AMA: Figma Director of Sales, SMB, Maddy Hobbs on Sales Interviews

I don’t have a single favorite question, but there are two traits I love to test for: curiosity and grit. Curiosity: In my mind, this is hands down the most important trait in a seller. You have to be curious to learn your product and the problems it solves -- at Figma, that means developing real technical acumen -- and even more curious to deeply understand your customer: their environment, workflows, and pain points. You can’t solve a problem you don’t know exists. The only way to uncover thos ...Read More

I’ve talked about this a few times throughout the AMA, but the most important thing is: be prepared. Know the company. Know the person you’re speaking with. Know what problems the company solves with its product. I’m always surprised by how many candidates come into a conversation without doing basic homework. Fun example, I’ve had people seem shocked that I live in Park City... it’s on my LinkedIn! Or they’ll ask me, “What’s the value prop of Figma?” You should absolutely know that before you w ...Read More

The biggest red flag for me is when someone comes across as disingenuous. At most companies, and especially at Figma, we value people who bring their unique experiences, perspectives, and style to the table. When a candidate tries too hard to “sound like” what they think we want to hear it’s easy to spot. You can usually feel it when someone’s answers sound overly rehearsed, overly polished, or disconnected from their real story. Sales is about authenticity and trust. If I can’t feel that in an ...Read More

What do they say about dating ... “love can find you anywhere”? The same goes for finding your next company. Always be on, and always put your best foot forward. Life is an interview. The sooner you realize that, the more likely you are to find your next opportunity in an unexpected place. Fun fact: I actually met Dylan Field on a Sunday playing Code Names with a group of friends. I had no intention of leaving my job at Dropbox — I was mostly focused on winning Code Names! Dylan asked for my num ...Read More

I think the best thing you can do is show up prepared and genuinely curious. That doesn’t have to mean overdoing it ... it means doing the right kind of work ahead of time. Do your research. Know who you’re meeting with and what they do. Read up on the company, recent news, or product launches. Remember the recruiter’s name - it shows attention to detail and that you care about the process. I can't tell you how many interviews I have done where I ask who the candidate has spoken with so far and ...Read More