SaaStr

NOVEMBER 24, 2021

The SaaS sales model seems so well-established, as hundreds of founders build their businesses and raise funding. Mark Roberge, Founder of Stage 2 Capital and Senior Lecturer at Harvard Business School, shares insights from his years of experience into common SaaS sales missteps and how you can avoid them. Copy your entire product.

Sales Hiring 260

Sales Hiring Scale Compensation Sales 260

SaaStr

MAY 31, 2024

1: How Sales and Marketing Have Shifted Since 2020 Expectations and the types of people working in SaaS have shifted over the past few years, and much more in sales, marketing, and customer success. . #1: A senior engineer posted on LinkedIn that they worked at Spotify for four years and quit on the spot. I’m out of here.”

Sales Hiring 307

Sales Hiring Sales Recruiting Marketing Scale 307

SaaStr

DECEMBER 14, 2021

The Treasure Data platform instantly analyzed large amounts of data, which meant that companies didn’t need to hire lots of computer scientists or put up a considerable upfront investment for data projects. . million revenue quarter…In reality, though, we were still the founder-led sales company.”. million and $1.2

Sales Hiring 312

Sales Hiring Data AWS Leadership 312

SaaStr

FEBRUARY 21, 2024

The Challenges and Pitfalls of a Partner Ecosystem Drata attributes much of its success to its partner ecosystem, which is an interesting case study for most, so how do they break up marketing, sales, and resource allocation vs. a more direct-sales modeled business? AWS can’t support 20 partners equally.

AWS 285

AWS Scale Sales Hiring Marketing 285

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 316

New CTO Scale Sales Hiring CTO Hire 316

SaaStr

AUGUST 8, 2023

The team is typically highly cross-functional, working together with sales, product, engineering, and marketing, and the goal is to help the other teams make better decisions through data and financial modeling. Hire a Junior Team You can recruit your junior team from investment banking or other Strategic Finance teams.

Scale 239

Scale Finance Outsourcing Services Sales Recruiting 239

SaaStr

JUNE 25, 2019

Come and hear about the typical pitfalls (and how to avoid them) from Pat Poels, an executive with over seven years under his belt leading Eventbrite’s now 300+ strong engineering team that sits across North America, South America, and Europe. I started right at the end of 2011, and I started in the role of VP of engineering.

Engineering 184

Engineering Part-Time VPE Sales Hiring Scale 184

Intercom, Inc.

FEBRUARY 26, 2018

by Rich Archbold, Senior Director of Engineering at Intercom. In this battle, I’ve found a secret weapon hidden within one of our core engineering strategies, an idea called Run Less Software. When I say “execute”, I don’t simply mean the engineering challenges of building something. The same is true in software.

Outsourcing Services 224

Outsourcing Services Software Review Software Outsourced Development 224

SaaStr

FEBRUARY 22, 2023

How many sales reps, how much marketing spend, how many engineers will you really need? Worth hiring a sales team, raising some venture capital (even a modest amount). What will your ACV really be? How can that scale over time? What evidence is there that you can charge what you think you’ll be able to?

Scale 284

Scale Sales Hiring Venture Capital AWS 284

SaaStr

SEPTEMBER 28, 2023

But developers notoriously don’t want to talk to anyone ever, and they’ll still spend six figures and beyond without ever talking to sales. Head of Sales: They don’t understand what SAML means and don’t plan to learn it. 50% of SaaS sales are outside of North America. Some are the same in terms of ease of use.

Enterprise readiness 289

Enterprise readiness Payment Solutions Enterprise Payments 289

SaaStr

MAY 31, 2023

AWS is seeing this, and so is Snowflake. Also you can see sales & marketing headcount is basically flat, while hiring is almost all in engineering / R&D. So when CFOs and others tighten budgets, they’ll also try to buy less Snowflake. Not none, just less. Growing remains jaw-dropping at 50% at $2.4

Headcount 246

Headcount Scale Sales Hiring AWS 246

Intercom, Inc.

AUGUST 30, 2022

Your first few hires are so influential in the success of your company. As Des Traynor, co-founder and Chief Strategy Officer of Intercom, says, your first few hires are so influential in the success of your company. For small startups, hiring internationally can be intimidating. AWS – Cloud computing. Questions to ask.

Scale 163

Scale Payment Services Startup AWS 163

SaaStr

SEPTEMBER 13, 2020

We’ve all seen AWS and what they’ve done with their platform. They started in the point of sale market, and then as the company scaled, they rolled out new value props and modules for payroll, or Toast capital, or ways to manage your employee base. This is really founder-led sales. It is staggering.

