The Twenty Minute VCThis is why I don't believe in sales quotas | Figma CRO
Episode Details
EPISODE INFO
- Released
- March 21, 2026
- Duration
- 1h 5m
- Channel
- The Twenty Minute VC
- Watch on YouTube
- ▶ Open ↗
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
guestChief Revenue Officer at Figma, leading go-to-market and revenue growth.
Harry Stebbings
hostFounder 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, This is why I don't believe in sales quotas | Figma CRO 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.
RELATED EPISODES
