SaaStr

MARCH 1, 2025

And CEO David McJannet came to SaaStr Annual a little ways back to share his top scaling learnings. CEO Dave McJannet shared his systemic approach to scaling companies through distinct growth phases. This specific threshold serves as a critical signal that your business model has legs. 30-100M: Scaling phase.

Scale 185

Scale Systems Review Scaling Leadership 185

SaaStr

MARCH 8, 2025

” This framework can be applied across every aspect of building and scaling a company: 1. . ” This framework can be applied across every aspect of building and scaling a company: 1. “These individuals scale with the company and can grow into 10x performers.”

CTO Hire 210

CTO Hire CTO Coach Scale CTO 210

SaaStr

MARCH 18, 2025

It’s an incredible look back on scaling and more: Colin Jones, first Chief Revenue Officer at Wiz. A Philadelphia native, Colin started his professional career as a Business Development Representative (BDR) 14 years ago and worked his way up to his current role as CRO.

Scale 185

Scale Sales Hiring Scaling Sales Recruiting 185

SaaStr

FEBRUARY 10, 2025

From Sales-Led to Product-Led: How Apollo.io 25x’d Revenue and Crossed $100M ARR Apollo.io, an all-in-one go-to-market platform, underwent a significant transformation in its business model that led to remarkable growth. They shifted to a fully self-service model, moving away from the traditional sales-driven approach.

Scale 162

Scale Scaling Outsourced Development Sales 162

SaaStr

MARCH 29, 2025

Dear SaaStr: What Are The Best Ways to Transition From The Founder-Led Sales Stage? Transitioning from founder-led sales to a commissioned sales team is one of the most criticaland trickysteps in scaling a SaaS business. You Never Get to Leave Sales. This is non-negotiableeven if you hate sales.

Scale 199

Scale Sales Hiring Sales Compensation 199

SaaStr

OCTOBER 18, 2024

You can talk about the roadmap or sales strategy until you’re blue in the face, but if you don’t have the team to do it at scale, there’s no point in talking a ‘big game.’ ” The best sales leaders are the ones that are even better recruiters than the CEO. Nothing else matters, right?

Sales Recruiting 305

Sales Recruiting Sales Hiring Scale AI 305

SaaStr

JANUARY 17, 2025

So what gets you more high-quality leads and ultimately business — smaller, more “intimate” industry events? And your top prospects? There is no question the ideal event in theory is just you and you alone … and 50-100 of the very top prospects in the world. Ideally, in force. No one else.

Scale 293

Scale Marketing Travel B2B 293

SaaStr

APRIL 6, 2025

A little ways back Databricks VP of Sales Heather Akuiyibo joined SaaStr to share unexpected things that work well at Databricks GTM organization as well as some things that havent worked as well. Deep Dive: Unexpected Learnings Time Management as Competitive Advantage Most sales organizations guess how reps should spend their time.

Scale 202

Scale Sales Hiring Sales Outsourced Development 202

SaaStr

FEBRUARY 21, 2025

Key points about SaaStr Annual : Focus on SaaS: Primarily focused on all aspects of SaaS business including sales, marketing, product development, and customer success. Large Audience: Considered the biggest SaaS conference with a large number of attendees from leading SaaS companies, startups, and venture capital firms.

Software 243

Software Scale Venture Capital SaaS 243

SaaStr

JUNE 24, 2025

We’re living through the biggest transformation in B2B sales since the birth of SaaS itself. The latest from 2025 survey data by ICONIQ from 205 GTM executives across leading B2B SaaS companies The data tells a stark story. This isn’t about sprinkling ChatGPT into your sales process.

Scale 194

Scale AI B2B SaaS 194

SaaStr

JUNE 25, 2025

AI and Cybersecurity: How Rubrik’s Co-Founder Built a $1B+ ARR Platform While Joining the AI Revolution Lessons from Arvind Nithrakashyap, Co-Founder and CTO of Rubrik, on scaling cyber resilience platforms, building multiple product curves, and implementing AI across both products and operations.

