SaaStr

FEBRUARY 15, 2021

There’s a slide I see again and again from start-ups: 2 of the early sales reps are at 100% of quota, sometimes 150%-200%. You’ll continue to see that over time to some extent. So why so often, do only 2 of the first 8-10 sales reps perform? They get CTO training. You have to join their first few sales calls.

Scale 347

Scale CTO Hire Sales Hiring New CTO 347

SaaStr

JUNE 23, 2020

Q: What’s the number one challenge for scale-up founders? You can hack managing and finding 1–3 reps yourself, but after that, you really need a VP of Sales. You will need a VP of Product to scale your roadmap. 95% of the time, your super-smart hacker co-founder is not that person. She can be your CTO forever.

Part-Time VPE 297

Part-Time VPE CTO Hire Fractional VPE Sales Recruiting 297

SaaStr

JANUARY 16, 2023

To convert an idea into a successful venture, startups need to be equipped to scale. Hiring a reliable team is an all-encompassing issue where startups dive in head-first but fail to optimize it for success. . Hiring an expert produces 1000x better results than someone with interests elsewhere. . Build an irreplaceable team .

Scale 256

Scale CTO Hire Cloud Scaling 256

SaaStr

OCTOBER 25, 2023

For part one of this Ask Me Anything session, Jason covers everything you need to know about hiring your first VP of Sales, what he really thinks about AI, what the future of lead generation in 2024 looks like, and much more. Q: What is the Future of Lead Generation, and How Do You Stand Out? But they should.

Scale 278

Scale Sales Hiring Sales Recruiting AI 278

SaaStr

JULY 14, 2022

What started as a simple WordPress blog in 2012 has now become the world’s largest community of SaaS executives, founders, and entrepreneurs. We do that with a combination of industry-leading content and community connections. 2017 The Third SaaStr Annual: Scale Together. 2017 The Third SaaStr Annual: Scale Together.

Scale 300

Scale Sales Recruiting CTO Hire New CTO 300

SaaStr

FEBRUARY 15, 2023

Lightspeed Partner, Anoushka Vaswani, is joined by Raj Sarkar, CMO at 1Password, Kim Walsh, SVP, Sales, Partnerships and Customer Success at Apollo.io, and Chris De Vylder, CRO at Sentry, to pass along key lessons from their growth journey. Then build your segmentation and sales processes around that. 20 million?

Scale 244

Scale Sales Hiring CTO Hire Scaling 244

TechEmpower SaaS

DECEMBER 11, 2023

Do you anticipate scale issues presently or in the future? While the appearance matters, remember you are hiring the development firm primarily for its development skills, not its graphic design skills. Our blog post 53 Questions Developers Should Ask Innovators has a list of questions any good development team would ask.

Software Development 443

Software Development Development Software Review Software 443

SaaStr

FEBRUARY 22, 2023

Many companies believe excellent product design comes from hiring the best engineers and signing up for the latest software instead of building from the users’ perspectives. Stripe’s CTO, David Singleton, shares how they use a system of feedback, iteration, and fast shipping to create products that meet users’ expectations.

CTO Hire 286

CTO Hire CTO Payment Methods Payment Solutions 286

SaaStr

FEBRUARY 25, 2025

Our 10th Annual Meet-a-VC program to opt-in ahead of time, to set up VC-Founder matchmaking, Note: the above programs are only for Cloud / SaaS / AI founders and executives. Speakers share their playbooks on everything from achieving product-market fit to optimizing CAC:LTV ratios and scaling go-to-market strategies.

Sales Recruiting 177

Sales Recruiting Scale CTO Hire Sales Hiring 177

SaaStr

MARCH 7, 2021

No one spends enough time recruiting as it is, after $1m ARR or so. Yes, you can manage the sales team yourself. These are all full-time jobs by $1m ARR. Fixing it yourself becomes the biggest time sink and excuse for not hiring there is. You end up spending all your time backfilling roles you should have hired.

Part-Time VPE 286

Part-Time VPE Sales Recruiting Sales Hiring Scale 286

SaaStr

OCTOBER 9, 2020

A VP of Sales and Success A VP of Sales and Marketing A VP of Sales and Anything Else. Is usually not really a VP of Sales. Sales managers back when I never managed sales. Anyhow the one thing I learned, beyond getting help screening and hiring for these positions from domain experts, is to look for Flags.

Sales Hiring 255

Sales Hiring Part-Time VPE CTO Hire Sales Recruiting 255

SaaStr

JUNE 12, 2022

Check out this week’s top blog posts, podcasts, and videos: Top Blog Posts This Week: What All First-Time CEOs Should Know About Fundraising. Why It Matters Who Your “Lead” Investor Is. SaaStr 559: Secrets to Building Your Marketing Engine To Drive Scale with Airtable CMO Archana Agrawal.

