SaaStr

JANUARY 4, 2023

It may seem counterintuitive to seek out a sales leadership hire during this time of slowed hiring, but it’s the number one topic that many founders talk about and many SDRs, AEs, and sales managers ask about. . Founders may ask, “how do I find the right sales leadership hire?” They have some startup experience.

Sales Hiring 200

Sales Hiring Scale Leadership Sales 200

SaaStr

NOVEMBER 8, 2023

“I don’t know about you, but I fail a lot,” Nick Mehta, CEO of Gainsight, says as his opener at SaaStr Annual 2023. In leadership, there’s a great expression that “to those who much is given, much is expected.” You have to lead the team, live up to the values, hit quotas and targets, and make money. Or are the most critical?

Scale 237

Scale Sales Hiring SaaS Scaling 237

yoursales

DECEMBER 19, 2022

Sales Stack 2023 Sales Tools for Professional B2B Sales SALES STACK 2023: Sales Tools for. Professional Sales SALES STACK. 2022: Sales Tools. Sales share this with your network S ales tools and figuring out what your sales stack 2023 should look like is as challenging as ever.

Scale 86

Scale Sales Recruiting Sales Outsourced Development 86

Sales Hacker

JANUARY 5, 2024

This feels like the year that many companies have now realized that sales-led and product-led aren’t exclusive; they’re more of a spectrum. Factors to Consider for Product-Led Sales There are important factors that make a purely product-led growth motion easier. Happy New Year! 2024, we’re officially here. Let’s get into it.

Scale 99

Scale Sales AI Social Media 99

Sales Hacker

JULY 31, 2023

It’s easy to find thought leaders on LinkedIn giving tips on using LinkedIn Sales Navigator. But when one of my reps was struggling to book meetings in Q1 this year, I couldn’t find a comprehensive guide to LinkedIn Sales Navigator — so I decided to write it. If Sales Navigator is connected to your CRM: Choose ‘My CRM Accounts.’

Scale 52

Scale Sales Hiring Sales Headcount 52

Sales Hacker

SEPTEMBER 29, 2023

Over the past year, we’ve had tons of founders ask where they should be prioritizing their marketing dollars and resources considering the wild economic year that 2023 has unfolded as. The annual Gartner 2023 CMO Spend and Strategy Survey was conducted in March and April 2023. Thanks for reading The GTM Newsletter!

Scale 101

Scale Marketing AI Search ChatGPT 101

SaaStr

DECEMBER 29, 2023

It can replace humans for those companies that can’t find someone to send emails, update the website, or do sales. Q: As you scale, how metrics-oriented should the company be? ARR asks Jason how he sees the best companies steering into metrics and KPIs to drive performance at a leadership level. The market wants it.

Scale 230

Scale Sales Hiring Customer Success AI 230

yoursales

NOVEMBER 8, 2023

Sales Stack 2023 Sales Tools for Professional B2B Sales SALES STACK 2023: Sales Tools for Professional Sales SALES STACK 2023: Sales Tools for Professional Sales share this with your network S ales tools and figuring out what your sales stack 2023 should look like is as challenging as ever.

Scale 52

Scale Sales Recruiting Sales Outsourced Development 52

SaaStr

FEBRUARY 14, 2024

You Mon Tsang, CEO and co-founder of ChurnZero, Colleen O’Sullivan, VP of Integrated Customer Experience at Hubspot, and Jason Lemkin, SaaStr founder and CEO, give their take on where the customer success industry is headed and shares data from the Customer Success Leadership Study done by ChurnZero at the close of 2023. This is it.

Customer Success 232

Customer Success Sales Hiring Scale AI 232

User Pilot

AUGUST 30, 2023

It’s 2023, and customers have options. The expert speakers at Product Drive 2023 will answer these and many more questions. The 2023 edition is the biggest so far, with 20 speakers and four categories. Product management and leadership speakers. But how do you do that? Let’s quickly go over what to expect.

Scale 93

Scale AI Growth Hacking Innovation 93

SaaStr

SEPTEMBER 27, 2023

As you finally begin to scale, you’ll have enough revenue to hire some great folks, but not enough to build very redundant teams. More here: From Initial Traction to Initial Scale (~$10M in ARR): The Hardest Phase. Why is my sales team less efficient at $20m ARR than at $2m in ARR? And tenacious at it. And to always be doing it.

Sales Recruiting 253

Sales Recruiting Sales Hiring Startup Scale 253

SaaStr

MAY 16, 2024

Jason has noted the importance of a hybrid model and, in 2023, added that many CROs have said they want folks back in the office at least three days a week because those outside of the top 5% of performers suffer from a remote model. But if you know what success looks like in sales, support, engineering, etc., Is that true today?

