Keep pulling the thread on Sean Boscanian.
Figma does not operate a traditional Customer Success (CS) team.
Figma does not employ a traditional Sales Development Representative (SDR) team.
Figma sets sales quotas for its enterprise representatives at approximately 3 to 4 times their On-Target Earnings (OTE).
The majority of Figma's sales team activity is now outbound, primarily targeting expansion within its existing customer base.
Figma's current sales focus has shifted towards driving adoption of new products, which often involves engaging new personas within existing customer organizations.
Sean Boscanian states that Figma's business data does not support the narrative that seat-based pricing models are dead.
Figma recently increased its net retention rate by five percentage points, from 131% to 136%.
Figma plans to introduce a usage-based pricing model for its AI features, which will be monetized through a credit system.
Figma's go-to-market is structured into three distinct businesses: self-serve, a Product-Led Growth (PLG) motion for SMBs (0-500 employees), and a sales-led motion for mid-market, enterprise, and strategic accounts.
Sean Boscanian believes that sales quotas are often arbitrarily set ("made up") and do not reliably de-risk a company's annual financial targets.
Figma's current philosophy is to set relatively low sales quotas compared to industry standards to reward the difficult, strategic work required of its sales team.
Figma plans to continue increasing its sales headcount to expand its strategic work with customers, a strategy supported by CEO Dylan Field.