Inside Figma's $1B ARR Machine
20VC with Harry Stebbings·2026-03-21 15:01
We don't actually have a traditional CS team. We also don't have traditional STRs. My perspective is quotas are kind of made up.Today we have Sha Boscanian joining us in the hot seat. Sha is a CRO, chief revenue officer at Figma, where we discuss how to build a sales machine on top of a PLG motion. An average enterprise rep here might have 3 to 4x their OTE for a quota.And we're happy with that. Focus and specialization, no question, as early as possible. Now, if we're talking about verticalization,. ...