Sales Recruiting 234

Sales Recruiting AI Search B2B Sales Hiring 234

SaaStr

FEBRUARY 2, 2024

Typically on SaaStr.com, we try to focus our content on mistakes to avoid, lessons learned and how to scale faster, but for the CEO Summit, Jason addressed the audience with what’s most top of mind for him at the start of 2024. In 2022 we were all playing catch-up and in 2023 we all had to become radically efficient.

Sales Recruiting 284

Sales Recruiting Trends Sales Hiring Software Review 284

SaaStr

OCTOBER 19, 2023

Once you are profitable and at scale, I don’t think any VC expects founders to take anything less than market salaries ? One thing I have learned, though: If the founders are the highest compensated people in the start-up, especially pre-Scale (e.g., But if you raise less than that — 75% may well be too high.

Scale 250

Scale Sales Hiring Compensation Marketing 250

SaaStr

JANUARY 30, 2023

20X year 1⃣ 12X year 2⃣ 5X year 3⃣ #deelspeed @deel [link] — Shuooo (@shuoshuooshuooo) January 23, 2023 When we look at SaaS companies’ success stories, everything looks great on their growth maps. Delivering the best customer experience With the surge in inbound leads, the business was growing exponentially.

Sales Hiring 229

Sales Hiring Payment Services SaaS Payments Scale 229

Valuize Consulting

DECEMBER 20, 2023

2023: A Year Of Accelerated Evolution In 2023, rapid technological innovation and shifting market dynamics have profoundly impacted B2B technology companies. Amidst this year of evolution, what was top of mind for B2B recurring revenue leaders in 2023? Watch Webinar 2.

Scale 52

Scale Operational efficiency. Customer Success Innovation 52

SaaStr

DECEMBER 27, 2023

Between 2016 and 2023, you see the ACV (average contract value) going up and up. When a new sales leader comes in, they usually say the data is messed up, difficult to comprehend, and unclear about where leads are coming from. The bigger you scale, the harder this can be. Leadership injections as you scale are tricky.

Sales Hiring 199

Sales Hiring Scale SMB Outsourced Development 199

SaaStr

FEBRUARY 8, 2023

Many startups missed 2022 revenue goals and are forecasting slower growth for 2023, especially compared to the explosive growth of teams and revenue during the Boom of 2021 and early 2022. On top of that, sales teams must still communicate with those functional leads, who then have to try and sell up internally.

Sales Hiring 130

Sales Hiring Scale Sales Strategy 130

SaaStr

APRIL 2, 2023

In February 2023, I hit my 10-year anniversary (or “Gainaversary,” as we say) of running Gainsight. But what I learned, after years of procrastinating on tough moves for our leadership team, is that the leaders’ teams suffer greatly through that inaction. “I never make the same mistake twice. I make it 5 or 6 times, just to be sure.”

Sales Hiring 262

Sales Hiring Scale Scaling Customer Success 262

ChurnZero

NOVEMBER 11, 2022

These are just some of the findings in this year’s Customer Success Leadership Study, ChurnZero’s third annual report on the top trends and opportunities in Customer Success, presented in partnership with ESG and sponsored by Higher Logic Vanilla and involve.ai. Download your full copy of the 2022 Customer Success Leadership Study here.

Leadership 98

Leadership Trends Customer Success Investment 98

Sales Hacker

OCTOBER 13, 2023

There’s a necessity behind re-strategizing go-to-market: 54% of GTM leaders report missing monthly revenue targets and 41% reported missing demand generation targets [source: Pavilion Pulse, Average in Q2 2023]. How to do it: Map your prospects to your partners. Go-to-market motions are shifting.

Scale 99

Scale Sales Hiring AI Generative AI 99

Andreessen Horowitz

MARCH 5, 2024

In this fireside chat from the American Dynamism Summit with a16z General Partner Ben Horowitz, Maryland Governor Wes Moore discusses his inspiring journey to the statehouse and how his experiences have shaped his leadership. Here is a transcript of their conversation. So, I feel like that was a pretty good source for this data.

Leadership 73

Leadership Education CTO Government 73

Scytale

OCTOBER 9, 2023

In this blog, we will highlight some of the top CISOs in the UK in 2023 and explore the qualities that make them stand out in this ever-changing environment. Simms also emerged as the leading influencer in security and fire by IFSEC Global, ranking first in the “Ones-to-Watch” category.

Technical Advisors 52

Technical Advisors Cybersecurity CTO Scale 52

SaaStr

NOVEMBER 15, 2023

Spenser Skates, CEO and co-founder at Amplitude took the stage at SaaStr Annual 2023 to share four key lessons he learned building a great organization and a long-lasting sustainable business. How to keep this up over time as you continue to grow and scale. That’s a different type of executive — a mid-stage scale executive.

Scale 236

Scale Innovation SaaS Scaling 236

User Pilot

JUNE 25, 2023

Product Leadership presents insights on effective product leadership and team-building. Tips for scaling product organizations without sacrificing quality. 5 Book overview: Launch is a blend of practical advice, case studies, and interviews with successful product managers from leading tech companies. Where to buy it?