Cybersecurity 256

Cybersecurity AI Scale CTO Hire 256

SaaStr

SEPTEMBER 11, 2024

Lucid is the leading provider of visual collaboration software with over 70M users worldwide. Stephanie Couzin, the VP of GTM Strategy and Ops, and Roderick De Greef, the VP of Sales and GM EMEA, share Lucid’s transition from a PLG company to a PLG and Sales-Led company. This is where product-led sales comes in.

Scale 307

Scale Scaling Sales Hiring Systems Review 307

SaaStr

JULY 11, 2025

How Canva’s CCO Built a $7B Enterprise Motion While Preserving PLG Culture Rob Giglio, Canva’s Chief Customer Officer, shares the playbook for scaling from 170M to 230M monthly active users while building enterprise sales without compromising company culture. Top 5 Takeaways 1.

Scale 175

Scale AI Enterprise Venture Capital 175

SaaStr

AUGUST 15, 2024

There’s always someone a few years ahead of you on the scaling journey who can share their lessons learned. Robbie O’Connor, the GM EMEA at Notion and the first European hire at Asana and Dropbox takes the stage at SaaStr Europa to talk about the building blocks required to scale GTM teams and operations. Timing is also essential.

Scale 310

Scale Sales Hiring Scaling Innovation 310

SaaStr

DECEMBER 4, 2024

Pricing is more than just a number on a contract — when used thoughtfully, it can become a strategic tool for your SaaS product that can drive product adoption, customer satisfaction, and business growth. Miro’s pricing strategy evolved with their business goals: Early stage: Minimum five-user paid plans to ensure collaborative value.

Payments 284

Payments Pricing Scale Revenue 284

SaaStr

JULY 11, 2025

Sales isn’t going anywhere in the Age of AI. OpenAI has a big sales team, Windsurf does, Anthropic has a great one. Especially the next generation of them: Perplexity has scaled to 5,000 enterprise customers with just 5 sales reps. Cursor built a $400M business with what appears to be a skeleton GTM team.

Scale 175

Scale AI Headcount Sales Hiring 175

SaaStr

MAY 20, 2025

Convergent evolution from 2 very different start-ups that now have many similarities at scale. Keys to HubSpot’s Success: The “Hub” Strategy : HubSpot mastered the land-and-expand model, starting with Marketing Hub and strategically expanding to Sales Hub, Service Hub, CMS Hub, Operations Hub, Commerce Hub, and Content Hub.

SMB 273

SMB Scale Education AI 273

SaaStr

JUNE 9, 2025

Dear SaaStr: What is The Best Way to Set Sales Rep Quotas at Each Stage of a B2B Business? Setting sales rep quotas in a SaaS business depends heavily on your stage of growth and ARR. It’s not scalable, but it keeps them engaged while you figure out your sales motion. Here’s how I’d break it down: 1.

Scale 175

Scale B2B Benchmarks Sales 175

SaaStr

JUNE 1, 2025

Dear SaaStr: What are the most common mistakes first-time founders make when building enterprise sales teams? The most common mistakes first-time founders make when building enterprise sales teams are surprisingly consistent. Heres the breakdown: Hiring a VP of Sales Too Early : This is a classic. Its harsh, but necessary.

Outsourcing Services 194

Outsourcing Services Sales Hiring Scale Enterprise 194

SaaStr

JANUARY 3, 2025

Or a great growth marketer paired with a great sales team will punch above their weight class. A bunch of them we hired out of business school, or out of engineering school, and came up through our farm system.” In sales, t he more SMB you are, the more you should lean on your bench. Nothing else matters.

Sales Hiring 284

Sales Hiring Scale Systems Review Interviewing 284

SaaStr

MAY 18, 2025

Dear SaaStr: How Should I Specialize My Sales Team? One thing is clear: most founders and VPs of Sales and CROs look back and wish they’d specialized their sales team earlier. And not have everyone work in a round-robin or similar format on all the leads, just split across their reps.

