This is why I don't believe in sales quotas | Figma CRO

· business · Source ↗

Summary based on the YouTube transcript and episode description.

Figma CRO Shaunt Voskanian explains why enterprise reps get 3-4x OTE quotas and why he killed traditional CS and SDR teams.

  • Figma has no traditional CS team and no traditional SDR team; AEs own all pipeline generation and expansion.
  • Enterprise reps carry only 3-4x OTE as quota — deliberately low — because the strategic work is hard and the talent pool is small.
  • Figma’s sales motion is now majority outbound, but outbound into an existing half-million-customer base, not net-new logos.
  • Net revenue retention jumped from 131% to 136% in one quarter; Figma is adding AI credit-based monetization on top of seats.
  • Voskanian evaluates reps on behaviors and competencies (PG effectiveness, discovery quality, pipeline management) not quota attainment, calling quota a lagging indicator that creates lazy leadership.
  • Deal-size experience beats industry experience when hiring: smart people can learn an industry faster than they can learn to run complex multistakeholder deals.
  • Resume job-hopping (12–18 month stints repeatedly) is a near-automatic disqualifier at scale.
  • Figma is actively rebuilding onboarding into in-person classroom format after drifting to remote during COVID.

2026-03-21 · Watch on YouTube

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