SaaStr

MARCH 3, 2023

At SaaStr APAC 2023, Scott Pugh, VP of Sales at Figma, shared how to scale these two sales teams while building culture. Pugh’s strategy is simple, albeit not always easy: Recruitment — how to hire the best talent to scale your sales organization. Let’s look at five tips to consider for successful recruiting.

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Scale Sales Recruiting Sales Hiring Scaling 222

SaaStr

MAY 10, 2023

In this week’s episode of CRO Confidential, host Sam Blond, Partner at Founders Fund, continues a mini-series on founder-led sales with Colin Zima, founder and CEO of Omni. Omni is trying to build the next-generation business intelligence (BI) platform. Instead, leverage your network. Warm 2nd-degree network. Leverage your network.

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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.

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Sales Hiring Sales Recruiting Scale Outbound Sales Team 247

TechEmpower SaaS

MARCH 4, 2024

Key Functions with High Impact Generative AI is revolutionizing sales by enabling dynamic pricing and personalized customer interactions, boosting conversion rates and customer satisfaction. This shift allows business to reallocate human resources to more complex and strategic roles, or eliminate those positions entirely.

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SaaStr

MARCH 22, 2022

This requires effort from your entire organization, and Handshake VP, Employer Partnerships Jessica Peluso outlines some changes that you can make to your brand, and your application, interview, and offer process that will help find the talent you are trying to attract and hire. Below is the transcript of Jessica’s session. Hi everyone.

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Sales Hiring Sales Recruiting Scale Sales 221

SaaStr

JANUARY 31, 2022

Having learned from thousands of customers and prospects, Sarah Lash, Envoy’s head of enterprise sales, will talk about what it takes to guide and scale enterprise sales programs during an uncertain future. In my first six months at Envoy , I grew the sales team from six to 17. Combine Strategies To Drive Sales.

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SaaStr

JUNE 26, 2023

Dear SaaStr: What’s the Best Way to Get Ahead in SaaS Sales? It is important to decide which of 3 life tracks you want to be on: Super-successful sales rep / individual contributor. Successful sales manager. I.e., become a VP of Sales someday. Leverage “sales” to become a founder, business owner , etc.

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Sales Hacker

OCTOBER 17, 2023

This week we have a special 2 guest episode, with the best hiring guru’s in the game, Chuck Brotman & David Teichner. Chuck is the co-founder of Blueprint Expansion , a GTM roles recruiting firm that has helped over 50 VC-backed companies make amazing Sales, Marketing, & Customer Success hires.

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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. Is a CRO right for you?

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SaaStr

MARCH 24, 2020

Nothing matters but recruiting and using your personal network. Sam Blond, CSO at Brex explains why recruiting, networking and employee happiness is the key to this playbook on recruiting your sales team. Sam Blond | Chief Sales Officer @ Brex. I’m doing The Playbook To Recruiting Your Sales Team.

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Tom Tunguz

MAY 31, 2021

The cost of a failed account executive hire is about 8 months of lost productivity. What does it cost the organization to hire the wrong executive? In terms of time cost to the startup, a failed executive hire is roughly similar, 9 months. Hiring takes longer and is less fruitful. Looker was one of those examples.

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Andreessen Horowitz

FEBRUARY 12, 2024

A MOC document can help you prioritize what jobs you need an executive to do so you can hire against those needs. It’s getting more difficult to hire great talent at the growth stages because many companies were expected to go public and get the associated capital infusion from going public. Key takeaways Write a MOC. Talent in 2024.

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Sales Recruiting Technical Advisors Sales Hiring Underperforming Technical Team 79

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. Or Partner.

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SaaStr

FEBRUARY 12, 2022

What was the first warning sign your VP of Sales wasn't going to work out? A new VP of Sales doesn’t always double sales in 30 days — although it can happen in SMB sales. The old playbook does help, but every great VP of Sales knows they quickly have to evolve it to any new role.

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Sales Recruiting Sales Hiring Sales SaaS 247

Kellblog

FEBRUARY 16, 2022

Emboldened by this seeming endorsement, I dashed off what turned into a lengthy email on interviewing and recruiting, a topic about which I am passionate not because I think I am good it, but because I think I am not. Thoughts on The Recruiting Process. To line of business, IT, or both? And, yes, we succeeded with the hire!)

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Sales Recruiting Interviewing Sales Hiring Finance 109

SaaStr

MARCH 14, 2022

We’ve talked a ton about How to Hire a Great VP of Sales on SaaStr, but I wanted to highlight a few VP of Sales “personas” that I rarely, if ever, see work out. Because again and again, many of your will hire this VP of Sales. Here are the types of VP of Sales that just never work out.

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Sales Hacker

JUNE 10, 2021

There’s one thing recruiters are unanimous about. It’s that sales representatives are one of the toughest positions to hire for. The demand for sales reps is one of the highest of any job. Our recruitment team at EASI has gotten really good at this. Sales courses are largely absent from college curricula.

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SaaStr

MARCH 20, 2024

They discuss Sam’s learnings at Founders Fund, what the 2024 playbook looks like, hiring and motivating sales teams, and a handful of audience questions. Higher than he imagined in terms of the founder quality bar and, the stage of the business, and growth and efficiency metrics. On the sales side, people hired way too much.

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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. Lead generation tools do change, but the basic motions of sales and marketing haven’t changed much.

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Scale Sales Hiring AI Sales Recruiting 241

SaaStr

SEPTEMBER 25, 2020

379: From how many reps to hire, to compensation models, here are the top 10 mistakes founders make when hiring their first sales teams and how to avoid them. Find out how you can build these same tools for your business at outgrow.co/saas. This episode is sponsored by Outgrow. That’s outgrow.co/ S-A-A-S.

