SaaStr

JULY 27, 2022

They built their sales funnel in the same fashion to empower customers with autonomous product discovery and conversions. As a result, they’ve continued perfecting their marketing engine to support automatic or self-guided transitions to eliminate any final sticking points before a conversion. .

SMB 203

SMB Sales Hiring Scale B2C 203

SaaStr

OCTOBER 17, 2023

The framework above is a lean canvas to help you understand your customers’ needs post-sale. Chances are: You’ve hired your first Head of Sales, and you’re probably about to see a lot of growth on the sales side. Your selling team will 3x, and sales will become codified. Renewals.

Scale 161

Scale Sales Hiring Customer Success Scaling 161

SaaStr

OCTOBER 10, 2023

For many organizations, friction can arise between the GTM engine and the legal team. A revenue leader’s responsibility is to drive revenue and grow the company. On the other hand, the legal team may feel that the sales team is taking risks that put the company in jeopardy. Remember the hierarchy of needs!

Sales Hiring 154

Sales Hiring Scale Sales Communication 154

SaaStr

JUNE 24, 2022

Your best sales reps can close so much more than your average rep. Move the bottom 10% out and give the best leads to your top performer, and watch sales go up 20%. The best VPs of Sales design comp plans so the team never wants to leave. You should be striving for zero voluntary attrition on your sales team.

Sales Recruiting 223

Sales Recruiting Sales Hiring Scale Customer Success 223

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. I should have hired someone in some role like six months ago, a year ago.

Sales Recruiting 252

Sales Recruiting Sales Hiring Scale VP of Engineering 252

Intercom, Inc.

JUNE 9, 2021

It was also my first official week in the People Development Program Manager role, which certainly added to the challenge! . Onboarding virtually can be tough for our new hires. It’s more difficult to communicate the way we work and the nuances of our culture. Our remote onboarding program has come a long way since then.

Onboarding 253

Onboarding Sales Hiring Scale Systems Review 253

SaaStr

MAY 31, 2021

My general rule for start-ups is “young at heart” Hire folks of any age that are young at heart, with a joy of discovery and learning, and special things happen. Now, I’m much more focused on making sure hires have a great career path and growth potential ahead of them. Sales — Not Easier.

Sales Recruiting 334

Sales Recruiting Sales Hiring Scale Branding 334

SaaStr

OCTOBER 28, 2020

No one can manage the roadmap. Lose your VP of Sales? Who’s going to manage all those SDRs and AEs … oy. Your need a VP of Sales, Marketing, Product, Engineering and Customer Success by this stage just to scale. Let them hire whomever they want, more or less. ” If so, just make the hire.

Sales Hiring 246

Sales Hiring Scale Management Scaling 246

Intercom, Inc.

FEBRUARY 16, 2018

I was curious to see how the company ensures that every new engineer has the opportunity to do the best job of their career, and how that would translate to my personal growth and everyday life in Intercom. Making an impact as an engineer. Many different parts of the company had to work together to make this happen.

Engineering 177

Engineering Sales Hiring Scale Technology 177

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 173

Scale Sales Hiring Sales Recruiting Sales 173

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 203

Sales Hiring Scale Underperforming Technical Team Sales Recruiting 203

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 169

Merchant Services Scale Technical Review Sales Hiring 169

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 134

Scale Sales Hiring Sales Recruiting Technical Advisors 134

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. So we decided to take you to know three specific topics which are hiring, culture and sales. Let’s start with hiring. Hiring is key.

Sales Hiring 112

Sales Hiring Scale Sales Recruiting Company Culture 112

Neil Patel

AUGUST 28, 2020

Hiring SEO agencies is like boarding that airplane – each one could be great at flying your site’s organic ranking somewhere. You may need to: Rank your entire website or specific keywords higher Get more qualified traffic and leads, or Drive sales directly from organic search. You’ll regret the waste of your time, right?

