SaaStr

NOVEMBER 16, 2021

You’ll need to hire aggressively to get to the next level and continue that rapid growth. But what roles should you hire for, and what will your org chart look like at each stage? In 2008, he founded Yammer, an enterprise software company that David grew to 500 employees and $60 million in sales. CTO (40 Employees).

CTO Hire 234

CTO Hire Sales Hiring Sales Recruiting CTO 234

Tom Tunguz

NOVEMBER 18, 2021

Founded by Sanjit Biswas, former CEO at Meraki and John Bicket former CTO at Meraki[link] Samsara builds software to manage physical operations: truck fleets, mining, food & beverage, oil & gas. Enterprise Customers. But these contracts produce compelling economics. Net Income Margin. Cash Flow from Ops Margin.

CTO Hire 356

CTO Hire CTO Coach Benchmarks Scale 356

SaaStr

MARCH 15, 2019

I remember my CTO once arguing with a Fortune 500 company on a “security” concern they had which really made no sense. More here: I Never Lost a Customer I Actually Visited | SaaStr Not hiring a full-time RFP person. Not hiring a full-time Chief Security & Compliance Offer. Didn’t matter. They were concerned.

Sales Hiring 167

Sales Hiring Enterprise CTO Hire CTO 167

SaaStr

JULY 13, 2023

Startups come in all shapes and sizes on various stages of a timeline, yet it’s not surprising how many have the same questions and concerns about how to scale from x to y to z, the right time to hire and fire, and how to keep a team motivated during hard times. His answers didn’t disappoint. They wanted a one-call close.

CTO Hire 174

CTO Hire Sales Recruiting Sales Hiring Scale 174

SaaStr

JULY 3, 2022

The Ultimate Guide for Hiring a Great VP of Sales. Top Podcasts This Week: SaaStr 568: Mind the Gap: Balancing Growth and Efficiency in Tougher Times with Point Nine Managing Partner Christoph Janz. SaaStr 569: Classic Episode: Succeeding As a Young Enterprise Founder with Front Co-Founder and CEO Mathilde Collin.

CTO Hire 187

CTO Hire Sales Hiring CTO Scale 187

SaaStr

JANUARY 4, 2024

Jason Warner , who was CTO of GitHub before and during my time as COO there (and a former partner at Redpoint!) My co-founder and I only raised $1m for Bitnami, and we were acquired by VMware in 2019 when we were at 75 people and about to launch a new line of enterprise products. What’s your most recent disclosed investment?

Management 212

Management CTO Hire New CTO AI 212

SaaStr

DECEMBER 10, 2020

Hire not just 1-2 reps, but 10. That it’s time to bring in someone that knows. But I’ve found many great SaaS founders take longer, too long, to decide to hire the other VPs. But I’ve found many great SaaS founders take longer, too long, to decide to hire the other VPs. Make you Truly Enterprise.

Sales Hiring 352

Sales Hiring CTO Hire Sales Recruiting Scale 352

SaaStr

FEBRUARY 8, 2021

” — Jason Riedel, founder/CTO of Aspireship. “When on New Year’s Eve, customers kept sending us signed contracts.” “When customers get back $100k’s in minutes and want to pay us more” — Kanat Bekt, founder/CTO, SupplyPike. 20% conversion. ” — Drew Naugher.

CTO Hire 275

CTO Hire New CTO CTO Healthcare 275

SaaStr

OCTOBER 29, 2021

This is the sort of organic upmarket path you see with a lot of leaders who don’t go 100% “all in” on enterprise but aggressively support it: #2. Use overages to renegotiate contracts, not charge per event. CEO Spencer Skates owns 8.5%, CTO Curtis Liu 8.0%. From 41% in 2020 to 51% in 2021! 119% NRR.

Scale 253

Scale CTO Hire New CTO CTO 253

SaaStr

DECEMBER 20, 2023

So in Enterprise, they have around 2,000 companies spending $100k or more per year and dozens of companies spending over a million per year. So in Enterprise, they have around 2,000 companies spending $100k or more per year and dozens of companies spending over a million per year. Is it Cheaper or Better to go PLG? .”

New CTO 237

New CTO Scale Sales Hiring AWS 237

SaaStr

MARCH 7, 2021

These are all full-time jobs by $1m ARR. Fixing it yourself becomes the biggest time sink and excuse for not hiring there is. You end up spending all your time backfilling roles you should have hired. And even worse, you often sort of give up trying to make the hire. Hard go truly enterprise without it.

Part-Time VPE 254

Part-Time VPE Sales Recruiting Sales Hiring Scale 254

SaaStr

JUNE 12, 2022

SaaStr 560: Enterprise Communities: The What, Who, Why, When & How with Venafi Head of Community, Holly Firestone. with Jenn Knight, Co-founder and CTO of AgentSync, and Daryna Kulya, Co-founder of OpenPhone. Attract, Hire & Build a Diverse Sales Team | Handshake VP, Employer Partnerships Jessica Peluso.

