SaaStr

JANUARY 5, 2024

In the latest episode of CRO Confidential, host Sam Blond, partner at Founders Fund and former CRO at Brex, sits down with Ashley Kelly, VP of Global Sales Development at Rippling. For context – Ashley had previously helped Sam scale Brex’s outbound sales from $2M to over $300M in ARR as Senior Director of SDR.

Sales Hiring 247

Sales Hiring Sales Recruiting Scale Outbound Sales Team 247

OpenView Labs

APRIL 29, 2021

OpenView, Work-Bench , Primary Venture Partners , and Lerer Hippeau just hosted the fourth and final session of SaaS Growth Camp—a series for the firms’ portfolio companies tailored to the complex ideas behind SaaS growth and go-to-market strategies. Recruiting top talent is the common denominator across all scaling startups.

Sales Recruiting 81

Sales Recruiting Outsourcing Services Sales Hiring Scale 81

SaaStr

AUGUST 8, 2023

Basics: The Building Blocks of the Finance Team To understand how finance teams impact an organization, it’s helpful to break down various functions and how they support the business. Team members are responsible for putting together a company’s financial plan, budgeting, and building a financial roadmap for their business.

Scale 175

Scale Finance Outsourcing Services Sales Recruiting 175

Tom Tunguz

MAY 2, 2021

A startup has three main activities: (1) recruit a team to (2) build a product and (3) sell and service the product. Recruitment. The market is that competitive. But, in the end, competition in the hiring market may require most larger companies to provide all three options to maximize their recruiting success.

Sales Recruiting 234

Sales Recruiting Government Sales Hiring Travel 234

SaaStr

JANUARY 8, 2022

Scaling your sales team can be one of the hardest things to do in SaaS. What’s the best way to help your sales team navigate today’s changing markets and changing priorities? And what’s the right time to fill crucial sales leadership roles? 1 Buyers Expect Personalization in Outbound Sales.

Scale 236

Scale Sales Recruiting Sales Hiring Scaling 236

SaaStr

JULY 12, 2022

One of the first what How to Hire a Great VP of Sales at the New York Enterprise Tech Meet-Up (thank you to John Lehr and Work-Bench for setting this up). The Number One Thing You Can Do to Accelerate Your Business Post-Initial Traction is Hiring a Great VP of Sales. I don’t know anything about sales.

Sales Hiring 257

Sales Hiring Part-Time VPE VP of Engineering Sales Recruiting 257

Sales Hacker

JANUARY 30, 2023

The first goal of sales at a startup isn’t to bring in revenue — it’s to get customer feedback. I’ve spent the last year working to find product-market fit for my startup, Dock. I’ve used our sales process to iterate our way to product market-fit and wanted to share what I’ve learned along the way.

Sales Recruiting 89

Sales Recruiting Product Marketing Scale Sales Hiring 89

SaaStr

MARCH 25, 2023

So one recent survey we did really brought out a healthy debate: does your VP of Sales really need to be a product expert? Many of the comments said it was more important a VP of Sales understand process and leadership more than the product itself. They often melt. I say, you just gotta know the product. Not just with buzzwords.

Scale 226

Scale Sales Hiring Sales Recruiting Sales 226

SaaStr

AUGUST 26, 2020

Founder-led sales generally stops scaling around $1m-$2m ARR. A sign to hire a real sales leader. Over the years at SaaStr we’ve talked a lot about hiring a great VP of Sales, when it works, when it does, and how it moves the needle. To stick with founder-led sales longer than most folks do, i.e. past $1.5m-$2m ARR or so.

Sales Hiring 286

Sales Hiring Sales Recruiting Scale Sales 286

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: Should Product Marketing Work for Product or Marketing? Let’s jump right into the questions.

Scale 241

Scale Sales Hiring AI Sales Recruiting 241

Sales Hacker

FEBRUARY 16, 2024

Sales leaders like Florin Tatulea (Director of Sales at Barley) feel the impact from the past few years alone: “Pure cold outbound is 3x harder than it was in 2021.” ChatGPT has a browser built in, so you can have it do market research and other research related tasks for you. So how can one cut through the noise?

Sales Recruiting 94

Sales Recruiting Strategy Systems Review AI Search 94

SaaStr

MAY 6, 2021

A CRO owns and directs the strategy over a company’s revenue cycle, but there’s not a set standard for operational or management decisions: in addition to sales and sales development, they might be responsible for customer success, lead generation and pipelines, and even marketing and brand development.

