Sales Hacker

JUNE 1, 2020

Sales still makes up 25% of their headcount on average. Sales and business development headcount increased by 45% year-on-year versus just 33% in non-sales roles (the full data is available here ). Flash forward to 2019, and the company grew sales headcount by 66% year-on-year, which is twice the rate of other roles (31%).

Sales Hiring 93

Sales Hiring Scale Headcount Sales 93

InsightSquared

MAY 7, 2019

At the highest level, SaaS companies look at sales expense, headcount, sales productivity and SaaS metrics like: The cost of new customer acquisition (CAC). Source: OPEXEngine Sales Planning benchmarks 2019. Typical SaaS Sales Metrics. Customer lifetime value (CLV). Customer churn or retention rates. Data-Driven Management.

Scale 102

Scale Sales Hiring Metrics Sales 102

Intercom, Inc.

JULY 31, 2019

53% of buyers are more likely to buy from a business they can message, so if you’re looking for ways to make your marketing more effective in 2019, live chat is the way to go. But how do you staff live chat for your marketing without ballooning your headcount? By using chatbots.

Marketing 177

Marketing Pricing Headcount Engagement 177

Intercom, Inc.

AUGUST 29, 2019

When I started, they had a big growth plan as far as headcount, but they were a little bit looser on processes and cadences and things like that framework I was talking about. So one of the things I did was I took a step back and said: “This is a really aggressive hiring plan for 2019. We’re not going to hire anybody.”

Scale 172

Scale Sales Hiring Scaling Payment Services 172

The Angel VC

DECEMBER 12, 2018

Like a large tanker at cruising speed that cannot quickly take a turn, a startup with a fast-growing headcount and a high burn rate loses some of its ability to quickly react to new information, new insights, or changes in the market. If you’re setting yourself up for hypergrowth, the margin for error is very thin.

Sales Recruiting 106

Sales Recruiting Sales Hiring SaaS Payments Scale 106

Kellblog

FEBRUARY 6, 2021

Founded in 2019 in London. Founded by Palantir finance team alumni in 2019 in San Diego, this is a strategic finance platform company that has raised $21M , including a recent round led by General Catalyst of $18.5M. They have 4.8 stars across 14 reviews on G2. Their message is somewhat contrarian, emphasizing Excel replacement.

Finance 92

Finance Forecasting Software Review Systems Review 92

Intercom, Inc.

APRIL 25, 2019

When I started, Pipedrive had a big growth plan as far as headcount, but they were a little bit looser on processes and cadences. So one of the things I definitely just took a step back and said, ‘This is a really aggressive hiring plan for 2019, we’re not going to hire anybody.’.

Scale 136

Scale Sales Hiring Sales Recruiting Scaling 136

InsightSquared

NOVEMBER 19, 2018

If you have open headcount for Q1 be interviewing in Q4. Behind headcount equals behind plan. Cheers to 2019! Make sure you have the right people in the right jobs. Deal with under-performers. Also, highlight your “A” players that are at risk to leave and put a plan in place to retain them. Have everyone participate.

Sales 78

Sales Headcount Sales Enablement Compensation 78

ChurnZero

AUGUST 23, 2019

ChurnZero Leads G2’s Summer 2019 Momentum Report for Customer Success Software. The new Customer Success Software Momentum Grid from G2 showcases CS solutions with the highest growth trajectory on a product’s user satisfaction, online presence, and employee headcount growth over the last year.

Software Review 56

Software Review Customer Success Software Venture Capital 56

OpenView Labs

FEBRUARY 10, 2020

Sales now accounts for about 7% of the company’s headcount–a similar share of their workforce as marketing or product management. In a 2019 podcast interview , President Jay Simons emphasized that Atlassian has a low touch sales model. The rest of their headcount only grew by 31%. This is a good thing.

Sales Hiring 57

Sales Hiring Scale Headcount Sales 57

ChurnZero

NOVEMBER 16, 2018

How to Scale without Scaling Headcount. To ensure you success function scales without scaling your headcount, make sure everyone in the company is bought into the success mindset. We hope to see you next year at Pulse Europe 2019! Segmentation – Don’t Just Set it and Forget It. pulseEurope2018. Couldn’t agree more!

