SaaStr

JUNE 23, 2020

Q: What’s the number one challenge for scale-up founders? You can hack managing and finding 1–3 reps yourself, but after that, you really need a VP of Sales. You will need a VP of Product to scale your roadmap. 95% of the time, your super-smart hacker co-founder is not that person. She can be your CTO forever.

Part-Time VPE 242

Part-Time VPE CTO Hire Fractional VPE Sales Recruiting 242

SaaStr

MARCH 5, 2023

Ode to the $100,000,000 Exit Dear SaaStr: Should You Hire Someone That Seems Good … But Always Job Hops? SaaStr 638: Lessons Learned in Scaling Your Team & Revenue from $1M ARR to $1B+ with Cloudflare CRO Chris Merritt  2. SaaStr 639: Scaling a SaaS Sales Team While Building Culture with Figma VP of Sales Scott Pugh   3.

Scale 216

Scale Sales Hiring CTO Hire Startup 216

SaaStr

JUNE 12, 2022

Check out this week’s top blog posts, podcasts, and videos: Top Blog Posts This Week: What All First-Time CEOs Should Know About Fundraising. Why It Matters Who Your “Lead” Investor Is. SaaStr 559: Secrets to Building Your Marketing Engine To Drive Scale with Airtable CMO Archana Agrawal.

Scale 179

Scale Sales Hiring CTO Hire CTO 179

SaaStr

OCTOBER 29, 2021

Some leaders like Slack have seen the same, but most Cloud leaders at scale with high NRR end up getting more and more of their revenue from their existing base, not new customers. Use overages to renegotiate contracts, not charge per event. Rather, it uses overage events to trigger a call from sales to buy more. #4.

Scale 282

Scale CTO Hire New CTO CTO 282

SaaStr

MARCH 7, 2021

No one spends enough time recruiting as it is, after $1m ARR or so. Yes, you can manage the sales team yourself. 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.

Part-Time VPE 278

Part-Time VPE Sales Recruiting Sales Hiring Scale 278

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. Sales Efficiency. -. But these contracts produce compelling economics. Revenue, $M. Revenue Growth. -. Gross Margin.

CTO Hire 356

CTO Hire CTO Coach Benchmarks Scale 356

SaaStr

AUGUST 25, 2023

On top of that, founders are full of excuses preventing them from scaling. 2 “Give the VP of Sales more time.” You can’t always expect a great VP of Sales to double sales in 30-60-90 days. But you have to see progress in one sales cycle. The best VPs of Sales hit the ground running.

Part-Time VPE 191

Part-Time VPE Scale Sales Hiring CTO Hire 191

SaaStr

MAY 3, 2021

In the past, we’ve touched on several different ideas to help you scale, to do Even Better: Imagine capital doesn’t matter. And importantly, you need to spend more time with your existing customers (vs. the prospects). You still need to spend 15-20% of your time in sales. And see where that takes you.

Part-Time VPE 278

Part-Time VPE Sales Hiring Sales Recruiting Outsourcing Services 278

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. Head of Sales.

CTO Hire 260

CTO Hire Sales Hiring Sales Recruiting CTO 260

SaaStr

JULY 3, 2022

The Ultimate Guide for Hiring a Great VP of Sales. Dear SaaStr: How Many Sales Reps Do I Need? Top Podcasts This Week: SaaStr 568: Mind the Gap: Balancing Growth and Efficiency in Tougher Times with Point Nine Managing Partner Christoph Janz. 10 Common Misconceptions About Getting Funded. Top Videos This Week: 1.

CTO Hire 209

CTO Hire Sales Hiring Scale CTO 209

SaaStr

DECEMBER 10, 2020

I hear again and again from SaaS founders growing to $5m, $10m ARR or even more that they don’t need a certain VP — with the exception of a VP of Sales. Basically, in SaaS, everyone “gets” that they need a VP of Sales. in ARR, get to Initial Traction , we then realize we have to scale. With less drama.

Sales Hiring 360

Sales Hiring CTO Hire Sales Recruiting Scale 360

SaaStr

NOVEMBER 29, 2020

They’ll revolt when you make a senior or mid-level hire that as a group, they simply cannot suffer one day longer. He was literally the only person on the planet with the specific scaling experience we needed. It did work — we got the scaling done. A senior product lead that engineering wouldn’t work with.

Part-Time VPE 278

Part-Time VPE Sales Hiring CTO Hire Scale 278

SaaStr

JULY 14, 2022

We do that with a combination of industry-leading content and community connections. This led to our first meet-ups in 2013 and 2014, the first SaaStr Annual in 2015 , the industry’s leading podcast in 2016, the first SaaS founder coworking space in 2017, and SaaStr Pro , the first learning management system for SaaS founders in 2018.