Scale 165

Scale Sales Hiring CTO Hire CTO 165

SaaStr

MAY 3, 2021

And importantly, you need to spend more time with your existing customers (vs. But even if you’ve hired the world’s best VP of Sales … you can’t opt out of sales entirely. You still need to spend 15-20% of your time in sales. Hire a VP of Finance or even a CFO Early if You Are Growing Quickly.

Part-Time VPE 269

Part-Time VPE Sales Hiring Sales Recruiting Outsourcing Services 269

SaaStr

JULY 10, 2021

Which role should you hire for first? For starters, your first hire should be someone who can complement your skills, someone who is strong in areas where you’re weak, but it goes much deeper than that. I am guessing it’s probably the hardest problem to solve, hiring a job, let alone at this level. And for good reason.

Sales Hiring 252

Sales Hiring Underperforming Technical Team Development Team Review CTO Hire 252

SaaStr

FEBRUARY 15, 2023

If not, add sales energy to compound the interest.” – Chris De Vylder How to define customer success Selling to enterprises is convincing an economic buyer that your product is the solution they are looking for. The next hiring focus should be growth marketing. Hire a CTO and unify the entire data function.

Scale 183

Scale Sales Hiring CTO Hire Scaling 183

SaaStr

OCTOBER 25, 2023

For part one of this Ask Me Anything session, Jason covers everything you need to know about hiring your first VP of Sales, what he really thinks about AI, what the future of lead generation in 2024 looks like, and much more. There are no Cloud magicians, and you can’t hire a PLG magician. Find and hire two other similar reps.

Scale 230

Scale Sales Hiring AI Sales Recruiting 230

SaaStr

MARCH 12, 2019

Why does Erica believe that enterprise is a “company sport?” Why does each department need to re-platform when making the move to enterprise? How can founders know when is the right time to make the move from SMB to enterprise? How does the move to enterprise fundamentally impact the sales team?

Scale 160

Scale Enterprise Scaling Sales Hiring 160

SaaStr

JANUARY 12, 2022

“For large enterprise customers, your stakeholder map is almost always too small” — Alex Farmer, VP CS, Cognite Data. Another top mistake SMB folks make trying to sell enterprise. You lose enterprise deals when someone that knows the playbook outsells you by getting to all the stakeholders. A good one.

CTO Hire 264

CTO Hire Sales Hiring New CTO CTO 264

SaaStr

AUGUST 25, 2023

You have to see: A couple of good hires brought in Improvement on some metrics A big deal or two hanging out there, brought in and closed Things taken off your plate. More time may make them better if they’re already progressing, even if it’s just 10-15% in the first sales cycle. Hiring someone too junior. That often compounds.

Part-Time VPE 175

Part-Time VPE Scale Sales Hiring CTO Hire 175

OpenView Labs

MARCH 10, 2020

At some point in every software company’s growth comes the great challenge of tackling the enterprise market. In a panel for DevGuild: Enterprise-Ready Products, devtools accelerator and fund Heavybit, Inc. brought together CTOs from PlanGrid, One Medical and AdRoll to discuss what they look for when evaluating software.

Enterprise 52

Enterprise Software Review CTO Hire Software 52

Valerian Tech

JANUARY 22, 2024

Our approach is multi-faceted: Client-Centric Creativity: We tailor our innovative solutions like fractional CTO services and enterprise architect software to meet the unique needs of each client, ensuring that our cutting-edge ideas translate into real-world success.

Innovation 52

Innovation Technology CTO Hire Artificial Intelligence 52

SaaStr

JUNE 16, 2019

What makes a bad CTO? What happens to the clients of a mission-critical, B2B enterprise SaaS startup when it fails? What happens to the clients of a mission-critical, B2B enterprise SaaS startup when it fails? Do all SaaS companies in the USA put late payment fees in their contract? Does this work?

CTO Hire 141

CTO Hire New CTO CTO Payment Methods 141

Sales Hacker

JUNE 12, 2020

In it, Co-Founder and CRO of Kronologic, Aaron Bollinger, shows us how to close enterprise level deals when you’re a startup. How to overcome no credible timing event. Download Aaron’s Checklist for Closing Enterprise Deals Here. Down the road, you can say, “ I demand a two year contract. What You’ll Learn. 3% (24:26). ?

Enterprise 69

Enterprise CTO Hire Startup Technical Cofounder 69

SaaStr

MARCH 3, 2020

Brendon introduces his playbook to hiring the first VP of Sales from his experiences as VP of Sales at LinkedIn, EchoSign, Talkdesk and more. Learn the dos and don’ts to make the correct hire the first time and not rush into hiring the wrong VP of Sales, which can cost the company months or even years. Roughly 90%.

Sales Hiring 151

Sales Hiring Sales Recruiting CTO Hire Scale 151

SaaStr

JULY 14, 2022

We had Lew Cirne, Founder & CEO of New Relic, Dharmesh Shah, Co-Founder & CTO of HubSpot and for the first time at Annual, we added office hours with the top VCs in SaaS. total attendees, e.g., a CEO + a VP of Sales and a VP of Customer Success, or two Co-Founders, or CEO + CTO, etc.