Management 80

Management Technical Review Leadership Innovation 80

SaaStr

DECEMBER 22, 2022

SaaStr events couldn’t happen without our partners, and we wanted to give a special shout-out to some of our newest sponsors for SaaStr Annual 2023. Drata is the world’s most advanced security and compliance automation platform with the mission to help companies earn and keep the trust of their users, customers, partners, and prospects.

Scale 45

Scale Onboarding Government compliance 45

ChurnZero

OCTOBER 28, 2022

The results of the 2022 Customer Success Leadership Study, based on the perspectives and insights of more than 1,000 Customer Success leaders, are in. Q: Though sales and CS are different functions, they’re often viewed as the same. Do those activities in the way that scales the best. Every other team has to do that.

VP of Engineering 52

VP of Engineering Customer Success Scale Underperforming Technical Team 52

SaaSHolic

MAY 5, 2023

The decision to invest is based on the founding team’s potential and their product’s potential to scale and become a significant market player. The cost of capital has gone up, and digital markets have returned to normal market sizes, leading to a new environment of lower valuations and less money in the market.

Technical Review 90

Technical Review VP of Engineering Development Team Review Software Review 90

SaaStr

JUNE 2, 2023

With teams spread across the globe, they had to find new working patterns to scale their businesses in a distributed environment. Today, Wiz is one of the highest-valued private tech companies, at $10 billion, as announced in Feb 2023. CROs should focus on capturing that unrealized demand which is not a sales-led effort.

Sales Recruiting 217

Sales Recruiting Sales Hiring Scale Branding 217

Buffer Resources

APRIL 22, 2024

Unlike traditional startup founders who seek to grow headcount and scale a product, solopreneurs often are the product. For these folks, reaching scale means maximizing their book of business. But after achieving initial success, they bump into the same problem: They must moonlight as marketers to scale up. Enter social media.

Social Media 106

Social Media Scale Growth Hacking Headcount 106

Sales Hacker

MARCH 1, 2024

Hello and welcome to The GTM Newsletter – read by over 50,000 revenue professionals weekly to scale their companies and careers. A highly curated group of 200 GTM leaders, 85% director level and above across Sales, Marketing, and Partnerships. A chance to tour (and maybe even race on?) Austin’s F1 track.

VP of Engineering 72

VP of Engineering Scale SaaS AI Search 72

SaaStr

MAY 14, 2023

As we gear up for SaaStr Europa 2023 in London on 6-7 June and SaaStr Annual 2023 in the SF Bay Area on 6-7 September , we wanted to take a look back at some of our most iconic speakers and sessions from over the year, that we can still learn from today. Daniel, you grew to 3 million in ARR before you hired a VP of Sales.

Sales Hiring 236

Sales Hiring Sales Recruiting Scale Payment Methods 236

SaaStr

JANUARY 25, 2021

Not Hiring 2-3 Sales Reps to Start. More on that here: When You Hire Your First Sales Rep — Just Make Sure You Hire Two. Scaling Too Slowly — and Too Quickly. I should have invested a little more in sales reps, more quickly, one we had some initial traction (see above). We should have taken $2m more.

Sales Recruiting 263

Sales Recruiting Sales Hiring Scale SaaS 263

Andreessen Horowitz

NOVEMBER 17, 2023

Sales wants more features. In this conversation recorded at ELC 2023, Segment’s former CRO Joe Morrissey and former chief product development officer Tido Carriero discuss how they turned sales-product tension into a successful $3.2B The problem is the sales team. Product gets bogged down with one-off requests.

Sales Hiring 85

Sales Hiring Scale Sales Underperforming Technical Team 85

SaaStr

MAY 25, 2023

Once you truly hit Initial Scale (say $10m- $15m ARR), then you’re no longer a proven product — you’re a real line of business. A nice example of a sale at this Local Maximum is Pardot selling for $100m to ExactTarget — on zero venture capital. Everyone can see 10x out into the future. More on that here.

Acquisition 360

Acquisition Venture Capital Generative AI Scale 360

ChurnZero

JANUARY 25, 2024

Skillset 1: Sales acumen In 2024, driving revenue is a primary responsibility of CS. This means that sales acumen is no longer just a bonus for CS professionals—it’s a new baseline for many companies. Scaled customer success roles This role is starting to carve out its own space and made a huge splash in 2023.

Customer Success 52

Customer Success Sales Recruiting Sales Hiring Scale 52

ChurnZero

JANUARY 4, 2024

“2024 will continue to see the chief customer officer move into the leadership phase,” predicts ChurnZero CEO and co-founder You Mon Tsang. Hiring fractional experts has been a common practice in other industries for decades; in 2024, CS teams will embrace this workforce model in scale while remaining cost-conscious.”

Customer Success 52

Customer Success Trends Sales Hiring Artificial Intelligence 52