Scale 292

Scale Sales Recruiting CTO Hire New CTO 292

SaaStr

DECEMBER 3, 2020

403: Sam Taylor is the VP of Sales and Success @ Loom, the startup that helps you get your message across by making it easy to record instantly shareable videos. As for Sam, prior to Loom, Sam spent over 4 years at Salesforce following their acquisition of Quip, a startup Salesforce acquired for $750M where Sam was also the 1st sales leader.

Scale 181

Scale Sales Hiring Sales Recruiting Sales 181

SaaStr

FEBRUARY 25, 2020

Just like filing your income tax returns or hanging that state-mandated safety poster up in your break room, sales tax is a back-office pain point, not a profit center. . That makes sales tax compliance easy to ignore… until it becomes a problem. . Why is sales tax such a pain for SaaS companies? There are a few reasons.

Merchant Services 178

Merchant Services Scale Technical Review Sales Hiring 178

User Pilot

JULY 27, 2023

Before hiring, assess your current needs and hire as your company grows. Account Managers: They serve as the lead point of contact for all customer account management matters. What to do before building a team for your SaaS company You can’t just jump into hiring without some forethought, or you’ll make many mistakes.

Sales Hiring 95

Sales Hiring SaaS Payments Sales Recruiting CTO Hire 95

SaaStr

OCTOBER 24, 2022

WorkOS CEO Michael Grinich, Developer Success Manager Betsy Calender, and VP of Developer Experience Zeno Rocha share how to price your product for developers, how to market it to developers, how to how to support them as they scale and use the products. Bottom-up sales. The contract size grows. Doing Business with Developers.

Underperforming Technical Team 191

Underperforming Technical Team Outsourced Development Development Part-Time VPE 191

SaaStr

SEPTEMBER 26, 2019

Building a sales team that can go from $0-$50M (Video + Transcript). Gaetan Gachet | SVP of Sales @Algolia. It’s an honor to be here with this mythical creature, this sales leader that goes from zero to 50 million in the same job. He has a whole French sales team and office that only speaks English in Paris.

Scale 141

Scale Sales Hiring Sales Recruiting Technical Advisors 141

SaaStr

APRIL 22, 2019

When I first spoke to Charles about speaking at Europa he recalled a sales rep closing a deal with Redbull. “How to Build A Pipeline with No Brand and Sometimes No Market” Egnyte General Manager of EMEA Charles Lawson and Egynte Sales Development Manager Lara Badanes. His next call? Monster Beverage.

CTO Hire 155

CTO Hire Scale Sales Hiring CTO 155

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. Q: What is the Future of Lead Generation, and How Do You Stand Out? But they should.

Scale 256

Scale Sales Hiring AI Sales Recruiting 256

SaaStock

MARCH 29, 2019

Which is why you should sign up for the 2 for 1 Insider Sale and get two people for the price of one. Here is what he writes: Kieran Flanagan , VP of marketing at HubSpot, shared some interesting insights on approaching new ideas for scaling up your business. Put yourself in the shoes of a prospect you show your product to.

Scale 103

Scale Sales Hiring CTO Hire Social Media 103

SaaStr

JANUARY 10, 2020

297: Bob Moore is the Founder & CEO @ Crossbeam, the startup that helps companies find overlapping prospects and customers while keeping the rest of their data private and secure. Before that Bob co-founded RJ Metrics, where he built a global base of online retailers leading to their acquisition by Magento Commerce in 2016.

Sales Hiring 132

Sales Hiring Scale Outsourcing Services CTO Hire 132

Intercom, Inc.

DECEMBER 21, 2021

Will Larson , CTO of Calm. Maggie Hott , Director of Sales at Webflow. Des Traynor , Co-founder and CTO of Intercom. But as you scale beyond Series A, how can you be sure you’re choosing the right lane? Webflow’s Maggie Hott on building a scalable sales team from the ground up. There we have it.

VP of Engineering 118

VP of Engineering Scale Technical Review Outsourcing Services 118

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. The overlap and synergies between these teams means we can use automation to efficiently solve problems at scale while remaining lean. .

Data 118

Data compliance Technical Review CTO Hire 118

Intercom, Inc.

JANUARY 5, 2022

Evernote’s CTO on Your Biggest Security Worries From 3 to 300 Employees. This is Scale , Intercom’s podcast series on driving business growth through customer relationships. It allows companies to prove their real-time security posture just about any day of the year, so it accelerates their sales cycles and security reviews.

