SaaStr

MARCH 31, 2022

So the ability to do flexible payment plans, financing, retire that pre-committed spend has been a really significant a way for us to accelerate and amplify our transactions. We had great uptake on the private offer process, and being able to reduce daily sales outstanding for finance, and accelerate our transaction speed for sales.

Scale 202

Scale Marketplace as a Service Cloud SaaS Payments 202

Sales Hacker

MAY 26, 2021

The focus is on things like reporting, territory management and later stage tasks such as contract negotiations and finance approvals. Here, you can use your sales operations skills to get into your reps’ heads by creating compensation and incentive plans. Leadership skills and sales ops knowledge are important for this role.

Scale 60

Scale Sales Hiring Sales Outsourced Development 60

Sales Hacker

SEPTEMBER 21, 2021

Join us for an engaging conversation about language, sales, career success, and embracing cultural differences in leadership. The importance of understanding company finances. If you don’t have the fundamental training, an MBA, or a background in finance, get it somehow. powered by Sounder. What You’ll Learn.

Artificial Intelligence 75

Artificial Intelligence Sales Hiring Technical Review Machine Learning 75

ChurnZero

NOVEMBER 18, 2022

According to our 2022 Customer Success Leadership Study, CS teams are already underfunded and under-resourced. Q: How can you approach your leadership team about their decision to add budget for new business sales without committing budget toward retention at the same rate? Q: How do you recommend structuring variable compensation?

Customer Success 98

Customer Success Sales Hiring Headcount Scale 98

OpenView Labs

JULY 1, 2020

They apply not just to technical skills but to the specialized skills required to manage IT finances, projects, vendors and business partners as well. Do we have the right leadership? Related: Leadership Advice in Times of Crisis—from Highspot’s Oliver Sharp and Robert Wahbe. Are we working on the right things?

Underperforming Technical Team 86

Underperforming Technical Team Headcount Compensation Leadership 86

SaaStr

JUNE 3, 2021

As part of being Somewhat Lean, I went without any salary not just in the very beginning, but then again for quite a long time after we raised a $2m Series A financing … until we raised our Series B. At Adobe Sign / EchoSign, my second start-up as a co-founder, in the end I went the other way.

Banking 260

Banking Finance Investment Revenue 260

Sales Hacker

SEPTEMBER 28, 2021

In this episode of the Sales Hacker Podcast, we have Hakim Myers , Business Recruiter at Nextdoor , where he recruits for people, finance, and legal functions for startups. He recruits for people, finance, and legal functions, and he’s been in startup land since 2013. powered by Sounder. Head to Outreach.io/onOutreach

Sales Recruiting 81

Sales Recruiting Retention Scale Sales Hiring 81

OPEXEngine

MARCH 15, 2022

If you can sell from home – do,” says Daniëlle Keeven, VP of Finance at paddle.com—a merchant of record for software companies around the world. Do you need to expand overseas to ensure your competitiveness or leadership position as a company in your respective market? Your HR and finance teams will thank you.”. Why Go Global?

Payment Services 40

Payment Services SaaS Payments Merchant Services Payments 40

Andreessen Horowitz

FEBRUARY 12, 2024

We spend time looking at their org savvy, their leadership skills. And we remained in that advisory capacity, being there to help you with referencing compensation guidance, our views of people that are in process that we know that type of thing. We’re also looking at motivations: intrinsic motivations, extrinsic motivations.

Sales Recruiting 80

Sales Recruiting Technical Advisors Sales Hiring Underperforming Technical Team 80

OPEXEngine

JANUARY 30, 2020

Market leadership. CFOs will need to carefully track hiring and hiring efficiency. SaaS companies typically spend 65-80% of revenue on employee compensation. The flood of capital invested in SaaS means more pressure on vendors to dominate markets because market leadership delivers the highest returns for investors.

Sales Hiring 49

Sales Hiring Benchmarks SaaS Acquisition 49

SaaStr

JULY 25, 2021

So let me start with the basics on like, what do you look for when you have to hire someone in a sales leadership role, what do you look for? So let’s talk about, scaling and organization and the management and leadership lessons as you’ve gone through it. And you have a tremendous track record of doing that.

Sales Recruiting 249

Sales Recruiting Sales Hiring Scale VP of Engineering 249

Kellblog

NOVEMBER 2, 2023

If that’s 20% of someone’s total compensation, that’s a material pay cut — and that’s certainly not keeping the company a great place for those who stay. In the end, what matters is the expected value of the bonus program to employees, and if that plan has unrealistic targets, that value quickly drops to zero.

