Inside Figma's $1B ARR Machine | Shaunt Voskanian

The gist

1. Figma removed SDR roles and made account executives fully own pipeline generation, which creates clearer accountability and removes overlap between roles.
2. Teams are split into distinct motions like self-serve, SMB, mid-market, and enterprise early on, so reps focus on one job instead of many.
3. Voskanian sets quotas based on how hard the work is and what talent it requires, not by working backward from a revenue target.
4. When hiring, Figma favors candidates with complex, multi-stakeholder deal experience over industry knowledge, betting they can learn the vertical faster.