Customer Success 49

Customer Success Scale Headcount Sales Hiring 49

Point Nine Land

DECEMBER 12, 2018

Like a large tanker at cruising speed that cannot quickly take a turn, a startup with a fast-growing headcount and a high burn rate loses some of its ability to quickly react to new information, new insights, or changes in the market. If you’re setting yourself up for hypergrowth, the margin for error is very thin.

Sales Recruiting 61

Sales Recruiting Sales Hiring SaaS Payments Scale 61

ChurnZero

NOVEMBER 1, 2019

ChurnZero Leads G2’s Fall 2019 Momentum Report for Customer Success Software. The new Customer Success Software Momentum Grid from G2 showcases CS solutions with the highest growth trajectory on a product’s user satisfaction, online presence, and employee headcount growth over the last year.

Venture Capital 40

Venture Capital Software Review Technical Review Headcount 40

SaaStr

MARCH 17, 2020

We gave a dedicated headcount to all of our customer marketing activities. We would implicitly, but we didn’t have any gifting strategy. We really started to invest in customer marketing at the end of 2017 and that’s when we started to look at software options. But that was when we started their nesting.

Scale 173

Scale Payment Services Sales Hiring Payment Methods 173

Crafty CTO

FEBRUARY 7, 2023

I joined TechCXO Back in 2019, and it’s been a great experience surrounded by an awesome group of people. I work with businesses as early stage as pre-revenue, and as mature as growing-nearing-exit with engineering headcount approaching 100. And that is precisely the gap that a strong fractional CTO can fill.

CTO Hire 40

CTO Hire New CTO CTO Headcount 40

ChurnZero

NOVEMBER 8, 2019

In fact, they allow your team to manage more accounts without the need to increase headcount. . Wednesday, December 4, 2019 2:00 – 3:00 PM EST. Are you finalizing your new year strategy as you lead Customer Success at your organization? Automating these processes provide a key advantage for increasing efficiency.

Customer Success 63

Customer Success Scale Headcount Scaling 63

ChurnZero

MARCH 22, 2019

We had one of our portfolio companies with 60% of their headcount reporting up through CS, and that’s how they focused and was the culture of the business. Wednesday, April 10, 2019, 1:00 – 2:00 PM EDT. Because ACV is important, vertical vs. horizontal is important. You Mon: I agree, this is a big, it depends answer for sure.

Retention 61

Retention Payment Methods Outsourced Development SaaS Payments 61

Chart Mogul

DECEMBER 22, 2021

This year, we added 17 new members to our team, growing our headcount from 43 at the start of the year to 60 now (up 39% YoY). You can find the ones from past years here – 2020 , 2019 , 2018 , 2017 , and 2016. To add to that, our uptime for 2021 (for both the App and the API) was an impressive 99.95%.

Software Review 52

Software Review Systems Review Payment Features PayPal 52

ChurnZero

APRIL 5, 2019

It can be challenging when there are salary and headcount constraints, but you need to prove that CS is a driver for corporate growth. Wednesday, April 10, 2019, 1:00 – 2:00 PM EDT. That said when it comes to organizations that are new to CS, things can be quite tough. Stay on the lookout for our next? RYG |Leadership Hour ?in

Customer Success 40

Customer Success Compensation Scale Leadership 40

Sales Hacker

JULY 8, 2020

He’s responsible for growing agent revenue across Compass’ many markets, including the development of new revenue streams to the business Compass finished 2019, over $2 billion in revenue, a big jump from $880 million in 2018. I think the difference is, for example, today Compass has over 400 product and engineering headcount.

Scale 124

Scale Scaling VP of Engineering Technical Review 124

ChurnZero

AUGUST 23, 2019

Q: If there is no headcount for a new CS ops person, what’s the best way to incorporate the function until you can get budget? How to Build Effective Customer Success Plans Wednesday, September 11, 2019 2:00 – 3:00 PM EDT. However, I still believe that the Chief Revenue Officer should own what is needed to drive that revenue.