Sales Hiring 235

Sales Hiring Scale Payments Cloud 235

Baremetrics

OCTOBER 31, 2021

When you first get started, effectively any hosting setup will do the trick: your application is small, you have relatively few customers, and perhaps (depending on your sales process) expectations around performance and reliability are a bit lower during the beta phase. Over time all of that changes. Well… maybe! But not for us.

AWS 115

AWS DevOps as a Service Underperforming Technical Team Development Team Review 115

SaaStr

AUGUST 10, 2023

You’re finding the repeatability of your sales motion. They had open cores and created enterprise features around it to protect the business model until it got torpedoed by AWS early on. The three lessons learned and sustainable growth strategies for those at $10M-$100M are: How to scale sales and marketing from a systems perspective.

Scale 243

Scale Scaling Sales Hiring Cloud 243

SaaStr

FEBRUARY 10, 2023

As Chief Product Officer at DigitalOcean and a developer-turned-entrepreneur, Gabe Monroy shares how founders can avoid the trap of over-engineering products that customers won’t pay for and how to de-risk product development through a simple analogy of candy, vitamins, and painkillers. It didn’t impact sales at all.

Sales Hiring 130

Sales Hiring Development AWS Engineering 130

How To Buy Saas

MAY 21, 2025

In the fast-paced hiring landscape of 2025, an Applicant Tracking System (ATS) has become an essential tool for companies of all sizes and sectors. Importantly, ATS platforms have evolved with AI-driven features , diversity and bias reduction tools , and deep analytics to meet todays hiring challenges.

Systems Review 52

Systems Review Sales Recruiting Sales Hiring Technical Review 52

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. Sales Development. Sales Growth.

VP of Engineering 131

VP of Engineering Sales Recruiting Sales Hiring Payment Services 131

Clouded Judgement

MARCH 31, 2023

The majority of COGS (revenue less COGS = gross profit) fall in hosting costs (ie AWS), and some customer support. They have massive distribution (installed customers + sales teams), and margin to play around with. Companies could end up hiring less SDRs but booking more sales demos. What do I mean by this?

Cloud 130

Cloud Sales Hiring AI Headcount 130

Sales Hacker

OCTOBER 8, 2018

This week on the Sales Hacker podcast, we speak with Chris Degnan , Chief Revenue Officer of Snowflake Computing, one of the fastest growing SaaS platforms in the world. At Snowflake, he was the first rep and single-handedly built the outbound-engine on the way to scaling the business from pre-revenue all the way past $150M+ in ARR.

Scale 81

Scale Sales Hiring Sales Recruiting CTO Hire 81

Sylvia Ng

FEBRUARY 17, 2016

Putting together a job description for a Growth Engineer? The below tidbits are taken from 30+ job descriptions for Growth Engineers, all from tech companies such as Asana, Airbnb, AdRoll, Cybercoders, Mircosoft, UXPin, and Zenefits, to name a few. What do all these job descriptions tell us about growth engineering? Innovative.

Engineering 74

Engineering Growth Hacking Scale Social Media 74

SaaStr

JUNE 1, 2021

Hire the VP of Marketing, MBA, the VP of Sales, MBA, the VP of Customer, MBA, the VP of Engineering, MBA, and now, the odds of any semblance of survival, let alone success, are vanishingly small at this point. This is not a HubSpot sales pitch, so I’m not going to tell you about inbound marketing. Much appreciated.

Part-Time VPE 296

Part-Time VPE Technical Cofounder CTO Hire New CTO 296

Intercom, Inc.

OCTOBER 1, 2020

Sales, marketing, finance, support, and R&D all use the roadmap for different thing. Sales want to sell it, marketing needs to plan for it, finance needs to model it, support needs to be able to explain it, and R&D needs to be excited about it. As you grow functions, the audience for your roadmap widens. Paul: 13th, yeah.

VP of Engineering 165

VP of Engineering Sales Hiring Underperforming Technical Team Engineering 165

Intercom, Inc.

OCTOBER 1, 2020

Sales, marketing, finance, support, and R&D all use the roadmap for different thing. Sales want to sell it, marketing needs to plan for it, finance needs to model it, support needs to be able to explain it, and R&D needs to be excited about it. As you grow functions, the audience for your roadmap widens. Paul: 13th, yeah.

VP of Engineering 165

VP of Engineering Sales Hiring Underperforming Technical Team Engineering 165

Sales Hacker

FEBRUARY 2, 2024

. ➝ Marketing should be accountable for signups, trial starts, seats, monetized seats, and self-serve ARR. ➝ Can also be responsible for PQLs, if there is a sales motion to upsell self-serve. Driving pipeline for sales (SLG). Pipeline better aligns with sales. They are a vanity metric. Efficiency. User preferences.