Sales Hiring 236

Sales Hiring Sales Recruiting Interviewing Revenue 236

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. That they can get away without no one in the role, or a just a junior person in marketing, in product, in success, in biz dev, etc. I Need a VP of Sales.

Sales Hiring 357

Sales Hiring CTO Hire Sales Recruiting Scale 357

Sales Hacker

AUGUST 26, 2019

And as companies take advantage of global business opportunities, they’re experiencing an increasingly diverse range of clientele. ” Prioritizing women is sales and other business sectors continues to be a challenge for businesses, but recruiting women of color—that’s a greater challenge yet.

Sales Recruiting 55

Sales Recruiting Sales Hiring Underperforming Technical Team Company Culture 55

SaaStr

MAY 14, 2023

Daniel, you grew to 3 million in ARR before you hired a VP of Sales. You had all the reps and SDRs reporting to you, managed it all yourself. How’d you manage all that? Daniel : We followed a lean start up approach to building our sales process. An engineering team and the sales team was me with a laptop.

Sales Hiring 236

Sales Hiring Sales Recruiting Scale Payment Methods 236

User Pilot

MAY 30, 2024

Overlapping responsibilities and conflicting priorities are just a couple of the many friction points between product managers and product marketing managers – leading to inefficient workflows and potential product failures. What are the typical roles and responsibilities of product managers and product marketing managers?

Product Marketing 73

Product Marketing Interviewing Management Scale 73

SaaStr

JANUARY 21, 2020

Justin Welsh, former SVP of Sales at PatientPop explains how he started in SaaS in 2009 as the second sales hire at Zocdoc. Justin used Sales Culture to grow a successful PatientPop team to 140 employees and 55 million in revenue. Justin Welsh | SVP Sales @ PatientPop. I was a local sales manager or regional manager.

Sales Recruiting 258

Sales Recruiting Sales Hiring Scale Sales 258

User Pilot

APRIL 19, 2024

Looking for the best way to do market research? From framing your initial question to extracting valuable customer insights, we’ll walk you through the lean market research process step-by-step. Get ready to empower your decisions with real-world market intelligence. Why should you do market research? The outcome?

Market Research 52

Market Research Sales Recruiting Marketing Underperforming Technical Team 52

Andreessen Horowitz

FEBRUARY 8, 2024

But building a sales compensation plan that both aligns your sales team’s compensation with your customers’ objectives and recruits top salespeople can be incredibly difficult in usage-based pricing. Determine where your sales team makes your customers more successful In usage-based pricing, value = usage.

Compensation 79

Compensation Sales Recruiting Sales Systems Review 79

SaaStr

OCTOBER 3, 2022

This revenue strategy consists of three core questions: What is the market opportunity—the problem that needs to be solved? When you can answer these questions confidently, it is time to go to market. The market can be as big as we want, but our resources are not unlimited. Sales Cycle. Post Sales.

Scale 216

Scale Sales Hiring Sales Recruiting Scaling 216

User Pilot

SEPTEMBER 29, 2023

The product development process is part art, part science, and all important to the success of your SaaS. In this article, we've got a comprehensive review of the entire product development process. While product development describes the process of creating the product itself (i.e. What is product development?

Development 87

Development Software Review Sales Recruiting Technical Review 87

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. And we were like less than 10 million ARR and business was doing very well.

Sales Recruiting 247

Sales Recruiting Sales Hiring Scale VP of Engineering 247

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. I don’t know about you, but I’ve had to recruit a lot of types of folks over the years where my domain knowledge was limited. I’ve had to recruit Ph.Ds.

Sales Hiring 249

Sales Hiring Part-Time VPE CTO Hire Sales Recruiting 249

SaaStr

JUNE 15, 2021

But you need more than a vague desire to start a business. That builds great business.”. Bansal felt passionate about enhanced software delivery, the need that Harness meets for developers. Product-Market Fit: There’s no shortcut –– finding the perfect target will always take time and hard work to get right.

Sales Recruiting 196

Sales Recruiting Scale Software Delivery Travel 196

Buffer Resources

SEPTEMBER 11, 2023

This trend leverages social media platforms to build connections and establish meaningful relationships with potential business prospects — and when it comes to social selling, LinkedIn is the MVP. The reality is that the best LinkedIn users are marketing machines. What’s the true ROI? The ROI is insane.

