SaaStr

JUNE 24, 2022

Your best sales reps can close so much more than your average rep. Move the bottom 10% out and give the best leads to your top performer, and watch sales go up 20%. The best VPs of Sales design comp plans so the team never wants to leave. You should be striving for zero voluntary attrition on your sales team.

Sales Recruiting 211

Sales Recruiting Sales Hiring Scale Customer Success 211

SaaStr

OCTOBER 27, 2022

You need engineering, product in all start-ups — but in SaaS, even in the very early days, you also need sales, client success, true support, demand gen marketing, etc. And Things I Successfully (More or Less) Offloaded By/At $1m ARR: Client/Customer Success. Routine Sales. Recruiting >=20% of Your Time.

Sales Hiring 275

Sales Hiring Sales Recruiting Scale Scaling 275

ChurnZero

DECEMBER 21, 2023

Designing a successful post-sale strategy requires choices, says CXology’s Tim Conder. Without making those choices upfront, you’ll find it hard to create a good customer experience and scale it, and you’ll easily fall into the chaotic trap of “doing what it takes”. A: First, it matters how you recruit.

Sales Recruiting 52

Sales Recruiting Scale Customer Success Sales 52

SaaStr

JULY 9, 2022

The role of a VP is to own everything required to hit the goals for a functional area – Sales, Marketing, Product, Engineering, Finance, or Customer Success. This includes: Recruiting the team. While the answer may sound obvious, I’m not sure it always is in early-ish stage start-ups. This can be hard.

Sales Recruiting 258

Sales Recruiting Sales Hiring Finance Engineering 258

Valuize Consulting

DECEMBER 7, 2021

Level Up Your Customer Success Organization. In the subscription economy, there’s no debate about whether or not to invest in Customer Success (CS); 70% of rapidly growing businesses say that Customer Success is extremely important ( Hubspot , 2017). The fourth challenge is complexity.

VP of Engineering 98

VP of Engineering Customer Success Sales Hiring Interviewing 98

Sales Hacker

MAY 6, 2021

What’s the difference between a VP of Sales and a Chief Revenue Officer (CRO)? The VP of Sales. Great VPs of sales have gravitas and tact, command the room and hold their end of the table regardless of who is on the other side. Singular focus on sales. As the title would hint at, the VP of Sales should focus on sales.

VP of Engineering 95

VP of Engineering Sales Hiring Sales Recruiting Sales 95

SaaStr

MAY 6, 2021

A CRO owns and directs the strategy over a company’s revenue cycle, but there’s not a set standard for operational or management decisions: in addition to sales and sales development, they might be responsible for customer success, lead generation and pipelines, and even marketing and brand development.

Sales Hiring 234

Sales Hiring Sales Recruiting Interviewing Revenue 234

SaaSX

JULY 12, 2020

Determining if sales or customer success should own customer expansion and renewals is the age-old SaaS question. If you are a SaaS founder, sales, or CX leader you have probably spent a lot of time thinking about this topic. What matters is leadership, clarity, and team composition. . Leadership.

Sales Recruiting 90

Sales Recruiting Sales Hiring Sales SaaS 90

SaaStr

AUGUST 23, 2022

My general learnings: By 20-30 employees, you should have 1-2 good managers in place such that at least 50% of the company can run based only on weekly staff meetings, 1-on-1s, and “grab me when you need me-s” E.g., a great first VP of Sales that can just handle sales. management team by 50 employees or so.

Part-Time VPE 190

Part-Time VPE Sales Recruiting Sales Hiring Startup 190

SaaStr

MARCH 7, 2021

I thought it would be worth drilling down deeper into each of them, and sharing the learnings and mistakes: 1/ Spending less time fixing things, more time recruiting senior folks to own them. No one spends enough time recruiting as it is, after $1m ARR or so. Yes, you can manage the sales team yourself. You can do this.

Part-Time VPE 262

Part-Time VPE Sales Recruiting Sales Hiring Scale 262

SaaStr

DECEMBER 30, 2022

Could he or she recruit a better team? Often, just one great new VP of Marketing or Sales or Customer Success or Product will tilt the curve enough that you’d back to Better Growth. Not < 30%-40% … where it clearly isn’t quite working. Raise (more) capital? With less stress.

Sales Recruiting 222

Sales Recruiting Customer Success SaaS Management 222

Sales Hacker

AUGUST 7, 2020

Fortunately, more organizers than ever before are consciously seeking out female sales experts for panels, presentations, and podcasts. At Sales Hacker, we’re serious about diversity, and for that reason, we’ve compiled a list of 530+ female sales experts to consider for your next event. Leadership. Sales Development.