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Sales Hiring Sales Recruiting Scale Sales 176

Sales Hacker

JANUARY 6, 2020

The number one thing I grade candidates on is how well did they run their sales process on me? If you’re a job candidate in sales, you should be managing your job application process just like you’d run your sales process with a potential customer. Again, I’m running this like a sales process.

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SaaStr

OCTOBER 22, 2020

Recently, a good friend of mine running a Hot SaaS Start-up asked me if he should hire a particular VP of Product candidate I knew well. The team he’d be managing was a big thumbs up on him. Just don’t hire her. This was for a VP Sales position for a fast-growing SaaS company at about $4m in ARR. Let her go.

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Sales Hiring Sales Recruiting SaaS Engineering 176

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. Then I say … you probably made a mis-hire. They often melt. Be present.

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Scale Sales Hiring Sales Recruiting Sales 226

SaaStr

MARCH 3, 2020

Brendon introduces his playbook to hiring the first VP of Sales from his experiences as VP of Sales at LinkedIn, EchoSign, Talkdesk and more. Learn the dos and don’ts to make the correct hire the first time and not rush into hiring the wrong VP of Sales, which can cost the company months or even years.

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Sales Hiring Sales Recruiting CTO Hire Scale 154

OPEXEngine

APRIL 12, 2022

Emboldened by this seeming endorsement, I dashed off what turned into a lengthy email on interviewing and recruiting, a topic about which I am passionate not because I think I am good at it but because I think I am not. Thoughts on The Recruiting Process. To line of business, IT, or both? Remember it’s a mutual sales process.

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Sales Recruiting Sales Hiring Interviewing Finance 40

SaaStr

SEPTEMBER 27, 2023

Many will want to quit when you finally have revenues, just not enough to hire anyone else or pay anyone a decent salary. From $1m in ARR, and Then Forever After: Recruiting Great VPs. You need to learn to become great at recruiting. Why is my sales team less efficient at $20m ARR than at $2m in ARR? It never ends.

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Sales Recruiting Sales Hiring Startup Scale 253

SaaStr

MARCH 5, 2021

Flock Safety’s Founder and CEO, Garrett Langley, and its VP of Growth, Alex Latraverse, know a bit about sales. Enough to go from 0 to 100 sales reps in about 18 months — and they’re looking to be well beyond 100 by the end of this month. The three things that led to ramping up sales at Flock Safety were: Achieving product-market fit.

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Sales Recruiting Sales Hiring Scale Sales 172

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. The distraction of building a real sales team isn’t worth it yet.

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Sales Hiring Sales Recruiting Scale Sales 286

SaaStr

MAY 16, 2024

They had no hiring expertise and little money. They used the competitive advantage of recruiting out of the Midwest, where they knew the markets and the people better. If enough employers defect, it changes the hiring market. As a manager, you have to do things differently. There’s also a cultural element.

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SaaStr

DECEMBER 16, 2023

You really need a great CTO, not just a good business team. Finally you have great customers and traction — but you can’t afford to hire all the people you need to meet their needs. You have to love, or at least commit to, recruiting constantly. You have to hire so many functions in SaaS – VPS, VPM, VPP, VPCS, VPE, etc.

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Part-Time VPE CTO Hire Sales Recruiting VPCs (Virtual Private Cloud) 217

SaaStr

MAY 5, 2021

Did you hire a good enough VP? 4 part test: – who great did they hire in the first 60 days? Hiring your VPs as a founder is tough. Wait too long, and the business stalls out. How do you know, quickly, if you’ve hired a “good enough” VP? 50% of the job of a real VP is recruiting.

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Part-Time VPE Sales Hiring Sales Recruiting Metrics 185

SaaStr

JUNE 22, 2021

The other day I saw a VP of Sales flame out and resign with no notice from a SaaS company doing $10m ARR growing quickly. There were a lot of flags in this hire, but I remember one vividly. So I thought it might be helpful to brush off the topic of alignment between Sales and Marketing by updating a classic post on the topic.

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Sales Recruiting Scale Sales Hiring Revenue 297

SaaStr

AUGUST 26, 2022

As SaaStr Europa 2022 drew to a close, attendees took one more opportunity to ask Jason questions about topics like how to navigate the current market, the future of work, playing in a crowded space, and hiring your first VP of Sales. It was funny for Henry to say he segmented his sales team at 80 million in ARR. Transcript.

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SaaStr

JULY 11, 2023

How do you win with a high-velocity sales strategy in a fast-moving, competitive market? In a special session of Workshop Wednesday, Gorgias Founder & CEO Romain Lapeyre and Gorgias VP of Sales & Partnerships Aasif Osmany share their learnings, advice, and hacks for optimizing your sales process. Sign up for free.

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Sales Hacker

FEBRUARY 10, 2021

Whether you need to hire dozens of sales reps in the next few months or you’re a scrappy startup and need your first three sales hires, building a business will nearly always involve hiring for sales. According to Insightsquared, recruiting should take up to 20% of time for a C-level executive.

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SaaStr

FEBRUARY 26, 2021

Brendon Cassidy, my VP of Sales wrote a version of this piece a while back. I though an updated version of this would be good for founders thinking about hiring a VP of Sales … VPs of Sales themselves … and VPs-to-be to read — Jason, ed. … 10 Rules to Being a VP of Sales in a Startup.

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Sales Hiring Sales Recruiting Startup Sales 284

SaaStr

JUNE 14, 2020

To hire 3-4 folks to do what you used to do mostly yourself. To want a head of sales operations and a director of sales to help carry the load not later … but on Day 1. To not have to manage any customers yourself in customer success, and instead be a strategist. Or at least, with just 1 or 2 key hires.

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