Kyle Parrish is VP Sales @ Figma, the company that connects everyone in the design process so teams can deliver better products, faster. At Figma, Kyle built the sales engine from scratch to today, with over 100 incredible people in sales. Before Figma, Kyle spent over 5 years at Dropbox in numerous different roles including Head of Sales, where he scaled the Austin, Texas office from 3 to over 80 people to Global Partnerships lead, where he was responsible for growing Dropbox’s partner ecosystem. In Today’s Episode with Kyle Parrish You Will Learn: 1.) How Kyle first made his way into the world of sales and came to be one of the 3 performing sales reps in a 300+ sales team? How that led to his joining the hypergrowth journey of Dropbox? What led Kyle to make the move from Dropbox to the rocketship that is Figma? 2.) When and Who: Does the founder need to be the person to create the sales playbook? How can a founder know whether it is right to hire sales reps or a Head of Sales first? In terms of ARR, is there a time when you have to have a Head of Sales? Does Kyle agree with Jason Lemkin in terms of bringing in reps, two at a time? Where do founders make the biggest mistakes when it comes to the timing of these hires? 3.) How To Know and Test: What non-obvious characteristics do 10x sales hires have? What questions or case studies does Kyle find to be most revealing in identifying these non-obvious traits? How should founders structure the process for new reps and a Head of Sales? Meeting by meeting, what should we look to achieve? 4.) Setting Up for Success: What does the ideal onboarding process look like for new sales reps? What tasks and processes would Kyle expect new reps to complete within the first month or two on the job? What are the clearest signs of a new rep hire not working out? How should founders approach 1-1 and 360 reviews with their new reps?   5.) Working Together: What is the ideal relationship between the founder and the new Head of Sales? How often should they meet? What should the founder expect from the new Head of Sales? How should the Head of Sales work with the Head of Marketing most efficiently? Item’s Mentioned In Today’s Episode with Kyle Parrish Kyle's Favourite Sales Blog Post: The Sales Learning Curve