Sales Hacker

FEBRUARY 1, 2021

Our first is Revenue Grid. Guided selling with Revenue Grid allows you to guide reps step-by-step through every deal, reducing guesswork and increasing consistency so your teams have the best odds with every opportunity in the pipeline. Now, before we get there, we want to thank our sponsors. Remote work? Head to outreach.io/saleshacker.

Underperforming Technical Team 70

Underperforming Technical Team Scale Sales Hiring Systems Review 70

SaaStr

AUGUST 31, 2022

The $100 million in Annual Recurring Revenue (ARR) mark is a magnificent milestone for companies that indicates sustainable business growth. Scalability is about capability, so businesses need to understand whether they have the capacity to grow and whether their infrastructure and team can accommodate growth.

Scale 226

Scale Underperforming Technical Team Scaling Company Culture 226

SaaStr

NOVEMBER 2, 2019

As for Krish, under Krish’s leadership the team has grown to over 300 people and over 5,000 clients making it one of the next generation in truly global SaaS businesses started in India. First, what is continuous customer development? Second, why does Krish believe it is one of the most important things any company must do?

Scale 134

Scale SaaS Payments Sales Recruiting Payment Services 134

SaaStr

JANUARY 28, 2020

Aaron Ross | CEO @ Predictable Revenue. 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. If something bad happens, you’re going to have to cut your burn, probably. Join us at SaaStr Annual 2020. FULL TRANSCRIPT BELOW.

Sales Hiring 212

Sales Hiring Scale Underperforming Technical Team Sales Recruiting 212

SaaStr

APRIL 16, 2020

In Today’s Episode We Discuss: * How Carolyn made her way across the pond from Head of US Communications at Orange to GM of Method in SF to then playing a key role in the marketing team at PagerDuty? * How does Carolyn think startups and larger companies can replace the leads that are lost from having no events in a COVID-19 world?

Scale 189

Scale Underperforming Technical Team Leadership Branding 189

Casey Accidental

NOVEMBER 13, 2019

SAAS-like: any number of different models where a business sells software to businesses online, but does not charge via a subscription e.g. transactional or pre-revenue. Developer platform: a business where developers can build businesses on top of the business’s software and charge customers. Slack, Adobe, Atlassian.

Marketplace as a Service 106

Marketplace as a Service Business Model Business Underperforming Technical Team 106

SaaStr

NOVEMBER 9, 2022

Developing a product that solves a customer’s pain point provides a sense of pride and can drive the positive, emotional moment of awe that retains customers for the long haul. A company’s values sit at the heart of its mission. That doesn’t make them bad people. Most valuable employees will want to grow and develop new skills.

Underperforming Technical Team 42

Underperforming Technical Team Business Scale Business Model 42

SaaStr

DECEMBER 3, 2020

In Today’s Episode We Discuss: * How Sam made his way into the world of SaaS with Dropbox and how that led to his leading the sales and success team today @ Loom. What was Sam’s biggest lesson from scaling the sales team at Dropbox? Does it have to be tied to a number related to revenue? I met my wife in sales boot camp.

Scale 182

Scale Sales Hiring Sales Recruiting Sales 182

SaaStr

APRIL 17, 2019

Prior to Harness, Stephen was VP of Marketing at Glassdoor, managing a team of 52 in product marketing, helping grow B2B revenue from $19m to $90m in just 2 years, leading to their $1.2Bn acquisition. What were Steve’s biggest takeaways from seeing the hyper-scaling at AppDynamics? Does it differ from traditional dev teams?

DevOps as a Service 100

DevOps as a Service Sales Recruiting Scale Sales Hiring 100

SaaStr

MAY 24, 2019

235: Andrew Filev is the Founder & CEO @ Wrike, the cloud based collaboration and project management software that scales across teams in any business. In Dec 2008, Vista Equity Partners acquired a majority stake in Wrike for a deal reportedly valuing the company at $800m. Where does culture begin to breakdown?

Sales Hiring 152

Sales Hiring Scale SMB Sales Recruiting 152

SaaStr

JANUARY 10, 2020

Prior to Crossbeam, Bob founded Stitched, a powerful ETL service built for developers that was acquired by Talend in 2018. At what scale does that become impossible? In just four years, Podium has raised almost $100 million, with annual recurring revenue increasing to almost $60 million. Why is this?

Sales Hiring 132

Sales Hiring Scale Outsourcing Services CTO Hire 132

SaaStr

SEPTEMBER 10, 2020

372: Latané Conant is the Chief Marketing Officer at 6sense, the company that allows you to achieve predictable revenue growth by identifying accounts looking for your solution, prioritize efforts and then engage the right way. What can teams do to bring their themes to life? Who is involved? What needs to be ready?

