SaaStr

DECEMBER 3, 2020

403: Sam Taylor is the VP of Sales and Success @ Loom, the startup that helps you get your message across by making it easy to record instantly shareable videos. As for Sam, prior to Loom, Sam spent over 4 years at Salesforce following their acquisition of Quip, a startup Salesforce acquired for $750M where Sam was also the 1st sales leader.

Scale 179

Scale Sales Hiring Sales Recruiting Sales 179

SaaStr

NOVEMBER 2, 2019

Second, why does Krish believe it is one of the most important things any company must do? How should this data feedback into your product roadmap and pipeline? * Billion story from its launch in 2008 to its 2018 acquisition by Recruit Holdings. Yes, it does not scale, but the beauty is the product.

Scale 132

Scale SaaS Payments Sales Recruiting Payment Services 132

SaaStr

FEBRUARY 22, 2019

Matt Turck talks with three hyper-growth stage Co-Founders and CEOs on three roadblocks when scaling past $15M ARR: hiring, culture, and sales. I’m CEO of Dataiku and Dataiku is a software platform that enables business analyst and data scientist to work collaboratively to deliver a large machine learning projects.

Sales Hiring 117

Sales Hiring Scale Sales Recruiting Company Culture 117

SaaStr

NOVEMBER 28, 2019

How does a startup that launched during the financial crisis in 2008 become a unicorn company in 2019? For Collibra, a cross-organizational data governance platform, the company went from slow growth to hypergrowth. Teddie Wardi | Managing Director @ Insight Partners. Felix Van de Maele | Co-Founder and CEO @ Collibra.

Sales Hiring 183

Sales Hiring Scale Sales Recruiting Government 183

OpenView Labs

OCTOBER 26, 2021

years of arduous effort before they exit, according to data from Statista. To put that in perspective, if your company had a highly successful exit this year, you would have had to incorporate your business right as Apple released its first iPad. Why startup founders should treat fundraising like a sales funnel.

Sales Hiring 82

Sales Hiring Scale Sales Recruiting Marketing 82

SmartKarrot

JUNE 15, 2021

According to a Harvard Business Review study, nearly 99% of respondents confirmed to become more data centric. Being data centric will help form better business decisions. This will also enhance a better data driven culture in the company. You need to ensure the data is tailored and possible for clients to use.

Customer Success 19

Customer Success Data Sales Hiring Sales Recruiting 19

Sales Hacker

AUGUST 4, 2020

This week on the Sales Hacker podcast, we speak with Matt Rizzetta , founder of North 6th Agency, which is a communications and PR firm based in New York City. Subscribe to the Sales Hacker Podcast. When should a company associate with a marketing agency [12:19]. How to get better at sales [21:37]. We’re on iTunes.

Scale 105

Scale Sales Hiring Sales Recruiting Outsourcing Services 105

SaaStr

JANUARY 10, 2020

297: Bob Moore is the Founder & CEO @ Crossbeam, the startup that helps companies find overlapping prospects and customers while keeping the rest of their data private and secure. Does Bob agree with the notion that channel sales have completely died in the world of SaaS? At what scale does that become impossible?

Sales Hiring 132

Sales Hiring Scale Outsourcing Services CTO Hire 132

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?

Sales Hiring 201

Sales Hiring Sales Recruiting Scale Technical Advisors 201

SaaStr

JANUARY 28, 2020

And so, she can, and Anthony just finished up basically going from the first sales hire at Gainsight at almost 100 million in revenue and has just retired. Maria : It’s like saying, “Hey, you want a sales rep to carry 10 times the quota they do today. You can’t, you have to invest in that sales infrastructure.”

Sales Hiring 210

Sales Hiring Scale Underperforming Technical Team Sales Recruiting 210

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. Want to see more content like this?

Sales Recruiting 261

Sales Recruiting Sales Hiring Scale Sales 261

Intercom, Inc.

APRIL 25, 2019

However, when researchers at UC Berkeley and Stanford explored growth at more than 3,000 startups , their key finding was that premature scaling was the most common cause of failure. Given that the primary metric we measure growth in is revenue, it follows that sales feels growth more acutely than almost any other function.

