{"podcast":{"title":"The Twenty Minute VC (20VC): Venture Capital | Startup Funding | The Pitch","slug":"twenty-minute-vc","podcast_index_feed_id":938150,"rss_url":"https://thetwentyminutevc.libsyn.com/rss","website_url":"http://www.thetwentyminutevc.com/","image_url":"https://static.libsyn.com/p/assets/d/2/b/a/d2ba673c1d134c2be55e3c100dce7605/WhatsApp_Image_2024-10-28_at_11.39.21.jpeg","author":"The Twenty Minute VC","episode_count":1462,"summary":"The Twenty Minute VC (20VC) interviews the world's greatest venture capitalists with prior guests including Sequoia's Doug Leone and Benchmark's Bill Gurley. Once per week, 20VC Host, Harry Stebbings is also joined by one of the great founders of our time with prior founder episodes from Spotify's Daniel Ek, Linkedin's Reid Hoffman, and Snowflake's Frank Slootman. If you would like to see more of The Twenty Minute VC (20VC), head to www.20vc.com for more information on the podcast, show notes, resources and more.","last_synced_at":null,"page_url":"https://stenobird.com/podcast/twenty-minute-vc"},"episode":{"title":"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","slug":"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","published_at":"2026-03-21T07:07:00+00:00","page_url":"https://stenobird.com/podcast/twenty-minute-vc/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","show_page_url":"https://stenobird.com/podcast/twenty-minute-vc","url":"https://thetwentyminutevc.libsyn.com/20sales-inside-figmas-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","audio_url":"https://traffic.libsyn.com/secure/thetwentyminutevc/Shaunt_Voskanian__Figma.mp3?dest-id=240976","summary":"Figma's CRO Shaunt Voskanian reveals how the company scaled to $1BN ARR by abandoning traditional SDR and Customer Success roles. The discussion explores the intersection of Product-Led Growth (PLG) and enterprise sales motion.","meta_description":"Learn how Figma scaled to $1BN ARR without traditional SDRs or Customer Success teams, focusing on PLG, sales hiring, and performance metrics.","key_points":["Main idea: Figma utilizes a hybrid model where SMB follows a pure PLG motion, while mid-market and enterprise are driven by a specialized sales-led approach","Practical takeaway: Use product usage gaps as a proactive education tool rather than relying on traditional customer success interventions","Failure mode: Avoid hiring based solely on negotiation skills; look for 'all-in' candidates who demonstrate curiosity and perseverance during the interview process","Main idea: Sales quotas are secondary to evaluating a rep's ability to translate enablement into meaningful customer conversations","Practical takeaway: In a PLG environment, AEs must take direct responsibility for driving expansion and adoption within their existing accounts"],"chapters":[{"start_ms":60000,"title":"The Future of Revenue Agents","summary":"An exploration of how AI-driven revenue agents are automating the end-to-end sales process from research to opportunity management."},{"start_ms":340000,"title":"The Core of Sales Success","summary":"Advice on the fundamental importance of curiosity and understanding the customer persona in a successful sales career."},{"start_ms":630000,"title":"Closing the Usage Gap","summary":"How Figma uses the discrepancy between actual and ideal product usage to proactively educate and expand their customer base."},{"start_ms":910000,"title":"The Evolution of the SDR","summary":"A debate on whether the SDR role remains valuable in a PLG world and where they add true incremental value."},{"start_ms":1200000,"title":"Segmenting the Sales Motion","summary":"Defining the boundaries between SMB PLG motions and the traditional SaaS sales approach used for enterprise accounts."},{"start_ms":1480000,"title":"Hiring for Personality and Grit","summary":"Why training and the right personality traits are more critical than innate talent when building a scalable sales team."},{"start_ms":1760000,"title":"Evaluating Sales Talent","summary":"Using discovery challenges and product perseverance as key indicators of a candidate's potential success."}],"topics":["Product-Led Growth","SaaS Sales Strategy","Revenue Operations","Sales Hiring","Enterprise Sales","Customer Success","Sales Enablement","Figma"],"duration_seconds":3770,"processing_state":"processed","actions":[{"name":"request_transcript","method":"POST","url":"https://stenobird.com/v1/public/podcasts/twenty-minute-vc/episodes/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/transcription-requests","description":"Idempotently request low-priority transcript generation for this episode."},{"name":"read_markdown","method":"GET","url":"https://stenobird.com/podcast/twenty-minute-vc/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.md","description":"Read the agent-friendly Markdown representation of this episode resource."}]}}