Scale 183

Scale Sales Hiring Software Review Technical Review 183

SaaStr

JULY 20, 2021

It’s probably that you’re small, you have very little revenue, you have a couple of employees maybe, you’re probably struggling, maybe your bank accounts are stretched, you’re probably incredibly stressed. They’re a very important part of the team. That’s what we’re here for. There we go.

Underperforming Technical Team 242

Underperforming Technical Team Sales Hiring AWS Business Model 242

Sales Hacker

AUGUST 4, 2020

Revenue Collective is actually a client of theirs. The platform allows sales reps to deliver consistent, relevant, and responsible communication for each prospect, every time, enabling personalization at scale, previously unthinkable. Sam Jacobs: Have you developed a process to answer that question of should you hire, should you fire?

Scale 106

Scale Sales Hiring Sales Recruiting Outsourcing Services 106

SaaStr

MAY 23, 2019

I’ve also had more than 10 years of CMO experience, including a good run at Business Objects where I ran marketing as we grew from 30 million to over a billion in revenue during a nine-year period. So I am or have been an independent board member on four companies. Do I have the right team? I sit on boards.

Sales Hiring 120

Sales Hiring Underperforming Technical Team Scale Startup 120

SaaStr

MAY 15, 2020

Finally, before YesWare, she was VP of Sales @ Engine Yard, where she tripled monthly recurring revenue, over the course of her 3+ year tenure, in 3 key leadership roles. Why does Bridget believe the best starting point for customer success is “company culture and value”? Loving our podcast content? Who has done this well?

Sales Hiring 204

Sales Hiring Scale Technical Review Outsourcing Services 204

SaaStr

MARCH 12, 2019

He provides an in-depth guide to driving revenue growth at your company and what to expect at each stage. 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. Thirty, 50% revenue growth.

Scale 210

Scale Sales Hiring Revenue VP of Engineering 210

SaaStr

MARCH 24, 2020

Sam Blond, CSO at Brex explains why recruiting, networking and employee happiness is the key to this playbook on recruiting your sales team. I’m doing The Playbook To Recruiting Your Sales Team. Once again, amazing job to the SaaStr team. I’m really honored to share this stage with some really bad ass speakers.

Sales Recruiting 134

Sales Recruiting Sales Hiring Scale Underperforming Technical Team 134

SmartKarrot

MARCH 23, 2023

POLICY #2 Enhancing Skills Utilizing Professional Development and Training to continuously improve hard and soft skills. Learning and Development programs are critical for the success of organizations. POLICY #4 Recognize Your People Integrate recognition into your culture and watch your teams flourish.

Underperforming Technical Team 10

Underperforming Technical Team Scale Company Culture Compensation 10

SmartKarrot

MARCH 23, 2023

POLICY #2 Enhancing Skills Utilizing Professional Development and Training to continuously improve hard and soft skills. Learning and Development programs are critical for the success of organizations. POLICY #4 Recognize Your People Integrate recognition into your culture and watch your teams flourish.

Underperforming Technical Team 10

Underperforming Technical Team Scale Company Culture Compensation 10

SaaStr

SEPTEMBER 23, 2020

As you can tell from that list, it was really a team effort, so huge thanks for that. And after a bunch of moving around, I ended up working in product development, actually, for a middleware company, and I did that for four years. ” But really, it was the team side of it. How do you think about that?

Scale 195

Scale Leadership Underperforming Technical Team Scaling 195

Totango

JULY 1, 2022

Finally, we’ll show you how you can leverage customer loyalty to promote B2B referral programs that expand your customer base and increase your revenue. Customer loyalty is a client’s devotion to a brand as expressed by their willingness to continue buying a company’s products and to recommend their products to others.

B2B 108

B2B B2C Underperforming Technical Team Business 108

SaaStr

JULY 5, 2023

The Team Matters More Than The Operating Model Snow’s greatest piece of advice is to choose your team wisely. He believes the team is more important than the operating model because you can have the best models in the world. But if you don’t have the underlying team and structure, it won’t work. They didn’t.

Strategy 200

Strategy Marketing Underperforming Technical Team Sales Hiring 200

SaaStr

OCTOBER 22, 2020

As for Ryan, he has spent an incredible 9 years at Okta in numerous different roles starting with running the product marketing team before moving to run the marketing team, leading to his promotion to CMO close to 5 years ago now. How does the structure of your marketing team need to change with the evolution?

