Inside Figma's $1B ARR Machine | Shaunt Voskanian

ℹ️ EPISODE INFO

Released

March 21, 2026

Duration

1h 5m

Channel

The Twenty Minute VC

Watch on YouTube

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📝 EPISODE DESCRIPTION

Shaunt Voskanian is the CRO @ Figma, where he has scaled the sales machine to over $1BN in ARR and over 400 people. Prior to Figma, Shaunt was Senior VP of Global Sales at Datadog where he scaled the revenue org to $1BN in ARR. ----------------------------------------------- Timestamps: 00:00 Intro 00:52 How Shaunt Fell Into Sales 02:53 The #1 Trait to Succeed in Sales: Curiosity vs. Being Prescriptive 04:31 Is Sales Less Important in a PLG World? 06:56 How Figma's Sales Motion Evolved From PLG to Outbound 11:29 Is the Seat-Based Pricing Model Dead? 13:22 Does the SDR Role Still Have a Future? 16:37 Why Focus & Specialization Is the Key to a Great Sales Team 18:32 When to Intercept a PLG Customer and Convert Them 21:56 How to Think About Sales Quotas 25:29 Why Figma Gives Reps Low Quotas for Hard Strategic Work 26:57 Deal Experience vs. Industry Experience: Which Hire Wins? 27:56 What Shaunt Looks for When Hiring Sales Reps 33:48 Slow Hire vs. Fast Hire: Which Is Better? 37:53 Mercenary vs. Missionary: The Red Flag He Always Misses 39:36 How to Ramp New Sales Reps Effectively 52:50 Is There a Place for the Lone Wolf Rep? 54:58 How to Set Quotas at an Early-Stage Company 56:18 When to Fire a Struggling Rep vs. Give Them More Time 58:02 When and How to Verticalise a Sales Team ----------------------------------------------- Subscribe on Spotify: https://open.spotify.com/show/3j2KMcZTtgTNBKwtZBMHvl?si=85bc9196860e4466 Subscribe on Apple Podcasts: https://podcasts.apple.com/us/podcast/the-twenty-minute-vc-20vc-venture-capital-startup/id958230465 Follow Harry Stebbings on X: https://twitter.com/HarryStebbings Follow Shaunt Voskanian on X: https://twitter.com/Shauntvoskanian Follow 20VC on Instagram: https://www.instagram.com/20vchq Follow 20VC on TikTok: https://www.tiktok.com/@20vc_tok Visit our Website: https://www.20vc.com Subscribe to our Newsletter: https://www.thetwentyminutevc.com/contact ----------------------------------------------- #20vc #harrystebbings #figma #sales

🎤 SPEAKERS

• Shaunt Voskanian

  guest

  Chief Revenue Officer at Figma, leading go-to-market and revenue growth.

• Harry Stebbings

  host

  Founder and host of The Twenty Minute VC (20VC), interviewing startup and venture leaders.

🧾 EPISODE SUMMARY

In this episode of The Twenty Minute VC, featuring Shaunt Voskanian and Harry Stebbings, Inside Figma's $1B ARR Machine | Shaunt Voskanian explores how Figma builds enterprise growth atop PLG with outbound sales Figma evolved from largely upgrading self-serve users to a majority-outbound motion that targets expansion within an already massive customer base using prescriptive, insight-led selling.

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