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 Mercen...