VP of Engineering 121

VP of Engineering Sales Recruiting Sales Hiring Payment Services 121

FastSpring

MARCH 8, 2021

We’ll go first––only 5% of leadership roles within the tech industry are women. With high numbers of men in leadership positions and a lack of emphasis on hiring women for those leadership roles, you can see the issue here. – Sarah McCarty, Senior Customer Success Manager. Believe that you belong.

Technical Review 148

Technical Review Sales Recruiting Sales Hiring Leadership 148

Totango

JANUARY 22, 2018

Customer Success Summit brings together the best and brightest minds in Customer Success. Our world-class speaker lineup for 2018 Customer Success Summit will share the impressive business results that customer success best practices should deliver. VP, Global Head Digital Customer Engagement.

Customer Success 77

Customer Success Sales Recruiting Sales Hiring Scale 77

SaaStr

MARCH 19, 2021

A head of sales that doesn’t recruit at least one strong rep in the first 90 days. A head of customer success that doesn’t own churn, or net revenue retention in the first 90 days. I can go on. But the top VPs of Sales know you have to get it going soon. Never will. That hits quota or better.

Sales Recruiting 320

Sales Recruiting Sales Hiring SMB Engineering 320

Sales Hacker

OCTOBER 30, 2018

Welcome to Sales Hacker’s first-ever Influential Women in Sales list! In this exclusive list, we wanted to honor not just female leaders that promote their own sales platform (no shame in that!) They say “You can’t be what you can’t see,” and the sales floor is no exception.

Sales Recruiting 111

Sales Recruiting VP of Engineering Scale Sales Hiring 111

SaaStr

JANUARY 24, 2024

Sales reps were hosting 4-6 calls daily but most of these calls were early demos or top-of-funnel discovery calls Sales was closing really small deals on one end while talking to really large companies with hundreds of thousands of people on the other. Define your ICP as early as you can and segment your sales team accordingly.

Scale 226

Scale Sales Hiring Scaling Revenue 226

SaaStr

NOVEMBER 21, 2020

We’ve written a lot on SaaStr on how to increase the odds your first management team is a success. How to hire a great VP of Sales (tons on that here ). What a great VP of sales really does. How to manage customer success. About recruiting and helping you scale. All good stuff.

Sales Hiring 354

Sales Hiring Scale Sales Recruiting Engineering 354

ChurnZero

DECEMBER 18, 2020

With each passing year the Customer Success industry matures and meets new challenges along the way, and this year has been nothing short of challenging in many ways. . Q&A Recap: Speakers: Megan Macaluso , VP Customer Success & Operations, ESG. Jay Nathan , Chief Customer Officer, Higher Logic.

Customer Success 87

Customer Success Sales Recruiting Finance Sales Hiring 87

SaaStr

NOVEMBER 19, 2020

More on that here and a great video discussion below: You’ll probably be ready for your first VP of Sales by $1m in ARR. We’ve talked about this a lot on SaaStr, but hiring a true VP of Sales before you have 2 reps hitting quota (and thus a repeatable, if not yet fully repeating process) is too early. Earlier is better.

Part-Time VPE 363

Part-Time VPE Sales Hiring CTO Hire Scale 363

InsightSquared

MARCH 6, 2018

Sales operations has been around for quite some time, but lately the function has been gaining momentum. Instead of behind-the-scenes sales support, sales ops now acts as a strategic partner for sales VPs and leadership. Start building out your sales operations department by hiring someone to own your CRM.

Sales Recruiting 119

Sales Recruiting Scale Sales Hiring Sales 119

CustomerSuccessBox

JANUARY 10, 2022

Customer Success Manager job description: As a CSM (Customer Success Manager), your role is to maintain a good relationship and the satisfaction of your existing customers while developing the customer portfolio. Additional Resource – What is a Customer Success Manager.

Compensation 52

Compensation Customer Success Trends Management 52

SaaStr

FEBRUARY 1, 2021

If you don’t think you need a great VP of Sales, Product, Marketing, Customer Success, and Engineering — then all that all that means is you’ve never worked with a great one. Here again, we have the same problems as the Customer Success lead hire, but worse. A bad VP of Sales is a total disaster.

Sales Hiring 269

Sales Hiring Part-Time VPE Scale Sales Recruiting 269

Sales Hacker

OCTOBER 19, 2022

Sales compensation planning can be a tricky beast to tame — but know that you’re not alone. I asked 12 incredible sales leaders across the SaaS industry to share their biggest challenges with comp planning and how to overcome them. Related: New to sales compensation planning? Top 10 sales compensation challenges.

Compensation 96

Compensation Sales Recruiting Sales Finance 96

SmartKarrot

OCTOBER 3, 2022

Role: Senior Director of Customer Success Location: Washington DC-Baltimore Area, US (Hybrid) Organization: TitanHouse As a Senior Director of Customer Success, you will establish and adhere to best practices in SaaS Customer Success. Recruit, hire, mentor and coach Customer Success team members.