Scale 211

Scale compliance Software Review Technical Review 211

SaaStr

MARCH 12, 2019

As for Erica, under her CRO role, she leads all go-to-market functions including Marketing, Sales, Operations, Customer Success, Services, and Support. Where does Erica often see founders make mistakes with this scaling? How does the move to enterprise fundamentally impact the sales team? Where do many go wrong?

Scale 180

Scale Enterprise Scaling Sales Hiring 180

Casey Accidental

FEBRUARY 8, 2022

Build, communicate, and execute a cohesive product strategy across feature, growth, scaling and innovation product work. If you’re unfamiliar with Reforge, it’s the world’s leading career development platform for top-tier tech talent. Scaling Product Delivery. Advanced Growth Strategy. Apply To Join Reforge.

CTO Coach 52

CTO Coach CTO Hire New CTO Scale 52

SaaStr

APRIL 4, 2019

You’ll also learn how leading SaaS companies are able to scale and thrive in this complex, dynamic environment. And so we actually had to make some major adjustments and look for an alternative way to deliver the software which clearly meant that we needed to move to the cloud full-time. Join us for SaaStr Annual 2020.

Cloud 171

Cloud Scale Trends Machine Learning 171

SaaStr

SEPTEMBER 10, 2020

Perhaps the single most important thing you can ever do in SaaS, at least after $1m in ARR or so, is hire the best VPs you can. We’ve talked a lot over the years about how not to hire a wrong VP of Sales — 70%+ of the first VPs of Sales don’t make it even 10 months. You need to hire up-and-comers.

Part-Time VPE 333

Part-Time VPE Sales Hiring CTO Hire Sales Recruiting 333

Tom Tunguz

NOVEMBER 18, 2015

Last night, SaaS Office Hours hosted Optimizely co-founder and CTO Pete Koomen. First, hire a management coach to work with you as the company grows. The best ways he found to learn leadership skills was to hire a management coach to meet him once per month, to talk through the issues facing him at Optimizely.

CTO Coach 101

CTO Coach Sales Hiring CTO Hire Startup 101

OpenView Labs

OCTOBER 11, 2019

At Hired, we started out with a transactional model that was—at the time—a super disruptive approach and one of our key differentiators. I’ve had roles in almost every function from sales to product to customer success. At Hired , we help top R&D, engineering, and tech talent find jobs they love. No sliding scale.

Sales Hiring 40

Sales Hiring Part-Time VPE CTO Hire Technical Review 40

SaaStr

FEBRUARY 15, 2023

Lightspeed Partner, Anoushka Vaswani, is joined by Raj Sarkar, CMO at 1Password, Kim Walsh, SVP, Sales, Partnerships and Customer Success at Apollo.io, and Chris De Vylder, CRO at Sentry, to pass along key lessons from their growth journey. Then build your segmentation and sales processes around that. 20 million?

Scale 200

Scale Sales Hiring CTO Hire Scaling 200

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.

Sales Hiring 161

Sales Hiring Sales Recruiting Scale CTO Hire 161

ChurnZero

DECEMBER 9, 2022

More and more people are hiring leaders, not for past experience, but for capability and capacity. We hire a third-party firm. Q: Based on your acquisition experience, are for-sale businesses focusing on the customer and NPS? Q: FranConnect has customers of all sizes, from emerging and growing to scaling and enterprise.

CTO Coach 52

CTO Coach Customer Success VP of Engineering CTO Hire 52

SaaStr

MAY 26, 2023

You’ll never truly understand how to lead a SaaS company until you’ve done it firsthand. Dan Robinson, current Advisor and former CTO at Heap , shares five essential learnings from nearly a decade of building a SaaS business. Leadership needs to delegate to the talent they have hired. Want more content like this?

CTO Coach 193

CTO Coach CTO Hire CTO Leadership 193

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. Subscribe to the Sales Hacker Podcast. Keys to success when scaling a company [10:56]. Keep the promise of sales enablement and keep your team doing what they do best, which is winning.

Scale 107

Scale CTO Hire Scaling CTO Coach 107

SaaStr

DECEMBER 20, 2023

So to serve both segments at the simultaneously, ZoomInfo has been rolling out a Product-led sales motion, that gives the ability for an SMB customer to sign up directly on their website for a free trial and grow into a paid customer, without ever having to talk to an sales rep or go through a demo process. So, what’s new at ZoomInfo?

New CTO 268

New CTO Scale Sales Hiring AWS 268