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

Figma's CRO, Shaunt Voskanian, discusses building a sales machine on top of a product-led growth (PLG) motion. He emphasizes the importance of curiosity and being prescriptive in enterprise tech sales, balancing the need to understand customer situations with providing valuable insights. Voskanian details Figma's evolution from a self-service model to a sales-led approach, highlighting the shift towards outbound strategies within an existing customer base. He also shares his perspective on quotas, viewing them as a philosophical tool to incentivize desired work rather than a guaranteed revenue predictor. The conversation explores strategies for creating champions within customer bases, the role of sales development reps (SDRs), and the increasing importance of specialization within sales teams.