Scale 136

Scale Sales Hiring Sales Recruiting Scaling 136

SaaStr

JULY 30, 2018

At our inaugural SaaStr Europa last June, podcast host-with-the-most Harry Stebbings sat down with MuleSoft Founder and CTO Ross Mason to discuss the organization’s sales strategy, building a strong company culture, how to think about international expansion, and much more. It was pretty interesting. Harry : Oh, right.

Technical Advisors 161

Technical Advisors Scale Sales Hiring Sales Recruiting 161

Upscope

JUNE 9, 2021

There are plenty of happy smiling recruitment videos for call centers on Youtube but the real data on how people feel can be found in the comments section. And at the call center I was at, the recruiters told me the job wasn't a sales job, just customer service. They also let you choose your own schedules after training.

Payment Methods 52

Payment Methods Management Underperforming Technical Team Sales Hiring 52

SaaStr

JANUARY 7, 2020

We’re basically going to talk about the seven “people” things that nobody tells you when you scale a B2B company. The first thing is, and this is a little crazy, but recruitment is incredibly overrated. How many people out here spend more than a third of your time recruiting? Tough Management Lesson #1.

Sales Recruiting 146

Sales Recruiting Sales Hiring Management Marketing 146

Intercom, Inc.

MARCH 14, 2019

At companies like LinkedIn, Lever and now Survey Monkey, she’s woven customer centricity deep into the fabric of the business – whether that’s in the process of product development, the company culture or how teams work day to day. This is episode one of Scale, a brand new podcast series on moving from startup to scale up.

Scale 178

Scale Sales Recruiting Sales Hiring Company Culture 178

SaaStock

FEBRUARY 14, 2019

Its focus is on businesses in Big Data, mobile, and SaaS. Patrick also sits on the Board of Directors of a number of portfolio companies. In 2010, he became one of the Co-Founders of Warehouse Investimentos, a prominent Brazilian VC company. Talk: Scaling & Exiting: Dreams, Designs & Dramas.

Technical Review 207

Technical Review Scale Entrepreneurship Sales Hiring 207

SaaStr

FEBRUARY 22, 2019

* Nick has previously said, “Burying customer success under sales does not work.” What should the optimal sales to customer success relationship look like? What does Nick mean when he says, “Product is to customer success what marketing is to sales.” Where do many go wrong in building and scaling their teams in SaaS? *

Sales Hiring 117

Sales Hiring Customer Success Scale Sales Recruiting 117

SaaStr

AUGUST 22, 2020

Centralized HQs with all the perks and amenities “under one roof” have traditionally been used as recruiting tools to attract and retain top talent. And honestly, we’re limiting ourselves by proximity on recruiting a diverse best-in-class team. We don’t know when we’re going to be able to get safely back at scale.

Sales Recruiting 149

Sales Recruiting Cloud CTO Hire Scale 149

Intercom, Inc.

MARCH 8, 2018

In a time where buyer behavior has rendered cold calling nearly obsolete, successful sales prospecting begins with using tools like live chat and social media to build relationships. He’d go on to become the VP of Sales at Sprinklr, guiding the company through its own high growth period, before striking out on his own.

Social Media 186

Social Media Scale Sales Hiring Sales Recruiting 186

SaaStr

NOVEMBER 12, 2019

I started a software company in college to make it easy to update websites called Content Management Software Now, and I had this idea for Pardot, I wanted to make it easy for marketers to run campaigns online and measure their results. And he’s like, “David, I want to start a company. I sat down with Kyle at lunch.

Sales Recruiting 168

Sales Recruiting Scale Outsourcing Services Sales Hiring 168

SaaStr

FEBRUARY 28, 2020

311: Karl Sun is the Founder & CEO @ Lucidchart, a visual workspace that combines diagramming, data visualization, and collaboration to accelerate understanding and drive innovation. How does this requirement change as the company scales? How does Karl think about working with recruiters? What works?

