The Twenty Minute VC (20VC): Venture Capital | Startup Funding | The Pitch 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
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Mar 21, 2026 
Shaunt Voskanian, CRO at Figma and former Datadog sales leader, breaks down how Figma built a $1BN ARR revenue engine. He gets into why PLG still needs strategic sales, why customer success and SDRs are being rethought, when teams should step in earlier, and why quotas, hiring, and rep evaluation need a full reset.
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Why Shaunt Voskanian Says Quotas Are Made Up
- Shaunt Voskanian thinks quotas are partly philosophical, not a true risk-control system, because coverage math is often invented comfort.
- Figma now uses relatively easy quotas, around three to four times OTE, to reward hard strategic selling work.
Hire Deal Complexity Experience Over Industry Knowledge
- Hire for experience running complex multi-stakeholder deals over pure industry familiarity because smart reps can learn a market faster than deal craft.
- Shaunt Voskanian screens for grit through resume stability and a take-home disco-demo that exposes discovery skill and effort.
Miss The Hiring Plan Before Making A Weak Hire
- Backchannel references and look for candidates who feel all in by offer stage rather than using your process to shop leverage.
- Shaunt Voskanian would rather miss headcount than hire someone he expects to become only a solid B player.