We don't actually have a traditional CS team.

We also don't have traditional SDRs.

My perspective is quotas are kind of made up.

An average enterprise rep here might have three to four X their OTE for a quota.

Focus and specialization as early as possible.

This is 20 sales with me, Harry Stebbings.

Now 20 sales is the monthly show where we sit down with the best sales leaders to unpack how they hire, train and retain the best sales talent. Today, we have Sean Borscanian joining us in the hot seat. Short is the CRO chief revenue officer at Figma, where we discuss how to build a sales machine on top of a PLG motion. But before we dive

into the show today, a quick shout out to a company I've been genuinely blown away by and have

been tracking closely, Rox. I've been watching this team closely and the speed they're operating at

and the level of applied AI talent they've assembled. It's honestly remarkable. Rocks is pioneering

revenue agents for the

Global 2000, plugged into your data warehouse and CRM, and delivering board level ROI in just 90 days.

These sales and revenue agents handle the end-to-end sales process for large enterprises,

from research prep to deal risk, outreach and opportunity management. So sellers spend more

time with customers and less time in tools. This isn't another productivity app. Christ, we've all had

enough of those. Rocks gives reps a single interface on top of their GTM stack, powered by a knowledge

graph across your internal and external data. So if you want to boost AE productivity,

increase revenue per rep and consolidate your stack, try rocks at rocks.com slash sign up.

And speaking of great companies, we have to talk about Monaco. For years, I've watched some of the

best founders and early go-to-market team struggle with sales. Too many CRMs, too many

points solutions, too much manual work. Well, that changes with Monaco. Monaco replaces your legacy

CRM and fragmented sales stack with a single AI native platform. Monaco's agents automatically

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