Kyle Parrish

Kyle Parrish, VP of Sales at Figma and former Head of Sales at Dropbox, shares his journey from a standout sales rep to leading sales teams. He discusses the critical timing and strategy behind hiring a Head of Sales versus sales reps. Kyle reveals the unique traits to look for in top sales candidates and highlights effective onboarding practices. He also stresses the importance of collaboration between founders and sales leaders, aiming for continuous improvement and solid customer engagement in thriving sales environments.

Aaron Milner from Orum and Kyle Parrish from Mixmax share insights on self-sourcing pipeline, creating ideal customer profiles, leveraging case studies, prospecting strategies, setting personalized KPIs, multichannel prospecting, and balancing prospecting for enterprise AEs. They discuss prioritizing, committing, and executing outbound strategies, emphasizing collaboration with SDRs and personalized communication to engage prospects effectively.

Kyle Parrish, Figma's first sales hire, discusses the right time to build a sales function, hiring and scaling a successful sales org, building a unique sales culture, and career advice for ambitious salespeople. They also explore Figma's early sales motion, integrating the first sales hire, and navigating the founder/Head of Sales relationship.