Sales Recruiting 19

Sales Recruiting Customer Success Sales Hiring Outsourced Development 19

SmartKarrot

APRIL 24, 2023

Role: VP Customer Success Location: Austin, TX, United States (Hybrid) Organization: Prospera Hospitality As a VP Customer Success, you’ll create and organise a powerful CS squad. Implementing tools for customer success. implementing tools for customer success.

Customer Success 19

Customer Success Sales Recruiting Leadership Communication 19

Totango

JANUARY 22, 2018

Customer Success Summit brings together the best and brightest minds in Customer Success. Our world-class speaker lineup for 2018 Customer Success Summit will share the impressive business results that customer success best practices should deliver. VP, Global Head Digital Customer Engagement.

Customer Success 48

Customer Success Sales Recruiting Sales Hiring Scale 48

Intercom, Inc.

OCTOBER 26, 2021

Getting the team right is one of the hardest parts of scaling sales. But no sales team can afford to grow without intention. While building a sales team, we’ve focused a lot on our sales culture. Here’s how we went about growing a sales team that is both world class and culture-additive. They’re resilient.

Scale 160

Scale Sales Hiring Sales Recruiting Sales 160

SmartKarrot

MAY 17, 2023

Role: Customer Success Specialist Location: Illinois, United States (Hybrid) Organization: RedMane Technology LLC As a Customer Success Specialist, you’ll giving clients support and guidance using mCase. Work together with sales and support to create and deliver engagement plans that achieve the goals of the client.

Customer Success 19

Customer Success Sales Recruiting Technical Review Technical Support 19

SaaStr

JUNE 14, 2020

To want a head of sales operations and a director of sales to help carry the load not later … but on Day 1. To not have to manage any customers yourself in customer success, and instead be a strategist. The Benefits of Hiring a Stretch VP of Sales (and The Risks). Do you have the budget?

Sales Hiring 219

Sales Hiring Scale Sales Recruiting SaaS 219

SmartKarrot

SEPTEMBER 9, 2022

Role: Vice President of Customer Success Location: Denver, CO, US Organization: SambaSafety As a Vice President of Customer Success, you will oversee four Customer Success (CS) teams that support different customer verticals and one CS Operations Analyst. Upsell and Cross Sell opportunities.

Sales Recruiting 19

Sales Recruiting Customer Success Technical Review Scale 19

Intercom, Inc.

JULY 28, 2022

And for Intercom’s VP of Sales EMEA, Sanj Bhayro , scaling is just what you need to invest in to ensure growth becomes as constant and linear as it can be. Sanj has plenty of experience scaling sales teams at growing businesses, and that’s precisely why, as of November of last year, he‘s overseeing EMEA sales at Intercom.

Scale 210

Scale Scaling Sales Hiring Sales Recruiting 210

SaaStr

MAY 5, 2021

50% of the job of a real VP is recruiting. Sales — for a VPS. CSAT or NPS for a VP of Customer Success. You may still need to spend just as much time in sales when you hire a great VP of Sales — but you shouldn’t have to own it as much. Criterion #2: Did their #1 key metric improve?

Part-Time VPE 182

Part-Time VPE Sales Hiring Sales Recruiting Metrics 182

SmartKarrot

NOVEMBER 22, 2022

Consistently meet targets for customer satisfaction, issue resolution, cross/up-sell, and the economics of customer care organization. Build an engine for positive team growth across recruiting, training, management, and operations. Create a productive, high-energy, and achievement-oriented team environment.

Customer Success 19

Customer Success Sales Recruiting Scale Operational efficiency. 19

SmartKarrot

JANUARY 4, 2023

Role: Director of Customer Success Location: Remote, United States Organization: Slync.io As a Director of Customer Success, you will plan, lead, organize and control multiple project initiatives in accordance with the approved scope and schedule. Guide and coach customers with proactive customer success processes.

Customer Success 19

Customer Success Sales Recruiting Technical Review Outsourced Development 19

SmartKarrot

MARCH 31, 2022

Role: Customer Success Director Location: Denver, CO, US Organization: E Source As a Customer Success Director, you will be the primary point of contact for the customers, acting as a concierge for all of E Sources offerings. Management of renewals for subscription memberships.

Sales Recruiting 19

Sales Recruiting Customer Success Sales Hiring Systems Review 19

SmartKarrot

NOVEMBER 8, 2022

Role: Director of Customer Success Location: London, England, United Kingdom (Hybrid) Organization: Law Business Research As a Director of Customer Success, you will develop the people, process, and tooling needed to drive meaningful outcomes in the division (GRR, NRR, renewals, customer health, customer advocacy).

Customer Success 19

Customer Success Sales Recruiting Sales Hiring Benchmarks 19