Outsourcing Services 144

Outsourcing Services Sales Hiring Outsourced Development Company Culture 144

SaaStr

NOVEMBER 28, 2019

The people you hired, the culture you make, the first 10, 20 hires really make the rest of the culture of the company. And so again we would just have added to more kind of friction in the sales cycle and there was a whole video long sales cycle. We opened a small sales office in Wework.

Sales Hiring 174

Sales Hiring Scale Sales Recruiting Government 174

SaaStr

APRIL 28, 2023

Typically, sales leaders are the primary focus of CRO Confidential, but increased demand for this concept of founder-led sales lands us in front of a new and powerful productivity startup called Roam. Instead of having the least senior people try and sell to companies, use the most senior people.

Scale 209

Scale Sales Hiring Sales Business 209

SaaStr

MARCH 24, 2020

When things get better — you will need everyone great you have now : You will need every scaled sales rep that hits quota. Yes, sales cycles may lengthen a lot, and deals slow way down. You’ll need every great engineer. At About $2m in ARR, Every Great Hire Will Be Accretive. You know this.

Scale 178

Scale Sales Hiring Interviewing Scaling 178

Buffer Resources

SEPTEMBER 11, 2023

I’ve never created LinkedIn content with the “goal” of lead generation or immediate-term sales. Another cool example I really like is Tito Bohrt — he stands out with the pseudo, “ Sales Mad Scientist ” — which demonstrates confidence and a unique identity online.

Sales Recruiting 134

Sales Recruiting Sales Hiring Scale Social Media 134

SaaStr

MAY 31, 2019

Why does Parker believe it is fundamentally better to wait for as long as possible before hiring customer support? Why should engineers also be doing customer support? * Why should your engineers be heavily involved in the customer support hiring process? What do you look for in those hires?

VP of Engineering 130

VP of Engineering Sales Hiring Scale Systems Review 130

SaaStr

MARCH 26, 2019

Scaling the company’s employee base, sales teams, marketing, and operations—all while preserving its culture—has required a laser focus on first principles, smart processes, and effective hiring. And at the risk of giving you a full Stripe sales pitch, don’t worry, that’s in my other talk.

Scale 150

Scale Payment Services Payment Methods Scaling 150

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.

Sales Hiring 159

Sales Hiring Sales Recruiting CTO Hire Scale 159

Intercom, Inc.

MAY 26, 2021

Catherine Brodigan , Business Development Partnerships Manager, sees this value at work across the sales team. “As Her team is hiring , and her experience watching the team grow fuels her enthusiasm when she talks to potential candidates. We think big and start small. One I really love is Series.

Sales Hiring 138

Sales Hiring Sales Recruiting Customer Support Engineering 138

SaaStr

MAY 24, 2019

What you need to know about hiring, firing, advisors, and culture. You just need to hire more people. That was our kind of first step towards building the engine. And so, we tried to be a little bit ahead, where you need to build that sales muscle and also you need to build that marketing muscle.

Sales Hiring 143

Sales Hiring Scale SMB Sales Recruiting 143

SaaStr

MARCH 18, 2019

Scaling the company’s employee base, sales teams, marketing, and operations—all while preserving its culture—has required a laser focus on first principles, smart processes, and effective hiring. And at the risk of giving you a full Stripe sales pitch, don’t worry, that’s in my other talk.

Scale 116

Scale Payment Services Payment Methods Sales Hiring 116

OpenView Labs

FEBRUARY 20, 2020

One of the most fundamental changes a company can make is shifting its sales model. Consider the difference between self-serve/product-led (PLG) models versus more traditional enterprise sales models. The two seem diametrically opposed—situated firmly at opposite ends of the sales spectrum.

Enterprise 52

Enterprise Sales Hiring Sales Underperforming Technical Team 52

OpenView Labs

AUGUST 17, 2021

Both Salesforce and Okta are known for setting the bar when it comes to creating and sustaining a culture built around truly loving the customer. They have proven that, done right, a truly customer-centric culture is a powerful competitor differentiator. . A stellar company culture is actually one of the reasons Krista joined Okta.