Sales Hiring 221

Sales Hiring Scale CTO Hire CTO Coach 221

SaaStr

MARCH 12, 2019

Regardless of what stage you are in, he provides a framework to systematically approach this stage and what you should focus on to get to scale faster. We are screwing up the scale. What is sales? What is sales? Isn’t sales really around customer value creation? Join us for SaaStr Annual 2020.

Scale 211

Scale Sales Hiring Revenue VP of Engineering 211

SaaStr

JUNE 25, 2019

I’m going to give you a little bit of a walk through that journey of how we got from being a San Francisco based company to one that was much more distributed, and hopefully I’m going to create a situation for you where you don’t need as much luck to be successful in scaling your own teams as we needed when we did it at Eventbrite.

Engineering 136

Engineering Part-Time VPE Sales Hiring Scale 136

SaaStr

JULY 4, 2019

Matt Schatz is SVP of Sales at WPEngine, responsible for defining and executing the global sales strategy. Matt has nearly two decades of senior leadership experience in sales and customer growth, specifically for technology companies with customers around the world including Bazaarvoice, CityVoice and Rackspace.

Scale 167

Scale Sales Hiring Engineering Sales Recruiting 167

SaaStr

AUGUST 30, 2019

For those that do not know, HelloSign is the company reimagining how you approach your most important business agreements with their award-winning e-Sign solution. As for Whitney, she directly leads the organization’s go-to-market efforts, including sales, marketing, business development and customer operations.

Sales Hiring 137

Sales Hiring Scale Technical Advisors Underperforming Technical Team 137

SaaStr

FEBRUARY 1, 2019

Prior to Figma, Amanda held numerous roles at Zendesk including SVP of Marketing and Sales Strategy. In Today’s Episode We Discuss: * How Amanda made her way into the world of SaaS and came to join Zendesk as their first marketing hire seeing the company scale to over 2,000 over the next 7 years. What are the inflection points?

Sales Hiring 109

Sales Hiring Communication Scale Interviewing 109

SaaStr

JULY 26, 2019

Prior to founding Zylo, Eric was the VP of Sales @ Sprout Social leading the revenue operations for over 11,000 customers. Before Sprout Social he was VP of Sales at Shoutlet, responsible for global direct and channel sales teams and developing and managing strategic relationships. What was the founding moment with Zylo?

Sales Hiring 147

Sales Hiring Scale SaaS Payments Payment Services 147

SaaStr

JUNE 12, 2020

And so I think there’s more we can do to abstract away parts of that so you’re run of the mill sales rep or your run of the mill recruiter or whoever can just sort of step in and be like, “Automation is part of my tool set. ” Jason Lemkin: You do this at scale. It’s how I do my job. How do you-.

Cloud 181

Cloud Engineering Sales Recruiting Scale 181

SaaStr

MARCH 31, 2024

Dharmesh Shah : As part of that exercise, I did some data collection, and we created this deck called the HubSpot Culture Code, which has exactly 128 slides. ” Katie Burke: So, at most companies, right? At most companies, employee feedback surveys are where feedback goes to die. It’s where data goes to die.

Part-Time CTO 266

Part-Time CTO CTO Hire CTO Coach CTO 266

SaaStr

OCTOBER 25, 2019

Before Assist, Liat spent 6 years at Twitter where she first hand saw their hyper-growth, managing a team of 40 across New York and SF and also Liat achieved 102% to quota on average every year. Finally before Twitter, Liat was VP of Sales @ Revolution Prep where she led and managed 7 offices. Loving our podcast content?

Sales Hiring 110

Sales Hiring Sales Recruiting Scale Underperforming Technical Team 110

SaaStr

OCTOBER 4, 2019

Before that, Jeppe was the CFO @ Tradeshift where he first hand saw their scaling to 190 countries with offices in 6 different locations. How does Jeppe respond to 3 common concerns VCs have with SMBs: * The price points are so low that it takes huge volume to scale to meaningful revenue? * Loving our podcast content? What changes? *

Scale 125

Scale SaaS Payments SMB Sales Hiring 125