Scale 236

Scale Sales Hiring CTO Hire CTO 236

SaaStr

MARCH 5, 2023

Check out this week’s top blog posts, podcasts, and videos: Top Blog Posts This Week: Does Anyone Want To Be a Unicorn Anymore? Ode to the $100,000,000 Exit Dear SaaStr: Should You Hire Someone That Seems Good … But Always Job Hops? TAM is Great. Top Podcasts This Week: 1. SaaStr APAC 2023: Stage A Streaming LIVE 5.

Scale 246

Scale Sales Hiring CTO Hire Startup 246

SaaStr

OCTOBER 29, 2021

Some leaders like Slack have seen the same, but most Cloud leaders at scale with high NRR end up getting more and more of their revenue from their existing base, not new customers. Use overages to renegotiate contracts, not charge per event. Rather, it uses overage events to trigger a call from sales to buy more. #4.

Scale 300

Scale CTO Hire New CTO CTO 300

SaaStr

MAY 26, 2023

You’ll never truly understand how to lead a SaaS company until you’ve done it firsthand. Dan Robinson, current Advisor and former CTO at Heap , shares five essential learnings from nearly a decade of building a SaaS business. Leadership needs to delegate to the talent they have hired. Want more content like this?

CTO Coach 242

CTO Coach CTO Hire CTO Leadership 242

SaaStr

DECEMBER 10, 2020

I hear again and again from SaaS founders growing to $5m, $10m ARR or even more that they don’t need a certain VP — with the exception of a VP of Sales. Basically, in SaaS, everyone “gets” that they need a VP of Sales. in ARR, get to Initial Traction , we then realize we have to scale. With less drama.

Sales Hiring 363

Sales Hiring CTO Hire Sales Recruiting Scale 363

SaaStr

JULY 3, 2022

Check out this week’s top blog posts, podcasts, and videos: Top Blog Posts This Week: Zendesk and Anaplan: A Tale of Two Very Similar, And Very Different, $10B SaaS Acquisitions. The Ultimate Guide for Hiring a Great VP of Sales. Dear SaaStr: How Many Sales Reps Do I Need? Top Videos This Week: 1.

CTO Hire 255

CTO Hire Sales Hiring CTO Scale 255

SaaStr

APRIL 7, 2021

The first type is the kind of management team hired by second+ time founders. Often folks they convince to once again be a VP of Eng or VP of Sales. But most of us are first-time founders, or close to it. And if you are, you are going to naturally start off hiring up-and-comers to your first leadership team.

Part-Time VPE 265

Part-Time VPE Sales Hiring Sales Recruiting CTO Hire 265

SaaStr

NOVEMBER 16, 2021

You’ll need to hire aggressively to get to the next level and continue that rapid growth. But what roles should you hire for, and what will your org chart look like at each stage? In 2008, he founded Yammer, an enterprise software company that David grew to 500 employees and $60 million in sales. Head of Sales.

CTO Hire 278

CTO Hire Sales Hiring Sales Recruiting CTO 278

SaaStr

NOVEMBER 29, 2020

They’ll revolt when you make a senior or mid-level hire that as a group, they simply cannot suffer one day longer. He was literally the only person on the planet with the specific scaling experience we needed. It did work — we got the scaling done. A senior product lead that engineering wouldn’t work with.

Part-Time VPE 278

Part-Time VPE Sales Hiring CTO Hire Scale 278

SaaStr

JULY 13, 2023

Startups come in all shapes and sizes on various stages of a timeline, yet it’s not surprising how many have the same questions and concerns about how to scale from x to y to z, the right time to hire and fire, and how to keep a team motivated during hard times. Q: Where Should SDRs Report — Marketing or Sales?

CTO Hire 241

CTO Hire Sales Recruiting Sales Hiring Scale 241

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 305

New CTO Scale Sales Hiring CTO Hire 305

SaaStr

AUGUST 25, 2023

On top of that, founders are full of excuses preventing them from scaling. 2 “Give the VP of Sales more time.” You can’t always expect a great VP of Sales to double sales in 30-60-90 days. But you have to see progress in one sales cycle. The best VPs of Sales hit the ground running.

Part-Time VPE 242

Part-Time VPE Sales Hiring Scale CTO Hire 242

SaaStr

JULY 10, 2021

Which role should you hire for first? For starters, your first hire should be someone who can complement your skills, someone who is strong in areas where you’re weak, but it goes much deeper than that. I am guessing it’s probably the hardest problem to solve, hiring a job, let alone at this level. And for good reason.

Sales Hiring 258

Sales Hiring Underperforming Technical Team Development Team Review CTO Hire 258

SaaStr

FEBRUARY 25, 2020

Just like filing your income tax returns or hanging that state-mandated safety poster up in your break room, sales tax is a back-office pain point, not a profit center. . That makes sales tax compliance easy to ignore… until it becomes a problem. . Why is sales tax such a pain for SaaS companies? There are a few reasons.