VP of Engineering 109

VP of Engineering Travel Underperforming Technical Team Headcount 109

InsightSquared

NOVEMBER 29, 2017

As the right-hand to sales leadership, they’re counted on to find answers to the hard questions. Periodically, they need to redefine sales territories, collaborate with finance on sales compensation plans, and develop policies to ensure data quality. What are Directors of Sales Operations Responsible for?

Sales Hiring 48

Sales Hiring Sales Underperforming Technical Team Outsourced Development 48

ChurnZero

OCTOBER 1, 2022

If you are going to have that mix, consider—and I’m going to go back to compensation, you throw money at the problem and sometimes it works—but think about double spiffing while you go through that change management so that there is not competition while people are figuring out how the wheels work and how the motions work.

Scale 97

Scale Customer Success Revenue Retention 97

ChurnZero

DECEMBER 28, 2021

How do I get the Finance team to support my Customer Success budget?”. In this article, Kristen Hayer , Founder and CEO of The Success League , shares the Customer Success budgeting strategies and models needed to build a compelling financial case and have more fruitful conversations with your Finance team about headcount.

Sales Hiring 52

Sales Hiring Headcount Customer Success Outsourced Development 52

SmartKarrot

SEPTEMBER 29, 2022

Work closely w/ revops, finance, and sales to structure compensation & SPIFFS to reward customer health while also driving the company’s GRR and NRR goals. Contributing to the International CS Leadership Team, helping us maintain a cohesive culture while delivering best-in-class results.

Customer Success 19

Customer Success Scale Sales Hiring Technical Review 19

Neil Patel

OCTOBER 24, 2020

Whether it’s recruiting top talent, determining compensation to align with company goals, or improving employee retention, an HR consultant can streamline everything using their leadership and communication skills. and secondary functions (finance, supply chain, HR, legal, etc.). Human Resources Consultants. IT Consultants.

Consulting 132

Consulting Sales Hiring Technical Review Sales Recruiting 132

User Pilot

JANUARY 14, 2024

The Vice-President of Product is a part of the senior leadership team and they are responsible for the overall product strategy and vision across the entire business. Industry-specific experience – depending on the industry (like healthcare, finance, retail, etc.), On average, they make $331k a year.

VP of Engineering 105

VP of Engineering Management Underperforming Technical Team Compensation 105

Buffer Resources

JANUARY 25, 2024

Why salaries are transparent at Buffer Compensation is a very important and sensitive element of work. Compensation is directly connected with life overall, in supporting peoples’ livelihoods and their dreams. We have chosen to create a system where conversations around compensation can happen in the open.

Systems Review 129

Systems Review Compensation Benchmarks Scale 129

Buffer Resources

JANUARY 25, 2024

Why salaries are transparent at Buffer Compensation is a very important and sensitive element of work. Compensation is directly connected with life overall, in supporting peoples’ livelihoods and their dreams. We have chosen to create a system where conversations around compensation can happen in the open.

Systems Review 128

Systems Review Compensation Benchmarks Scale 128

Sales Hacker

NOVEMBER 26, 2018

If you missed episode 34, check it out here: PODCAST 34: The Benefit of Finance Background to Help Company Growth w/ Rob Lopez. We have a misnomer of being money oriented or coin operated, which I truly don’t believe, although people enjoy being compensated well. What You’ll Learn. How to find and develop mentors.

Sales Recruiting 52

Sales Recruiting Sales Hiring Scale Sales 52

Sales Hacker

SEPTEMBER 16, 2019

Jason specializes in executive sales leadership with CRM, SaaS, and other tech companies. Tying compensation to cash generation. Only compensate based on objective KPIs [20:10]. Jason’s 3-layer approach to stage-appropriate leadership [22:44]. All things actuals need to come out of finance. What You’ll Learn.

Leadership 51

Leadership Scale Sales Hiring Compensation 51

SaaStr

AUGUST 16, 2019

258: Companies that have access to more accurate financial data have the ability to develop seamless exchanges of information, providing consumers with improved ways to manage their finances. And I think that’s the opposite of what some people think of when they think of sales or sales leadership. Enter the platform company.

Scale 140

Scale Underperforming Technical Team Sales Hiring Interviewing 140

SmartKarrot

JUNE 30, 2022

Have a consistent compensation model for customer success teams. Various compensation models can present a related challenge. However, the core business can swiftly deteriorate if the leadership team permits itself to become sidetracked. The logistics of attempting to combine two organizations might be easily overlooked.

Acquisition 10

Acquisition Customer Success Technical Review Underperforming Technical Team 10

SmartKarrot

DECEMBER 16, 2020

Partner with senior sales leadership to identify opportunities for customer and business development, including process improvement. Work closely with Accounting, Finance, and Human Resources to establish rules, policies, and procedures associated with commercial and customer success compensation.

