Figma's first sales hire reveals how they scaled from $2M to IPO with no discounts

The Gist

• Kyle Parrish scaled Figma from $2M to $950M ARR as first sales hire
• Figma's no-discount rule infuriated procurement teams but built enterprise credibility
• The company navigated a failed $20B Adobe acquisition to have its best year ever
• PLG to enterprise transition required obsessive customer conversation focus