SaaStr

JULY 25, 2021

They talked about product adoption, sales alignment, freemium models and lessons they have learned throughout their successful SaaS careers. As two CEO who love the art of sales and scaling, this one really was special. I should have hired someone in some role like six months ago, a year ago.

Sales Recruiting 239

Sales Recruiting Sales Hiring Scale VP of Engineering 239

SaaStr

DECEMBER 8, 2020

Most every early-stage investment either makes a solid profit for the investors, or nothing at all (odd acqui-hires aside). Stop paying below-market salaries, and only hiring the managers you can get, not best-of-breed. Stop paying sales reps too little. Stop hiring directors instead of VPs to save money.

Sales Hiring 340

Sales Hiring Investment Finance SaaS 340

SaaStock

FEBRUARY 14, 2019

The company’s best-selling book, Predictable Revenue , details the hugely successful outbound process and sales created specifically for Salesforce. Afterward, he delved into education management by creating his own business, Mestreduca, a platform targeted at educational institutions. Talk: SaaS.City Bootcamp: Sales Leadership.

Technical Review 207

Technical Review Scale Entrepreneurship Sales Hiring 207

SaaStr

JULY 26, 2019

Prior to founding Zylo, Eric was the VP of Sales @ Sprout Social leading the revenue operations for over 11,000 customers. Before Sprout Social he was VP of Sales at Shoutlet, responsible for global direct and channel sales teams and developing and managing strategic relationships. What was the founding moment with Zylo?

Sales Hiring 137

Sales Hiring Scale SaaS Payments Payment Services 137

SaaStr

NOVEMBER 16, 2022

.” So what are maybe one or two things you want to give as advice to founders who are doing sales in the very early stage, the first couple of million ARR, that you feel are super useful in that stage in kind of trying to develop that, I think that sales muscle, if you will. If you don’t have two, who do you hire?

Sales Hiring 208

Sales Hiring VP of Engineering Payment Methods Scale 208

Intercom, Inc.

AUGUST 29, 2019

In this week’s episode we’ve dug down into the podcast vaults to bring you some of the best insights shared by our guests about scaling sales. It’s no surprise that one of the key levers for growth as you go from startup to scale-up is your sales team. Hiring for sales with John Barrows.

Scale 172

Scale Sales Hiring Scaling Payment Services 172

SaaStr

MAY 10, 2019

How does this change the type of metrics that we track? * What does Jason view as vanity metrics? If one has vanity metrics in place, what does Jason recommend as to keeping them or phasing them out? This podcast is an excerpt of Dave’s session at SaaStr Annual 2019. How can you better manage the board?

Sales Hiring 127

Sales Hiring Scale Underperforming Technical Team Consulting 127

Intercom, Inc.

APRIL 25, 2019

Given that the primary metric we measure growth in is revenue, it follows that sales feels growth more acutely than almost any other function. As the Senior Vice President of Sales for Pipedrive , she’s currently responsible for building nimble sales teams who drive sustainable revenue.

Scale 136

Scale Sales Hiring Sales Recruiting Scaling 136

ChurnZero

NOVEMBER 27, 2019

Top Five Customer SuccessCon Berkeley 2019 Takeaways. Last week ChurnZero sponsored Customer SuccessCon 2019 in Berkley, CA. Metrics Aren’t Just for Board Meetings – The Value of Customer Metrics is Immeasurable . T hey can serve to increase the accountability of both your customer s and your team. . .

Scale 75

Scale Sales Hiring Onboarding Customer Success 75

SaaStr

JULY 24, 2023

High NRR is magical, but NRR as a metric isn’t a GAAP metric. As you build up a great sales team, they’ll get better at getting revenue up front, and that’s great up to a point. Some people want to move to a PLG model because they think it’s cheaper than Enterprise sales. But you know what isn’t? Revenue growth.

Revenue 184

Revenue Scale Sales Hiring Cloud 184

SaaStr

SEPTEMBER 27, 2019

As for Ryan, prior to G2 he was Senior Director of Global Marketing at Hubspot where among many other achievements, he scaled HubSpot’s marketing-generated sales revenue by 330% year-over-year. This podcast is an excerpt of Romain’s session at SaaStr Annual 2019. How does Ryan think about the relationship between the two?

Sales Hiring 127

Sales Hiring Sales Recruiting Scale Software Review 127

SaaStr

DECEMBER 20, 2019

292: Manny Medina is the Founder & CEO @ Outreach, the market leading sales engagement platform that turns your team into a revenue driving machine. Befofe that Manny was a Senior Product Manager @ Amazon where he engineered the compensation system for Amazon Associates and Web-Services which accounts for 15% of Amazon’s traffic.

Scale 139

Scale Sales Hiring Construction Education 139

Baremetrics

NOVEMBER 10, 2019

Similarly, you’ll want to be able to look at new metrics as they become relevant to your business. After all, these are the people who you hired to be experts in their fields, and are therefore able to provide the best inputs and the right context in creating accurate forecasts. Hiring Plan. Say, PnL_Jan_2019.

