Just came across something interesting about how top sales leaders are actually thinking about enterprise deals. Shaunt Voskanian, who runs revenue at Figma, shared some pretty solid insights on what actually works in B2B tech sales right now.

The thing that stuck with me is this balance between curiosity and being prescriptive. Most people think it's either-or, but Voskanian's point is that you need both. You have to genuinely understand what your customer is trying to solve, but you also need to bring real expertise to the table. It's not just asking questions and nodding along - it's asking smart questions and then actually delivering insights that matter. That's the edge in a crowded market.

What's interesting is how Figma itself has evolved its whole approach. They started as this self-serve product where users just discovered it on their own. But Shaunt Voskanian has been shifting that to a much more proactive outbound model, especially targeting existing customers. Instead of waiting for people to find new features, they're actively educating users about what's possible. It's a different playbook - less about closing deals, more about expanding what customers are already doing with the platform.

There's also this pragmatic take on pricing that I think gets overlooked. Seat-based pricing still works, but Voskanian acknowledges it's not a permanent solution. If you're replacing people's work with software, you probably need to think about outcomes-based or consumption-based models eventually. Different businesses will land in different places, but the point is you can't just set it and forget it.

One more thing that caught my attention - the accountability piece. Voskanian is pretty clear that SDRs need to own their own pipeline generation, not just hand off leads to AEs. And when you specialize sales teams by segment or product instead of throwing everyone at everything, you actually get better results. Seems obvious, but a lot of orgs still don't do it.

The whole Figma story is interesting because it shows how even a product-led company eventually needs to layer in sophisticated go-to-market strategy. Shaunt Voskanian's background - scaling revenue at both Datadog and now Figma to over 1 billion ARR, plus his time at Oracle and Google - gives him that enterprise playbook. You can tell he's thinking about how to balance the self-serve motion with real sales muscle.

If you're building or scaling a sales org, there's definitely something worth thinking about in how Voskanian is approaching this. The mix of curiosity, prescriptiveness, specialization, and proactive customer engagement seems to be the formula that's actually working right now.