Kyle Parrish, VP of Sales at Figma, discusses maintaining team discipline and focus despite Figma's rapid growth and recent $10 billion valuation.
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“You know, we're now a ten billion dollar company with the most recent fundraise, but we also genuinely think that that's just the floor. I mean, Figma is going to be a massive company and we're just getting started.”
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More from Kyle Parrish
Disclosure
Figma maintains a strict zero-discounting policy on its product
“We don't discount the product. It's something we've held to really strongly.”
Kyle ParrishDec 8, 2021▶ 34:1920 Sales: When To Hire Your Head of Sales/ First Reps, What To Look for in 10x Sales Candidates, How To Structure The Hiring Process, How To Onboard New Reps Efficiently, How To Set First Quotas and more with Kyle Parrish, Figma's VP Sales
Insight
Founder-led sales is inherently unscalable and unrepeatable
“Founder-led sales isn't scalable. It's not repeatable”
Kyle ParrishDec 8, 2021▶ 6:0620 Sales: When To Hire Your Head of Sales/ First Reps, What To Look for in 10x Sales Candidates, How To Structure The Hiring Process, How To Onboard New Reps Efficiently, How To Set First Quotas and more with Kyle Parrish, Figma's VP Sales
Insight
Hire a sales leader before expanding to three or more reps
“I think if you have hit some level of product market fit, you're seeing traction. You know that there is a market to go grab, and it's a speed game. And like, we need to go do it fast. And you're like, I think that we can support having five salespeople, even,…”
Kyle ParrishDec 8, 2021▶ 6:3620 Sales: When To Hire Your Head of Sales/ First Reps, What To Look for in 10x Sales Candidates, How To Structure The Hiring Process, How To Onboard New Reps Efficiently, How To Set First Quotas and more with Kyle Parrish, Figma's VP Sales
Insight
Hiring big-tech sales veterans is often a mistake for early startups
“Some founders get, you know, really, really star eyed around, Oh, they were at Salesforce for 15 years. There's such a great fit for my 40 employee startup to come and build sales or come and be the first rep. And I'm not saying that they couldn't be, but gene…”
Kyle ParrishDec 8, 2021▶ 20:0720 Sales: When To Hire Your Head of Sales/ First Reps, What To Look for in 10x Sales Candidates, How To Structure The Hiring Process, How To Onboard New Reps Efficiently, How To Set First Quotas and more with Kyle Parrish, Figma's VP Sales
AssertionNot checkable as stated
Parrish completed 19 interviews in three days to join Dropbox
“Three days, 19 interviews later, I ended up getting the job at Dropbox”
Kyle ParrishDec 8, 2021▶ 4:2720 Sales: When To Hire Your Head of Sales/ First Reps, What To Look for in 10x Sales Candidates, How To Structure The Hiring Process, How To Onboard New Reps Efficiently, How To Set First Quotas and more with Kyle Parrish, Figma's VP Sales
Insight
Founder passion and technical aptitude are critical to reach $2M ARR
“That passion, that conviction, and you know, the technical aptitude and exposure in terms of like what you're trying to do and go build. I think it's critical in getting whatever your first 500 K, your first two million ARR.”
Kyle ParrishDec 8, 2021▶ 5:3320 Sales: When To Hire Your Head of Sales/ First Reps, What To Look for in 10x Sales Candidates, How To Structure The Hiring Process, How To Onboard New Reps Efficiently, How To Set First Quotas and more with Kyle Parrish, Figma's VP Sales
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