Deferred Revenue 111

Deferred Revenue SaaS Payments Sales Hiring Payment Services 111

SaaStr

APRIL 7, 2022

2019: $336m rev. We took the series A, interesting enough, the first executive hired by, thanks to the sales coaching, actually was marketing. Growth for us is about massive scaling and hiring. What we do is look at all those metrics and our hope, goal is that every one of them continues to show this. seed round.

Sales Hiring 247

Sales Hiring Scale Sales Recruiting Outsourcing Services 247

SaaStr

MAY 31, 2019

Why does Parker believe it is fundamentally better to wait for as long as possible before hiring customer support? Why should your engineers be heavily involved in the customer support hiring process? What do you look for in those hires? This podcast is an excerpt of Molly and Leyla’s session at SaaStr Annual 2019.

VP of Engineering 128

VP of Engineering Sales Hiring Scale Systems Review 128

SaaStr

AUGUST 30, 2019

As for Whitney, she directly leads the organization’s go-to-market efforts, including sales, marketing, business development and customer operations. From team to vision to metrics to funding and more, these principles provide the framework for high-growth, high performing SaaS companies. How can you develop a winning culture?

Sales Hiring 128

Sales Hiring Scale Technical Advisors Underperforming Technical Team 128

Sales Hacker

DECEMBER 3, 2019

Boy, is this relevant when you’re interpreting data, says DePodesta, who warns against assuming historical metrics are meaningful. For example, instead of agonizing over how to interpret vanity metrics like visitors and bounce rates, graduate to more consequential transactions like lead form submissions and conversion ratios.

Sales Enablement 85

Sales Enablement Artificial Intelligence Branding Sales Hiring 85

SaaStr

SEPTEMBER 20, 2019

* When is the right time for startups to hire their first CMO? What should they have in place in terms of infrastructure, prior to hiring the candidate? Where does Janine see many going wrong when hiring their first CMO? * How does Janine look to reduce the friction when handing off between marketing and sales?

Scale 127

Scale Sales Hiring Traceability Acquisition 127

Intercom, Inc.

NOVEMBER 5, 2019

Inspired by the release of our book Intercom on Sales , we wanted to take a fresh look at three big topics – speed, automation, and growth. We wanted to know: what are sales leaders doing to bring velocity to their sales cycle? How are they using automation to bring new efficiencies to their sales orgs?

Scale 139

Scale Sales Recruiting Sales Hiring Trends 139

SaaStr

JULY 12, 2019

This podcast is an excerpt of Erica’s session at SaaStr Annual 2019. And everything I do in supporting my CMO is inspired by the way Jackie up managed for me, and the way Jackie was able to be my right hand for so long. Whereas in an early stage company, each hire is incredibly precious. Missed the session?

Scale 132

Scale Sales Hiring Metrics Branding 132

SaaStr

MAY 17, 2019

This podcast is an excerpt of Dug and Jennifer’s session at SaaStr Annual 2019. How can you better manage the board? So I want to discuss, first you mentioned the BigMachines, and post sales Oracle, you did version 2.0 But Max was struggling to build sales, to build a company around it. Missed the session?

Scale 144

Scale Sales Hiring Software Review Leadership 144

SaaStr

JUNE 28, 2019

Jason Vandeboom is the Founder of ActiveCampaign, a sales and marketing automation platform that enables small businesses around the world to meaningfully connect and engage with their customers. Fred Shilmover is the CEO and co-founder of InsightSquared, one of Boston’s premiere tech startups paving the way in the sales intelligence space.

Outsourcing Services 112

Outsourcing Services Scale Sales Hiring SMB 112

SaaStr

JANUARY 28, 2020

And so, she can, and Anthony just finished up basically going from the first sales hire at Gainsight at almost 100 million in revenue and has just retired. Maria : It’s like saying, “Hey, you want a sales rep to carry 10 times the quota they do today. You can’t, you have to invest in that sales infrastructure.”

Sales Hiring 199

Sales Hiring Scale Underperforming Technical Team Sales Recruiting 199

SaaStr

MAY 3, 2019

Episode 229: Manny Medina is the Founder & CEO @ Outreach, the market leading sales engagement platform that turns your team into a revenue-driving machine. In Today’s Episode We Discuss: * How Manny made his way to found the leader in sales engagement from product management at Amazon and Business Development @ Microsoft? *

VP of Engineering 144

VP of Engineering Sales Hiring Technical Review Development Team Review 144

SaaStr

JUNE 21, 2019

As for Sara, prior to Twilio she spent 10 years with Salesforce in numerous roles including SVP of Marketing for Salesforce’s Sales Cloud and CMO @ Desk.com, among other roles. What are Sara’s tips for creating this alignment between the marketing team that make the stories and the sales team that sell them? Missed the session?