VP of Engineering 10

VP of Engineering Customer Success Compensation Forecasting 10

ChurnZero

NOVEMBER 22, 2021

Using these models, you too can learn how to go toe-to-toe with your Finance team by presenting trade-offs to get the headcount you need. After reading this article, you’ll walk away with the budgeting strategies and models needed to have more productive conversations with your Finance team about headcount; no begging required.

Customer Success 98

Customer Success Sales Hiring Headcount Benchmarks 98

SaaStr

SEPTEMBER 23, 2020

Dave McJannet: So, I started my career in the world of finance, actually, and I moved to the Bay area when my girlfriend, now my wife, came here for grad school. I do want to say, in terms of your leadership, leaderships change and evolved in terms of the styles. So, first, how did you make your way into the world of SaaS?

Scale 189

Scale Leadership Underperforming Technical Team Scaling 189

SaaStr

MARCH 27, 2019

I continue to work on understanding how my leadership style might need to change, and certainly over time as we’ve grown, and as more people have come to work for me, and thinking about how I impart … how what I say matters. And I was like … it was a crazy moment just thinking of the scale of the company now.

Scale 131

Scale VP of Engineering Mobile Scaling 131

SaaStr

AUGUST 12, 2020

The first system is what I call the sales finance system. So, the first system is a sales finance system, so let’s start with sales. So, the first part of the sales finance system is to recognize that sales must be on a quarterly plan, and then that allows you to create a series of milestones within each quarter.

Startup 277

Startup Software Review Scale Systems Review 277

SaaStr

AUGUST 27, 2019

How to Design a Sales Comp Plan to Get You to $100M with Work-Bench, Movable Ink, MongoDB and Concert Finance. Depending on size and stage, variable compensation can be one of a company’s highest expense items, and a thoughtful approach is key. Sanj Sanampudi | Co-Founder & CEO @ Concert Finance. FULL TRANSCRIPT BELOW.

Sales Recruiting 132

Sales Recruiting Sales Hiring Scale Sales 132

Intercom, Inc.

OCTOBER 8, 2018

“We’re having yet another existential crisis about who we are and what we do” Meanwhile, in company leadership meetings everywhere, this is what’s going on. Analytics, biz ops, marketing, sales, customer support, recruiting, finance, HR, I can keep going. We spent all our energy talking to ourselves.

Sales Recruiting 220

Sales Recruiting Leadership Engineering Finance 220

OpenView Labs

FEBRUARY 5, 2020

Company leadership wants to know it’s getting its money’s worth and how the work of this super hardworking Developer Relations team is impacting the growth of the product and revenue of the company. To do this effectively, and in a language everyone can understand, leadership needs some quantifiable results.

Development 58

Development Scale Social Media Sales Hiring 58

SaaStr

OCTOBER 29, 2019

SaaS is about creating long-term value for your customer, and being compensated appropriately for that value as a business. You’re creating value for your customers, but we have to make sure that you’re also being compensated appropriately for that value. Are we being compensated appropriately for that value?

Payments 100

Payments Pricing Compensation SaaS Payments 100

Intercom, Inc.

SEPTEMBER 8, 2021

Throughout my time there, a little over six years, I went from being the top-performing account executive globally to moving into leadership to help build out our mid-market team out of the West Coast. He came in when Slack was at around 50 million ARR, and he really helped build out the leadership team and helped us scale to over a billion.

Scale 118

Scale Sales Hiring Sales Recruiting Underperforming Technical Team 118

SaaStr

JULY 1, 2021

There’s no amount of positive output that can compensate for someone who’s outputting negativity because their blast radius is so big, and it actually affects the core team that is actually getting stuff done. Getting the team right, getting the right people on the bus, the wrong people off the bus.

VP of Engineering 263

VP of Engineering Sales Hiring Sales Recruiting Underperforming Technical Team 263

Navint

AUGUST 26, 2019

The annual event attracts finance executives, IT professionals, pricing experts, investors, industry analysts, and vendors to showcase solutions and to discuss increasingly complex quote-to-cash, finance, and billing challenges. On April 25, 2019, analyst firm MGI Research hosted Monetize 12 in San Francisco.

Azure 40

Azure Outsourced Development Scale Finance 40

Sales Hacker

NOVEMBER 10, 2020

What’s broken with compensation plans? [26:28]. AJ Bruno: QuotaPath is a dead simple sales compensation tool for sales teams, for ops, for finance, anyone that’s ever struggled with comp plans, struggled with the ins and outs, explaining it, what if I close these deals, we built a tool for you. Sam’s Corner [35:50].

VP of Engineering 75

VP of Engineering Scale Development Team Review Technical Review 75