Demos test candidate perseverance while discovery reveals curiosity, says Boscanian
Sean Boscanian · This is why I don't believe in sales quotas | Figma CRO · 20VC with Harry Stebbings · Mar 21, 2026 · at 31:09
Shaunt Boscanian, CRO of Figma, explains why Figma's sales hiring process tests both discovery and product demo skills.
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“And personally, I'm much more interested in how they do, frankly, on the discovery side of that, because I think, you know, it's probably a little bit unfair to expect someone to be doing this amazing demo of your product with just a few days of playing around with it. But I do think, actually, the product piece we've kept in there, because it does show an element of perseverance. If someone is actually willing to spend the time to learn a little bit of it, I think it's telling. And then the way they approach the discovery part, I think, tells a lot around You know, their ability to actually be curious and do all of those things.”
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