Scale 133

Scale Sales Hiring SMB Interviewing 133

ChurnZero

MAY 10, 2019

Top 10 Customer Success Takeaways from TSW 2019. This event brought together thousands of technology leaders from Customer Success, Services, Sales, Product and Marketing. For those who didn’t get to attend, or for those that attended and want a recap, we compiled a list of our top ten Customer Success takeaways from TSW 2019.

Technology 74

Technology Customer Success Sales Recruiting Sales Hiring 74

SaaStr

SEPTEMBER 6, 2019

As for Jon, prior to being Chief Customer Officer at Box, he was Senior VP of Customer Success, responsible for all post-sales services Box provides from implementation to user adoption and more. This podcast is an excerpt of Pat’s session at SaaStr Annual 2019. It incorporates things like hiring. Missed the session?

Sales Hiring 128

Sales Hiring Scale Underperforming Technical Team Software Review 128

Intercom, Inc.

SEPTEMBER 10, 2020

It’s an approach that’s served him well along the road to building the HubSpot sales team, where he was CRO for nine years. That experience led to his bestselling book, The Sales Acceleration Formula. Or, even if they’re leaning towards the latter, they’re often not using the right metrics. But how fast should companies hire?

Scale 226

Scale Scaling Sales Recruiting Sales Hiring 226

OPEXEngine

JUNE 2, 2021

.” To adapt, the company showcased the extent to which its subscription-based software could help its customers by improving the efficiency of their IT, HR, and other processes, which, in turn, could help those companies manage through the downturn. ” Key metrics. “We never put in a hiring freeze,” he said.

Metrics 52

Metrics Pricing Airlines Sales Hiring 52

Sales Hacker

APRIL 16, 2020

Looking at the sales space, we are facing a few very specific challenges. Only sales approaches that clearly connect your solution to the buyers’ specific business challenges — challenges that have been properly diagnosed beforehand — have a chance to succeed. The same is true for sales enablement. What’s missing?

Sales Enablement 105

Sales Enablement Sales Hiring Scale Sales 105

SaaStr

FEBRUARY 16, 2019

– metrics that break and don't make sense. jasonlk) February 15, 2019. They hook up a payment system when they start as self-service, and the cash magically flows into the bank account. What I see these days more and more is start-ups not paying attention to accounts receivable, invoicing, etc. Fix this now.

Sales Hiring 208

Sales Hiring Payment Features SaaS Payments Payment Solutions 208

Kellblog

FEBRUARY 15, 2020

I’ve seen numerous startups try numerous ways to calculate their sales capacity. Such models are, in my humble opinion, dangerous because the combination of relatively small errors in ramping, sales productivity, and sales turnover (with associated ramp resets) can result in a relatively big mistake in setting an operating plan.

Sales Hiring 99

Sales Hiring Sales Recruiting Sales Forecasting 99

OpenView Labs

DECEMBER 13, 2019

We’ve published over 250 articles in 2019 and we’re proud to have contributors who provide our community with key insights and takeaways in the SaaS industry. 2019 was the year of the End User and the rise of Product Led Growth. 2019 Expansion SaaS Benchmarks. Our 2019 Expansion SaaS Benchmarks Report is live!

Sales Hiring 52

Sales Hiring Benchmarks AWS Scale 52

SaaStr

MARCH 12, 2019

His session was our highest-rated session at SaaStr Annual 2019 and you’re about to see why. What is sales? What is sales? Isn’t sales really around customer value creation? Sales is not about revenue generation, it’s around customer value creation. We have to codify our sales process.

Scale 205

Scale Sales Hiring Revenue VP of Engineering 205

SaaStr

AUGUST 9, 2019

Ep 255: Vikas Bhambri is SVP Sales and Customer Experience @ Kustomer, the startup providing Real-time, actionable views of customers with continuous omnichannel conversations and intelligence that automates repetitive, manual tasks. What is the right way for startup founders to address sales rep onboarding? Missed the session?

SaaS Payments 128

SaaS Payments Cloud Technical Review Scale 128

SaaStr

MAY 15, 2020

333: Bridget Gleason is the Head of Sales and Customer Success @ Tidelift, the company providing managed open source, backed by maintainers. Before Tidelift, Bridget was VP of Sales @ Logz.io and before that was VP of Corporate Sales @ Sumo Logic where she drove ARR up by a record 237%. What core elements does it change?

Sales Hiring 187

Sales Hiring Scale Technical Review Outsourcing Services 187

SaaStr

OCTOBER 31, 2019

Bessemer Venture Partners’ Alex Ferrara takes a look at trends and predictions for the cloud industry in 2019. 2018 saw about $44 billion of value added to the public markets, companies like Dropbox, companies like DocuSign, and that has continued now into 2019. Usually, it requires an outbound sales motion.

Cloud 100

Cloud Scale AWS Machine Learning 100