Figma CRO Sean Boscanian argues traditional software sales quotas are arbitrary
Sean Boscanian · This is why I don't believe in sales quotas | Figma CRO · 20VC with Harry Stebbings · Mar 21, 2026 · at 22:13
Sean Boscanian, CRO of Figma, shares his view on traditional sales management and quota methodologies.
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“My perspective is quotas are kind of made up.”
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More from Sean Boscanian
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“A's have to be responsible for their own PG, like full stop. That I think is, is consistently true anywhere I've been, and I firmly believe in it. I think that's critical. That is the job in a lot of ways, like the most important part of the job.”
Managing sales reps purely by quota creates lazy leadership, says Boscanian
“I just think it's too much of a lagging indicator. And I think it, what my fear is, it creates lazy leadership. If we're performance managing based on the idea that someone got to their number or didn't get to their number at the end of a month, quarter, or ye…”
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“We don't actually have a traditional CS team.”
Figma operates without traditional sales development representatives, says CRO Boscanian
“We also don't have traditional SDRs.”