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** (0:00)
We don't actually have a traditional CS team. We also don't have traditional SDRs. My perspective is quotas are kind of made up. On average enterprise rep here might have 3 to 4x their OTE for a quota. Focus and specialization as early as possible.

**Harry Stebbings** (0:16)
This is 20 Sales with me, Harry Stebbings. Now, 20 Sales is the monthly show where we sit down with the best sales leaders to unpack how they hire, train and retain the best sales talent. Today, we have Shaunt Voskanian joining us in the hot seat. Shaunt is the CRO, Chief Revenue Officer at Figma, where we discuss how to build a sales machine on top of a PLG motion. But before we dive into the show today, a quick shout out to a company I've been genuinely blown away by and have been tracking closely, ROKS. I've been watching this team closely in the speed they're operating at and the level of applied AI talent they've assembled. It's honestly remarkable. ROKS is pioneering revenue agents for the global 2000 Plugged into your data warehouse and CRM and delivering board-level ROI in just 90 days. These sales and revenue agents handle the end-to-end sales process for large enterprises, from research prep to deal risk, outreach and opportunity management. So sellers spend more time with customers and less time in tools. This isn't another productivity app. Christ, we've all had enough of those. ROKS gives reps a single interface on top of their GTM stack, powered by a knowledge graph across your internal and external data. So if you want to boost AE productivity, increase revenue per rep and consolidate your stack, try ROKS at roks.com/sign up. And speaking of great companies, we have to talk about Monaco. For years, I've watched some of the best founders in early go-to-market teams struggle with sales. Too many CRMs, too many point solutions, too much manual work. Well, that changes with Monaco. Monaco replaces your legacy CRM and fragmented sales stack with a single AI native platform. Monaco's agents automatically build and score your entire TAM, lay it in real-time signals, create and run outbound sequences, schedule calls and record and transcribe meetings. Your pipeline practically manages itself. Monaco creates reminders, dross, follow-up emails for you, and keeps deals moving forward. So that means more meetings, higher conversion rates and faster revenue growth. If you're an early-stage startup, tired of duct-taping sales tools together and looking to grow revenue faster, check out Monaco at monaco.com. While Monaco runs your sales pipeline, Framer runs your website. A website should help your business grow, not slow it down. If updates to your.com feel harder than they should, Framer is the shortcut you've been looking for. Framer is an enterprise-grade, no-code website builder that works like your team's favorite design tool, and it's used by companies like Perplexity, Miro, Mixpanel to move faster. Designers and marketers can fully own the site with real-time collaboration, a robust CMS built for SEO, and advanced analytics that include integrated A-B testing, so you're not just shipping pages, but you're maximizing what works. And when you're ready to ship, changes go live in seconds with one click. Publish, without relying on engineering. Plus, Framer is built for scale, with premium hosting, enterprise-grade security, and 99.99% uptime SLAs. Whether you want to launch a new site, test a few landing pages, or migrate your full.com, Framer has programs for startups, scale-ups, and large enterprises to make going from idea to live site fast. Learn how you can get more out of your.com from a Framer specialist, or get started building for free today at framer.com/20vc for 30% off, 30% off a Framer Pro annual plan. That's framer.com/20vc for 30% off.
framer.com/20vcrules and restrictions may apply. You have now arrived at your destination. Sean, it is so good to have you on the show, dude. I said I'm so lucky in the way that like I get to interview the coolest people. And like Figma as a product is incredible. The machine that you've built is awesome. I'd just love to start on you and like the love of sales. When did you know that you loved sales? Was there a, this is my career?

**Shaunt Voskanian** (4:16)
It happened kind of by accident when I was going to school, graduating high school, thinking about college. I mean, there was obviously the sales profession, but it wasn't something you really studied. I ended up going to school at BU. I was studying advertising. The summer after my freshman year, we had to get a summer job. And I remembered just like the year before, I got my very first cell phone. So this is back, you know, 2000 Cell phones were becoming a thing. You didn't have them when you were much younger than that. And I remember when I got my phone, it was in a mall. It was in one of those kiosks. And I remember asking the woman to work there. I was like, hey, how did you get this job? She was like, well, I'm a law student and this is a way to make extra money and you can do really well. And I was like, I wonder if like I could do that. So, you know, I went to the same kiosk in the mall, met this guy who was working there. And I said, hey, how does one get a job like this? I have no idea, but I'm home for the summer. I'm looking for work. He said, well, why don't you start by just like writing down some information here about yourself? So gave me this piece of paper. I wrote down my name, my address, my phone number. He's like, OK, great. You start Tuesday. I was like, what do you mean? He's like, yeah, cool. You're hired, man. Like and I showed up Tuesday. He handed me some pamphlets. He was like, these are the planes you want to sell and you make money. These are the ones you don't want to sell. No one cares about the phones. You sell whatever is in the in the bin.