The Ledger, every show

“We've, we have like nine high impact production use cases of AI air are booked per dollar out on, on a per AE basis is three X any team I've ever managed before.”

“And in that first few months, I started realizing that, you know, more than half of our user base on any given customer account was not a designer.”

“The product feedback loop at Dropbox, it existed. I learned that to operate really well with engineering and product design teams, but they were never going to go build what sales was asking at Dropbox. You can ask anyone that worked there in my time. They wou…”

“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.”

“And the other thing that Dylan asked me actually to do in the first month of joining was to join the support team. He asked me to not do anything on the sales side, spend four months with the support team in the support queue, working on bugs, understanding th…”

“Three days, 19 interviews later, I ended up getting the job at Dropbox”

“You know, we were fortunate to have probably 18 months to two years of a healthy inbound business.”

“The first iteration of going outbound wasn't just knocking on cold doors. We had this whole usage model. People weren't coming to us maybe, but they were using free or pro Figma in some way, and we were trying to get to them as soon as we possibly could so tha…”

“So for Figma pro it was 15 dollars a month. If you wanted to pay monthly, you could do it annual and that was 12 dollars a month for the year. And then our enterprise tier was 540 dollars for a design editor.”

“Everyone has to do a demo of Figma as part of the interview process. And if you were the first 25 reps, you had to do it with myself. Dylan and Amanda Clay.”

“Dylan interviewed every candidate and saw their presentation for about two and a half years.”

“As the sales organ Figma is rounding a hundred people and growing steadily.”

“And we're actually soon launching SMB”

“When I joined the company, it just raised our series B a few months earlier. I think there was about 40 to 45 employees, give or take. No sales team.”

“At one point we had this engineering script that required basically this one customer at a time. I think it took around 30 minutes to convert from our pro tier to our organization tier, which is our kind of business enterprise tier at the time.”

“Again, I think, you know, the early team, both on the leadership side and just broader sales were, it was probably 60%, you know, female.”

“Dropbox would have people calling them and they'd be consumer customers to yell about their files being deleted, and all of a sudden you'd have ESPN or, you know, a large bank calling you as an inbound lead, and so we had these really interesting challenges in…”

“When I joined Figma, for example, there was nobody in a customer facing role.”