Sales Hiring 40

Sales Hiring Scale Customer Success Retention 40

BetterCloud

OCTOBER 21, 2019

Altitude 2019 was our biggest and best customer conference yet. For all the slides that were presented at Altitude 2019, check out our SlideShare. To learn more about all the SaaSOps Stars Award winners of 2019, click here. What’s the secret to scaling without adding IT headcount? Yup, SaaSOps is a thing. Automation.

Scale 45

Scale compliance Headcount AWS 45

Sales Hacker

SEPTEMBER 2, 2021

In 2019, 40% of Slack’s revenue came from their sales team closing deals with larger organizations (companies making more than $100,000 in annual recurring revenue). As a result, they experienced a 66% surge in marketing and sales expenses from 2018 to 2019. Employee headcount – company-wide and within key departments.

Sales Hiring 117

Sales Hiring Onboarding Sales Consulting 117

BetterCloud

OCTOBER 21, 2019

Altitude 2019 was our biggest and best customer conference yet. For all the slides that were presented at Altitude 2019, check out our SlideShare. To learn more about all the SaaSOps Stars Award winners of 2019, click here. What’s the secret to scaling without adding IT headcount? Yup, SaaSOps is a thing. Automation.

Scale 40

Scale compliance Headcount AWS 40

Intercom, Inc.

NOVEMBER 5, 2019

Could you give us an overview of a few levers that you guys are pulling to drive growth outside of growing headcount? I look at 2019 as a growth cycle for us. Will: I’m going to jump to you now, Collin, particularly on that point around knowing what to optimize and when to optimize it.

Scale 139

Scale Sales Recruiting Sales Hiring Trends 139

SaaStr

FEBRUARY 28, 2020

This podcast is an excerpt from Andrew’s session at SaaStr Europa 2019. How do you think about allowing for agility as you grow and scale headcount? SaaStr’s Founder’s Favorites Series features one of SaaStr’s best of the best sessions that you might have missed. Harry Stebbings. Andrew Filev. Karl Sun: Yeah.

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Sales Hiring Scale CTO Hire CTO Coach 233

SaaStr

SEPTEMBER 19, 2019

It was a huge growth year from a revenue perspective for us and a huge growth year from an employee headcount perspective. Now the next year in 2017, we went from just over $10 million of ARR to $30. But the big thing that happened in that year, this is 2017 is, we expanded our vision.

Scale 120

Scale Sales Hiring Software Review Scaling 120

Sales Hacker

DECEMBER 10, 2024

That was at the end of 2019. And you, A lot of the conversation right now with AI is if headcounts aren’t growing, then how do you grow enterprise value if you are tied to seed count? And like I said, that wasn’t until like 2018, 2019. And that should give you your sales rep headcount plan.

Scale 112

Scale Sales Hiring Scaling CTO Coach 112

Sales Hacker

MARCH 10, 2025

The company had just raised a $30M Series C at the end of 2019 and was aggressively hiring. While aggressive hiring can be tempting, a learning from Levelsets growth was the importance of hiring for leverage, not headcount. Instead, the company slammed the brakes.

Scale 71

Scale Sales Hiring Scaling AI Search 71

Sales Hacker

FEBRUARY 11, 2025

Um, in the old world, you basically downloaded a list of accounts and those accounts had things like industry, employee, headcount, headquarters, founded date, you would then get a list of contacts. So let me describe, I’m going to first describe this old world and maybe you can help sort of flesh this out for me.

ChatGPT 81

ChatGPT AI Payment Methods Payment Services 81

SaaStr

JUNE 2, 2025

Why This Matters: This isn’t just about productivity gainsit’s about AI companies being able to scale revenue without proportional headcount increases. This gap has been widening dramatically since 2020. They’re achieving what SaaS promised but often failed to deliver: true scalability.

AI 284

AI Enterprise Startup Scale 284