Sales Recruiting 135

Sales Recruiting Sales Hiring Scale Social Media 135

SaaStr

AUGUST 8, 2019

Andrei Brasoveanu will sit down for a conversation with Agnes Bazin Doctolib on how to create a targeted and effective sales process tailor-made for SMB. Agnes Bazin | Chief Development Officer @ Doctolib. She’s part of the founding team Doctolib, and the current chief development officer for the company. Andrei B.:

Sales Recruiting 106

Sales Recruiting SMB Scale Sales Hiring 106

SaaStr

JANUARY 24, 2024

What should you look for in an Enterprise rep vs. a Mid-Market rep? Solving High Volume, Low Conversion at Lattice Dini Mehta joined Lattice at $3M in revenue when it had just 10 people in seat for Go-To-Market and 7 salespeople. How do you diagnose and solve churn? From a GTM execution standpoint, they weren’t focused.

Scale 227

Scale Sales Hiring Scaling Revenue 227

Tom Tunguz

APRIL 21, 2020

By tomorrow, the bank will face insolvency, even though it was business as usual at the bank this morning. You’ll have been trained to answer questions in a very particular way: each answer will tie back to the main storyline of the business. What is the narrative of your business? Here are some from our portfolio.

Sales Recruiting 304

Sales Recruiting Banking Engineering Customer Support 304

SaaStr

AUGUST 8, 2019

Andrei Brasoveanu will sit down for a conversation with Agnes Bazin Doctolib on how to create a targeted and effective sales process tailor-made for SMB. Agnes Bazin | Chief Development Officer @ Doctolib. She’s part of the founding team Doctolib, and the current chief development officer for the company. Andrei B.:

Sales Recruiting 107

Sales Recruiting SMB Scale Sales Hiring 107

Mucker Capital

NOVEMBER 8, 2023

It's not merely a tagline or hyperbole; it's your distinct role and relevance within a specific domain, bridging the gap between business strategy and various operational facets. Think of it as the rational Spock side of your business brain, defining the concise, fact-based narrative, while branding embodies the emotive Captain Kirk side.

Branding 98

Branding Startup Development Strategy 98

SaaStr

FEBRUARY 27, 2023

In 2019, the founding team at Storyblok set out to create a content marketing solution that worked for everyone—developers and marketers alike. They credit this growth to their global team, a switch to an enterprise business model switch, and flexible work operations. Outbound: including Account Based Marketing (ABM).

Scale 197

Scale Sales Hiring Sales Recruiting Scaling 197

SaaStr

AUGUST 20, 2020

343: Kyle Parrish is the Head of Sales @ Figma, the company that helps teams create, test and ship better designs from start to finish. To date the company has raised over $132M in financing from some of the best in the business including Sequoia, a16z, Index, Greylock and Kleiner Perkins to name a few. What worked? What did not work?

Sales Hiring 191

Sales Hiring Sales Recruiting Scale Technical Advisors 191

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.

VP of Engineering 121

VP of Engineering Sales Recruiting Sales Hiring Payment Services 121

Intercom, Inc.

JULY 28, 2022

And for Intercom’s VP of Sales EMEA, Sanj Bhayro , scaling is just what you need to invest in to ensure growth becomes as constant and linear as it can be. Sanj has plenty of experience scaling sales teams at growing businesses, and that’s precisely why, as of November of last year, he‘s overseeing EMEA sales at Intercom.

Scale 210

Scale Scaling Sales Hiring Sales Recruiting 210

Tom Tunguz

JUNE 11, 2020

Recently, we welcomed Hollie Wegman to SaaS Office Hours to talk about marketing to developers. During our chat, Hollie shared some valuable wisdom from her experience as a marketing leader at Segment, Envoy, Mulesoft, and Salesforce. A recruiter in the audience submitted a question often discussed in startup boardrooms.

Sales Hiring 248

Sales Hiring Sales Recruiting Product Marketing Acquisition 248

Sales Hacker

MAY 6, 2021

From B2C consumer-focused tech to the next B2B enterprise cloud giants, B2B, and B2C technology companies are springing up left and right and sprinting toward multi-billion dollar valuations (whether on the private or public markets) faster than ever. What’s the difference between a VP of Sales and a Chief Revenue Officer (CRO)?

VP of Engineering 95

VP of Engineering Sales Hiring Sales Recruiting Sales 95

Neil Patel

SEPTEMBER 3, 2021

Combine traditional features like colorful booths, meeting rooms, info packets, and guest speakers with the online elements of virtual tours, and analytics and it’s easy to see why many businesses are having success with this method of hiring. Put a team together that shows off the best aspects of your business. Email Marketing.

Sales Recruiting 138

Sales Recruiting Social Media Sales Hiring Marketing 138