Kyle Parrish had a front row seat to sales at Dropbox, which gave him the background and a knack for building sales teams at the best product led growth companies. Today, he runs sales at Figma, and has built a sales engine that sits on top of one of the best user and product led growth companies that are changing the face of collaboration today. ‍In this episode, you’ll hear how Kyle: 1) built the first customer facing teams at Figma and how he determined what the sales team should look like, 2) which internal relationships he focused on building in his early days at the company and how they helped him grow the company, and 3) how he leveraged user data at an aggregated level to build what is considered the gold standard of customer lead qualification