Scale 267

Scale Sales Recruiting CTO Hire New CTO 267

SaaStr

JULY 19, 2019

Prior to InCountry, Peter founded six and sold 6 enterprise software companies that were acquired by Sun, Citrix, VMware, Oracle, Sprinklr and Prograph. Previously, Peter was also the CTO/CIO of CBS Interactive where he brought CBS into the cloud. At Sun, Peter was the CTO of the Liberty identity consortium that designed SAML 2.

VP of Engineering 128

VP of Engineering CTO Hire Technical Review Sales Hiring 128

Sales Hacker

FEBRUARY 17, 2021

Your CTO probably does not need to be on the first Demo, but instead that could be an opportune time to loop in a Manager or director. After all, a CTO can’t handhold the entire deal cycle, but they can jump in and provide clarity and an expert voice at critical points. Who doesn’t love a good combo of ham, egg and cheese?

Underperforming Technical Team 121

Underperforming Technical Team CTO Hire CTO Coach Technical Review 121

OPEXEngine

JUNE 16, 2020

Hired CEOs: It’s the Board’s Company vs. It’s My Company to Run. You become a hired CEO primarily through one path — climbing the corporate ladder at a large tech company [5a], reaching the GM or CXO level, and then deciding to branch out. 6] Like it or not, it’s not a bad three-part formula for climbing the corporate ladder.

Sales Hiring 59

Sales Hiring CTO Hire Venture Capital Technical Advisors 59

SaaStr

OCTOBER 24, 2022

Developers haven’t typically been the buyers in enterprise software, so why should you build for developers? They’re able to actually swipe a credit card, and what starts off similar to a freemium self-serve product can turn into a six-figure contract in just a few months. The contract size grows.

Underperforming Technical Team 172

Underperforming Technical Team Outsourced Development Development Part-Time VPE 172

SaaStr

JUNE 1, 2021

Co-founder and CTO Dharmesh Shah shared with us how they got there — and the top mistakes they made — just 3 quarters after their IPO. There are rules in starting an enterprise software company. They’re going to figure out that enterprise is the actual way to go, and it’ll be OK.”

Part-Time VPE 209

Part-Time VPE Technical Cofounder CTO Hire New CTO 209

ProfitWell

JANUARY 29, 2019

On this episode of the ProfitWell Report, Brendan Schwartz , Co-Founder and CTO at Wistia , wants to know what proportion of paid plans should be annual versus monthly. The beauty of the subscription model is that for the first time in the history of business, relationships are baked directly into how you make money. Click to enlarge.

Churn 103

Churn CTO Hire Data CTO 103

SaaStr

DECEMBER 3, 2020

Before Quip, Sam spent an incredible 3 years at Dropbox where he was the first enterprise sales rep in the entire company. When is the right time to hire the first sales rep? Should you hire 2 at a time? What does one look for in their first sales hire? Bret was formerly the CTO at Facebook.

Scale 167

Scale Sales Hiring Sales Recruiting Sales 167

SaaStr

JANUARY 14, 2020

In this presentation, Pluralsight co-founder and CEO Aaron Skonnard will discuss how Pluralsight successfully transformed its business to serve both individual and enterprise customers independently and will share his lessons for SaaS companies looking to tap into individual customers to sell into enterprises and vice versa.

B2B 132

B2B B2C Scale New CTO 132

OpenView Labs

JULY 2, 2020

Tips on Enterprise Pricing. Time and time again SaaS companies are promising customers that they will save hundreds of thousands of dollars, but their pricing strategies are only capturing a tiny fraction of that savings. Tips on Enterprise Pricing. Startup Tips for Enterprise Software Pricing.

Pricing 135

Pricing SaaS Payments Payments SaaS 135

Sales Hacker

SEPTEMBER 29, 2020

Today on the show, we’ve got Vishal Sunak, CEO and co-founder of LinkSquares, a company that applies AI to your contract. Sam Jacobs: Today on the show, we’ve got Vishal Sunak, CEO and co-founder of LinkSquares, a company that applies AI to your contract. Sam’s Corner [28:45]. Show Introduction [00:10]. What is LinkSquares?

Scale 108

Scale CTO Hire Scaling CTO Coach 108

Intercom, Inc.

FEBRUARY 22, 2022

As we scale, we’re working with larger mid-market and enterprise customers with more complex needs and specifications. Hiring and cultivating incredible talent on our Information Security team. We’re committed to meeting the highest standards of security to protect our customers’ trust and love for our product.

Data 118

Data Technical Review CTO Hire compliance 118

Mucker Capital

APRIL 6, 2023

If you're primarily targeting very large enterprise companies, it's very hard usually to use PLG as the only way to sell to those companies. Obviously if you target enterprise customers, you usually have a very large ACV (Annual Contract Value) and the product usually is complex. Are POCs part of the PLG play?

Startup 52

Startup Scale CTO Hire Outsourced Development 52