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Scott Pugh, VP of Sales and GM of APAC at Figma, outlines Figma's regional hiring target for 2023.
“So we've got 10 people on the ground now. We're going to be scaling to all 50 by the end of this year”
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More from Scott Pugh
Disclosure
Figma VP rejects any candidate who criticizes their former boss
“If any candidate ever gives negative feedback on their prior companies, or their prior boss, immediate red flag. And it's something that would mean that I'd discount them from the hiring process.”
Scott PughMar 3, 2023▶ 7:59Scaling a SaaS Sales Team While Building Culture with Figma's VP of Sales, Scott Pugh
Insight
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“Having an exclusive recruitment partner, either in-house or an RPO, but someone that's exclusively helping you, will make sure that they are focused on the outcome and only delivering candidates to you that are the right fit for your company. If you're working…”
Scott PughMar 3, 2023▶ 8:36Scaling a SaaS Sales Team While Building Culture with Figma's VP of Sales, Scott Pugh
Insight
Rep underperformance usually reflects product or market issues, not capability
“If you've hired the right people, then you need to then trust that they're going to be successful, and if they're not, There's probably some other things you need to fix in your business, whether it be product, whether it be the market they're covering, etc.”
Scott PughMar 3, 2023▶ 15:57Scaling a SaaS Sales Team While Building Culture with Figma's VP of Sales, Scott Pugh
Disclosure
Why LinkedIn refused to hire sales reps from legacy job boards
“At LinkedIn, for example, we were changing the job board business with our talent solution, but we didn't really hire people from job boards because they were transactional salespeople, and we really needed solutions-based SaaS salespeople”
Scott PughMar 3, 2023▶ 5:50Scaling a SaaS Sales Team While Building Culture with Figma's VP of Sales, Scott Pugh
Insight
Leaders must eliminate workplace negativity before it spreads like a virus
“There is, however, one diversity that you definitely don't want in your organization, and that's positivity and negativity. If there is any negativity within your business, you need to cut that out. It can be like a virus, and it can bring the entire team down…”
Scott PughMar 3, 2023▶ 7:45Scaling a SaaS Sales Team While Building Culture with Figma's VP of Sales, Scott Pugh
Insight
Scaling SaaS startups must hire sales ops and enablement early
“Investing in the enablement process is a really important thing to do, and part of that is hiring sales ops and hiring an enablement team really early on.”
Scott PughMar 3, 2023▶ 13:36Scaling a SaaS Sales Team While Building Culture with Figma's VP of Sales, Scott Pugh
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