Scale 162

Scale Sales Healthcare SMB 162

SaaStr

AUGUST 9, 2024

From startup to $500M CARR, Spencer Burke, SVP of Growth at Braze, shares how Braze scaled a growth and customer success team. In this AI moment we’re in, there are still many moments in scaling a company where intuition still matters. You don’t have to leave as the organization scales. This isn’t new.

Scale 291

Scale Sales Hiring Scaling Startup 291

SaaStr

JANUARY 8, 2025

When Lindsey joined, she inherited an already built-out self-serve/PLG model for small businesses and a mid-market and enterprise sales, customer success, and post-sales team. But at the start of its expansion play, Checkr’s enterprise motion failed, and sales cycles were slow, taking up to a year for $100k & up deals.

Revenue 293

Revenue Scale Sales Hiring Compensation 293

SaaStr

JANUARY 16, 2025

Workato’s SVP of Embedded Sales and Director of Solutions Marketing joined us at SaaStr Annual to talk about how to nurture customers — a great topic in general, but especially for embedded sales and APIs that can take a while to scale. The Second Most Important SaaS Hire? Customer Success. But the results?

Sales Hiring 246

Sales Hiring Scale Sales Churn 246

Tom Tunguz

FEBRUARY 26, 2025

The very best companies lead their customers in that dance. For many founding teams, pricing is one of the most difficult and complex decisions for the business. Many mid-market software companies price with the goal of revenue maximization, negotiating for the highest possible price in each sale.

SaaS Payments 283

SaaS Payments Pricing Strategy Scale 283

SaaStr

JULY 12, 2024

Scaling to $150M ARR and beyond is no simple task. Will this change as Grafana Labs scales? But they’re still one of the last remaining open-source companies at scale. How do you drive business around that? All they sold was the visualization layer with no sales team. How did it come to be? Probably not.

Scale 291

Scale Scaling Sales Hiring Sales Recruiting 291

SaaStr

JUNE 28, 2025

When it comes to raising a Series A, the benchmarks can vary depending on your market, growth trajectory, and the type of B2B business you’re building. Typically, you’ll want to show 7%-15% month-over-month growth leading up to the raise. This shows you have a scalable and efficient sales model. Just be aware of it.

Benchmarks 259

Benchmarks Scale Generative AI Churn 259

SaaStr

DECEMBER 22, 2023

At the SaaStr Annual, Kiren Sekar, Samsara’s Chief Strategy Officer and founding chief Product Officer shared five lessons he learned along the way from scaling six products to $100M+. Lesson 1 — The Magic “Scale or Pivot” Metric With so many different SaaS metrics out there, which metric can really steer a business?

Scale 306

Scale Scaling Strategy Sales Hiring 306

SaaStr

OCTOBER 31, 2024

Here’s what I see most often, the Top 6 Mistakes First Time SaaS Founders Make: Incomplete understanding of business model, and how it will scale. You have to hire those extra few reps that we don’t really have leads for today. But they also make mistakes we tend not to make with experience. VPs a Stretch Too Far.

Scale 307

Scale Social Media SaaS Business Model 307

SaaStr

MAY 25, 2024

Building a $100M+ ARR business is no easy feat. Cloudinary VP of Developer Experience Sanjay Sarathy shares his journey to more than $100M and the lessons he learned along the way for building a PLG motion and an Enterprise sales motion. They didn’t initially envision being a large Enterprise sales organization. The takeaway?

Scale 312

Scale Sales Hiring SaaS Payments Development 312

SaaStr

MARCH 7, 2025

The right person to lead finance at a Series A company looks very different than the right person to lead finance at a true pre-IPO company (that is near an IPO). Complexities of the Business Higher complexity companies will need more experienced leaders earlier. As a company grows the CFO comp increases a lot. It depends.

Scale 315

Scale Finance Headcount Leadership 315