Company Culture 88

Company Culture Sales Hiring Finance Customer Support 88

Buffer Resources

SEPTEMBER 11, 2023

I’ve never created LinkedIn content with the “goal” of lead generation or immediate-term sales. Another cool example I really like is Tito Bohrt — he stands out with the pseudo, “ Sales Mad Scientist ” — which demonstrates confidence and a unique identity online.

Sales Recruiting 52

Sales Recruiting Sales Hiring Scale Social Media 52

SaaStr

JANUARY 10, 2020

Does Bob agree with the notion that channel sales have completely died in the world of SaaS? How does Bob think about when is the right time to hire a Head of Partnerships? Where do most startups go wrong both in hiring for partnerships and in the engagements themselves? Why is this? What are the drivers of its death?

Sales Hiring 133

Sales Hiring Scale Outsourcing Services CTO Hire 133

SaaStr

APRIL 17, 2019

Steve has previously said, “Sales and marketing must be one team.” Where does Steve find common points of tension between sales and marketing? How can they integrate autonomy into their hiring process as a core advantage? * What does Steve believe is the right culture for devops teams? What works?

DevOps as a Service 100

DevOps as a Service Sales Recruiting Scale Sales Hiring 100

ProfitWell

MARCH 3, 2020

In this episode of RevOps and Hops, TINT CEO, Sameer Kamat joins us to discuss how sales and customer success intertwine with RevOps. Bring in customer success during the sale to avoid repetition and create clarity. And, in line with our topic of sales, Fat Tire is one of the biggest selling craft beer brands in the US.

Scale 59

Scale Customer Success Sales Hiring Social Media 59

FastSpring

OCTOBER 23, 2018

Can our engineers build it? The collaboration process includes direct feedback from customers, suggestions from the Customer Success and Sales teams, as well as data pulled by our Business Intelligence and input from the design team. We’re hiring! Why do our users need this? Is it easy to use? Do we have stakeholder buy-in?

Scale 64

Scale Sales Hiring Technical Review Leadership 64

OpenView Labs

SEPTEMBER 18, 2019

Step 2: WHO – Assigning and Hiring the Most Effective Team. You should hire them first. It’s a very broad sales role to help build traction with customers. It’s important not to hire too many too soon. When you do decide it’s time to hire, there are two key ideas to keep in mind: A balanced team is a more effective team.

Payment Methods 40

Payment Methods Sales Hiring Payment Services Payments 40

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 194

Sales Hiring Sales Recruiting Scale Technical Advisors 194

SaaStr

MAY 15, 2020

333: Bridget Gleason is the Head of Sales and Customer Success @ Tidelift, the company providing managed open source, backed by maintainers. Before Tidelift, Bridget was VP of Sales @ Logz.io and before that was VP of Corporate Sales @ Sumo Logic where she drove ARR up by a record 237%. What works?

Sales Hiring 194

Sales Hiring Scale Technical Review Outsourcing Services 194

SaaStr

APRIL 4, 2019

You’ll also learn how leading SaaS companies are able to scale and thrive in this complex, dynamic environment. Eyal Manor – VP, Engineering @ Google Cloud. But they are actually accompanying us in the sales cycle and it’s certainly something that’s accelerated our time-to-market but also our success as well.

Cloud 167

Cloud Scale Trends Machine Learning 167

SaaStr

JUNE 25, 2019

Come and hear about the typical pitfalls (and how to avoid them) from Pat Poels, an executive with over seven years under his belt leading Eventbrite’s now 300+ strong engineering team that sits across North America, South America, and Europe. I started right at the end of 2011, and I started in the role of VP of engineering.

Engineering 143

Engineering Part-Time VPE Sales Hiring Scale 143