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.
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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
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