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
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. AGENDA: 04:33 - Are Great Sales Leaders Born or Trained? 06:55 - In a world of PLG, is sales less important than ever? 11:51 - Why does Shaunt not believe in traditional customer success teams? 14:31 - Does the role of the SDR survive in two years' time? 19:19 - When is the right time for sales to intercept in a PLG motion? 21:43 - How to Set Sales Quotas in a PLG AI Sales World? 31:19 - How has what you look for in sales hires changed over time? 42:54 - How do you judge sales performance if not on quota? 54:49 - Quick fire: Outdated sales tactic, What Role Dies, Best Sales AI Tool