Sales Hiring 176

Sales Hiring Scale Interviewing Technical Review 176

Neil Patel

JANUARY 11, 2021

Follow this up by building your team and finding a location if you’re opening a physical store. After all, your customers would prefer more of a good thing and less of a bad thing. This way, I don’t have to worry about anybody else taking my big idea, ending up in a bad partnership, or getting sued because of misinformation.

Underperforming Technical Team 128

Underperforming Technical Team Business Sales Hiring Scale 128

SaaStr

JUNE 4, 2021

We can look back at how Datadog scaled. Pomel focused his session on: Making your SaaS startup customer-centric: Hw event marketing has helped him integrate his engineering and sales teams. How many of you guys’ product rely on the highly functioning engineering team? We hired everybody on our teams.

Scale 276

Scale Underperforming Technical Team Sales Hiring Engineering 276

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 139

Sales Hiring Scale Technical Advisors Underperforming Technical Team 139

SaaStr

MARCH 6, 2020

To meet buyers’ high expectations and manage the challenging sales landscape, companies must involve their entire organization in maturing the sales process- including after prospects sign on the dotted line. It was about 1100 employees [inaudible 00:02:03] million in revenue. This episode is sponsored by TaxJar.

Scale 220

Scale Sales Hiring Sales Recruiting Underperforming Technical Team 220

SaaStock

FEBRUARY 14, 2019

The SaaStock team will be landing in São Paulo to run the region’s first Pan-Latin American SaaS conference, SaaStock LatAm. In 2010, he became one of the Co-Founders of Warehouse Investimentos, a prominent Brazilian VC company. Talk: Scaling & Exiting: Dreams, Designs & Dramas. Aaron Ross, Co-CEO, Predictable Revenue.

Technical Review 207

Technical Review Scale Entrepreneurship Sales Hiring 207

SaaStr

MARCH 20, 2019

Prior to joining SendGrid, he spent 4 years at Citrix, where he drove the company’s product strategy for cloud infrastructure and server virtualization. Sameer joined the company in 2010, when Citrix acquired VMLogix, where he served as CEO and doubled revenues during each year of his tenure. Jeff Lawson: Sure.

Underperforming Technical Team 122

Underperforming Technical Team Development Software New CTO 122

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 203

Sales Hiring Sales Recruiting Scale Technical Advisors 203

SaaStr

FEBRUARY 28, 2020

As for Karl, prior to founding the company he spent 6 years at Google in some fascinating roles including Head of Patents, Head of Business Development in China and running Google’s energy investments. How does this requirement change as the company scales? How does Karl think about doing this at scale?

Sales Hiring 223

Sales Hiring Scale CTO Hire CTO Coach 223

SaaStr

NOVEMBER 21, 2020

I look at my experience through those companies, and I learned a lot about enterprise software sales, about buying patterns, about functions like product management and product marketing, and how they fit into a well functioning and operating company. It just made it a lot easier for us to scale up Salsify as we found success.

SaaS Payments 266

SaaS Payments Scale Payment Services Payment Solutions 266

SaaStr

SEPTEMBER 6, 2019

How does Jon think about the structuring of roles and responsibilities with scale? 263: Building a company made up of distributed teams presents a plethora of complex challenges that can derail productivity and impact employee retention. How to build an engineering team. And a lot of people refer to that as revenue mix.

Sales Hiring 139

Sales Hiring Scale Underperforming Technical Team Software Review 139

SaaStr

APRIL 9, 2019

Mallun Yen : And, you’ve done that with a number of your executive team, and, in fact, most of your executive team are the ones that you hired early on in the day. Mallun Yen : Well, I think one interesting thing that you have instilled on your team though, and this is something that you do yourself right?

Sales Hiring 139

Sales Hiring Scale CTO Hire Marketing 139

SaaStr

JANUARY 21, 2020

Justin used Sales Culture to grow a successful PatientPop team to 140 employees and 55 million in revenue. When I was hired, I came in with one salesperson and zero dollars in recurring revenue and over the next four years grew the sales team to over 140 employees and 55 million in recurring revenue.

Sales Recruiting 260

Sales Recruiting Sales Hiring Scale Sales 260

SaaStr

APRIL 16, 2019

Building a hyper-growth company is hard anywhere, but building one outside the Bay Area comes with its own unique challenges. Learn how Pendo built a product, team, and culture in its Raleigh hometown that could scale coast-to-coast and continent-to-continent. You can have beer, you can have a transparent culture.

CTO Hire 162

CTO Hire Travel Underperforming Technical Team CTO Coach 162