Metrics 122

Metrics Revenue Scale Marketing 122

SaaStr

OCTOBER 15, 2019

Lots of us fantasize about moving upmarket, but are unsure of how to get started, is it just a matter of hiring a team of SDRs and getting them to hit the phones? Oops… Today we’ll be covering the five tips and here they are right here, from handling buyer expectations to navigating the complex sale. Thanks Allie.

Underperforming Technical Team 222

Underperforming Technical Team Sales Hiring SMB Enterprise 222

SaaStr

NOVEMBER 13, 2020

I just came out of Stripe, I just came out of Datadog, I came out of Fastly, I’m an engineer, I love the guy that was the CTO of Fastly who [inaudible 00:08:34] making it up. Just like a whole bunch of people said, “I’ll never hire remote.” And all of a sudden they’re like, “I guess, I could hire remote.”

Sales Recruiting 225

Sales Recruiting Development Team Review Technical Review Sales Hiring 225

SaaStr

SEPTEMBER 12, 2019

” Was obsessed with mathematics, went to college at 16, became an engineer. Thought I wanted to be an engineer, quickly realized I actually prefer the customer facing side of the startup world. They told us they would do tons of all this pricing stuff and help us with hiring and introduce us to customers, and all of these things.

Investment 113

Investment Underperforming Technical Team Sales Hiring Software Review 113

Sales Hacker

SEPTEMBER 29, 2020

Subscribe to the Sales Hacker Podcast. Sales enablement is easy: all you have to do is create perfectly targeted content, stay informed on email best practices, drive more engagement quarter over quarter, spend less money, and do all of this with less time. More sales meetings, start creating better sequences faster, go to go.regie.io

Scale 120

Scale CTO Hire CTO Coach Scaling 120

Baremetrics

FEBRUARY 19, 2018

The main accounts are: Cost of Revenue. Sales & Marketing. Engineering (R&D). We’re using Quickbooks Online as the example accounting software, but you should be able to follow along if you use something different, such as Xero. Sales & Marketing. Engineering. General & Admin (Overhead).

Startup 81

Startup DevOps as a Service Customer Lifetime Value SaaS 81

Neil Patel

FEBRUARY 5, 2021

I’ve put together a list of my top options for managed WordPress hosting and a short guide to help you find the best one for your specific needs. #1 1 – WP Engine — The Best Overall Managed WordPress Hosting. As soon as companies move their sites to WP Engine, they report increased security, speed, and reliability.

Management 137

Management Technical Review Outsourced Development Engineering 137

SaaStr

OCTOBER 31, 2019

It was around that time about 12 years ago that Jeff Bezos launched AWS, and some of you may remember that, when he did this, Wall Street analysts were looking at him and saying, “Why would you take what’s already a very unprofitable business and drive it further into the red by investing in this AWS initiative?”

Cloud 113

Cloud Scale AWS Artificial Intelligence 113

Sales Hacker

MAY 19, 2020

This week on the Sales Hacker podcast, we speak with Tom Williams , Cofounder and CEO at DealPoint. DealPoint is the first sales platform for customer-centric sales teams. Subscribe to the Sales Hacker Podcast. Welcome to the Sales Hacker Podcast. But the ultimate milestone isn’t the contract. We’re on iTunes.

Scale 113

Scale Payment Methods Payment Services Sales Hiring 113

Outseta

MAY 8, 2020

Best of all, the types of smart people that you run into in tech run the gamut from highly technical software engineers, to massively creative designers and marketers, to analytical data wizzes and finance experts. There’s an awful lot of nuance here and the devil is in the details. The lack of self awareness is real.

Part-Time VPE 102

Part-Time VPE Fractional VPE Sales Hiring Underperforming Technical Team 102

Point Nine Land

JANUARY 30, 2019

If building the infrastructure of a SaaS product seems easy nowadays (with AWS and the myriad of developer APIs available), it was not the case fifteen years ago. Providing a “cloud based” service was really challenging in terms of infrastructure, and the first SaaS startups had to hire large engineering teams dedicated to this aspect only.

AI Search 70

AI Search AI B2B Software 70

Intercom, Inc.

AUGUST 1, 2019

In our conversation, Michael shares the strategies that have been most impactful for growing their word of mouth, the attribution model that’s the engine for their marketing strategy and Brex’s long-term plans to disrupt the credit card industry, vertical by vertical. Level One is marketing, sales or BD. billion dollars. Short on time?

Strategy 36

Strategy Payment Methods Payment Services Startup 36

How To Buy Saas

APRIL 25, 2024

Their potential power compelled engineers to extend the available range of apps’ features and significantly simplify the workflow process. Platforms like Amazon Web Services (AWS), launched in 2006, offered scalable infrastructure that could handle growth without performance issues, revolutionizing IT operations.

Artificial Intelligence 52

Artificial Intelligence Trends AI Machine Learning 52