The Twenty Minute VC (20VC): Venture Capital | Startup Funding | The Pitch · Harry Stebbings

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

March 21, 2026·1 hr 3 min·5 clips

Figma's CRO explains why they have no customer success team or SDRs, defying standard sales playbooks.

Shaunt Voskanian, CRO at Figma, discusses building a sales machine on top of a product-led growth motion, including why Figma lacks traditional customer success and SDR teams, his controversial views on sales quotas, and strategies for hiring and managing sales talent in a PLG environment.

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