Merchant Services 186

Merchant Services Technical Review Scale Sales Hiring 186

SaaStr

JUNE 1, 2021

Co-founder and CTO Dharmesh Shah shared with us how they got there — and the top mistakes they made — just 3 quarters after their IPO. We have someone that probably 98 percent of you know virtually or socially in some sense, Dharmesh Shah, founder and CTO of HubSpot. It got much better over time. A SaaStr Classic!!

Part-Time VPE 283

Part-Time VPE Technical Cofounder CTO Hire New CTO 283

SaaStr

OCTOBER 24, 2022

WorkOS CEO Michael Grinich, Developer Success Manager Betsy Calender, and VP of Developer Experience Zeno Rocha share how to price your product for developers, how to market it to developers, how to how to support them as they scale and use the products. Bottom-up sales. The contract size grows. Doing Business with Developers.

Underperforming Technical Team 207

Underperforming Technical Team Outsourced Development Development Part-Time VPE 207

SaaStr

SEPTEMBER 26, 2019

Building a sales team that can go from $0-$50M (Video + Transcript). Gaetan Gachet | SVP of Sales @Algolia. It’s an honor to be here with this mythical creature, this sales leader that goes from zero to 50 million in the same job. He has a whole French sales team and office that only speaks English in Paris.

Scale 141

Scale Sales Hiring Sales Recruiting Technical Advisors 141

SaaStr

APRIL 4, 2019

You’ll also learn how leading SaaS companies are able to scale and thrive in this complex, dynamic environment. And so we actually had to make some major adjustments and look for an alternative way to deliver the software which clearly meant that we needed to move to the cloud full-time. Join us for SaaStr Annual 2020.

Cloud 171

Cloud Scale Trends Artificial Intelligence 171

SaaStr

JUNE 26, 2024

Deals are contracting, not because of layoffs, but because people are managing budgets so tightly. It Takes Time To Bounce Back Jason was the first investor in RevenueCat , a company that automates mobile subscriptions on your phone. Or Scale AI securing $1B. Being AI doesn’t necessarily lead to riches. in 12 months?

CTO Hire 141

CTO Hire AI Venture Capital Sales Hiring 141

SaaStr

JANUARY 14, 2020

They were telling me that what they were seeing in our motion, our go to market motion, what we were hearing from our customers, what we were hearing from our sales leaders didn’t sound like we were winning in the enterprise, and there was lots of evidence of that. So, let me walk you through that. As the CEO, I had to really listen.

B2B 156

B2B B2C Scale New CTO 156

SaaStr

APRIL 9, 2019

The thing about growing fast, you always think about how to get more customers, more prospects. And also, we always prioritize the features requested by our existing customers over the new prospects. But also, as a sole founder, you also can make a decision in a very timely manner. If you do that, you’re in user focus.

Sales Hiring 136

Sales Hiring Scale CTO Hire Marketing 136

Sales Hacker

MAY 5, 2021

Listen to Hang Black’s podcasts to learn about the future of sales enablement or how to lead with empathy. RevOps leaders are talking about trends in the market, and how the move towards RevOps will change everything from marketing to sales development to post sales. Fixing visibility issues in your sales org.

Scale 121

Scale Technical Cofounder Technical Advisors Sales Hiring 121

SaaStock

MARCH 29, 2019

Which is why you should sign up for the 2 for 1 Insider Sale and get two people for the price of one. Here is what he writes: Kieran Flanagan , VP of marketing at HubSpot, shared some interesting insights on approaching new ideas for scaling up your business. Read all of Petri’s thoughts and observations on his blog .

Scale 103

Scale Sales Hiring CTO Hire Social Media 103

Intercom, Inc.

JULY 21, 2022

What started as a series of interviews by co-founder Des Traynor soon bloomed into hundreds of episodes where we explore how businesses are driving growth through customer relationships and how to build successful products at scale. And so we hired somebody who had a lot of experience and could recommend ways to build the team.

Outsourcing Services 215

Outsourcing Services Sales Hiring CTO Hire Acquisition 215

OpenView Labs

JULY 2, 2020

From Freemium to Product Qualified Leads and Product Led Growth. Pricing in a Time of Uncertainty. The State of SaaS Sales in a COVID-19 World. Intercom’s Des Traynor offers a framework for viewing pricing and customer targeting to segment sales processes more efficiently. Product Strategy for Scale: Pricing.

Pricing 135

Pricing SaaS Payments Payments SaaS 135

User Pilot

JULY 27, 2023

Before hiring, assess your current needs and hire as your company grows. Account Managers: They serve as the lead point of contact for all customer account management matters. What to do before building a team for your SaaS company You can’t just jump into hiring without some forethought, or you’ll make many mistakes.

Sales Hiring 98

Sales Hiring SaaS Payments Sales Recruiting CTO Hire 98