that someone got to their number or didn't get to their number at the end of a month, quarter, or year.”

“Our philosophy now at Figma is the opposite, which is we want to have really aggressive, as in relatively easy quotas compared to what's out there in industry standard, because the work is hard and it's strategic, and we want to really reward people that are doing that great work. We also realize the population of people that are capable of doing it is smaller. So our average enterprise rep here might have 3-4x their OTE for a quota, and we're happy with that.”

“I have usually a pretty visceral reaction to people who are super jumpy, you know, in terms of a resume. Exactly, like 12 months here, 18 months here, 12 months there. There's so many reasons why people would encourage me to have more of an open mind for it, and I get all of that. But generally speaking, when you're doing this at scale, I don't, actually, I think it's total bullshit.”

“If those are the two options to choose from, I would take the person with the experience doing the deal, because I think the industry experience, you can teach to the person who's got the right willingness to learn and the curiosity. I'm making a bit of an assumption that with those two choices, the person who's done the really big deal hasn't just got a bluebird, that they've managed multi-stakeholder, long sales cycle, have to build a lot of champions, have to get to EBs, they're likely leveraging something like COM, and they're using MEDIC. And I think, generally speaking, smart people can learn industries and landscapes in a shorter period of time.”

“Sending gifts. I mean, I've never understood it, to be honest with you. I think I have like a pile of gifts that are sitting in some office in San Francisco that I don't occupy right now for me, but like it just feels so transparent to me. It's called a bribe. Yeah, like I don't, it just feels like it to me. I don't get it.”

“I think for an enterprise rep, one of the things we want to do is as quickly as possible. Even before we teach them all the product stuff and the sales skills, which hopefully they're bringing some with them, we want to get them into their account and their territory. First thing, throw them into the fire. You've got one or two accounts and these are accounts that are spending a lot. There's so much work to be done.”

“I have like super high bar in patience for the people that are doing all the right things, but it's not clicking yet. And I have a very low bar for the people who are not exhibiting the will because that's just so, I feel like it's so in our individual control. You might not be able to control the quota. You might not be able to control, do we give you the right enablement or not? But you can control your attitude and how you show up every day. And if that is not there, I have no patience.”

“I think it's anything like that that suggests mercenary versus missionary and look, we're all in sales, like there's little mercenary in all of us and I get it. But I think the best people actually know that if you're prioritizing those things, the money comes. I think in fact, some of the people who've been the best earners that I've been around in past 10 years, they haven't been the ones that were focused on, I got to maximize my W2. In fact, I've seen people who when they're chasing that, it goes the other direction.”