Figma enterprise reps focus on account expansion over net-new logos
Sean Boscanian · This is why I don't believe in sales quotas | Figma CRO · 20VC with Harry Stebbings · Mar 21, 2026 · at 19:56
Sean Boscanian is the Chief Revenue Officer at Figma. He details how Figma structures sales rep responsibilities around specific account mapping rather than traditional net-new prospecting.
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“The job of a sales rep, they get their book of accounts, right? And every year we've created more focus around them and we've done, we've had to do ruthless prioritization on like which accounts are we going to really go deep on. But once they get their accounts, the job is you map it out. You map out that org, and you basically have a vision of what is the best-in-class deployment of Figma look like, based on your understanding of this type of business, and where are they today? And that gap between those things is your job”
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