Chart Mogul

JANUARY 9, 2025

Following a structured recruitment process, will help you make an objective decision and avoid the feeling of being sold to during an interview. With a structured interviewing process like this, you can identify areas of potential concern and proactively work them into your onboarding and management strategy.

Scale 52

Scale Sales Hiring Startup Sales Recruiting 52

SaaStr

JULY 9, 2025

Learning #2: AI-Native Hiring is Non-Negotiable Windsurf : Graham Moreno requires “a key component of the sales interview now is: what are you doing with AI? The New Interview Standard: “I don’t care how good this person is—if they’re not in the tools and what I consider to be AI native, we can’t hire them.”

Scale 185

Scale Sales Hiring AI Sales Recruiting 185

Sales Hacker

DECEMBER 6, 2024

By having Sales Engineers (SEs) own both pre- and post-sale processes, and aligning their compensation and incentives accordingly, you address a long-standing challenge: the disconnect between a high-touch, high-value sales cycle and the subsequent handoff to implementation. Learn how to win in the margins.

Customer Success 107

Customer Success Technical Advisors Sales Hiring Scale 107

Sales Hacker

APRIL 1, 2025

What that CEO is compensated on, or what the CRO is metriced on. Net [00:48:00] retention is a CS sales number of service ses, so basically compensating around net retention. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Scale 63

Scale VP of Engineering Outsourcing Services Enterprise 63

FastSpring

APRIL 24, 2025

Podcast Full Interview: Video Watch the video on our YouTube channel. to get good feedback and you want people to be compensated for the effort that they’re going to put in. If you’re a founder, marketer, or product leader looking to grow your business while doing the right thing, this episode is a must-listen.

Business 107

Business Software Review Underperforming Technical Team AI Search 107

Sales Hacker

JUNE 3, 2025

Sponsor Link: [link] The GTM Podcast The GTM Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Rick Kelley: So when I came to interview for the Yahoo role, and I’m gonna go back now a couple Sophie Buonassisi: Yeah. You gotta get better. How do I get there?

Sales Hiring 92

Sales Hiring Scale Sales Recruiting Sales 92

Sales Hacker

FEBRUARY 18, 2025

Discussed in this Episode: When to hire your first account executives Key traits to look for in early sales hires Structuring compensation for first sales reps Should you ‘hire the buyer’ to be your sales rep? 22:25 Designing a sales compensation plan. How do you think about the compensation structure? Total sense.

Sales Hiring 98

Sales Hiring CTO Hire Scale VP of Engineering 98

Tom Tunguz

NOVEMBER 24, 2018

By communicating this clearly at sales kickoff or during interviews, you can set expectations properly with the team. The ultimate goal of any compensation plan is to ensure account executive success at each stage. Stage 4: Long Term Quota. Long term quotas are annual quotas.

Compensation 191

Compensation Sales Recruiting Sales Hiring Scale 191

SaaStr

DECEMBER 19, 2022

As an example, Expensify includes a portion of their interview process where candidates solve a math problem on a whiteboard alongside their potential teammates. At a previous startup she worked for, management was constantly interviewing people from big companies to take leadership roles.

Compensation 261

Compensation Leadership Company Culture Headcount 261

SaaStr

JULY 18, 2022

The reasons for this kind of nomadism can be complex—compensation, a growing remote-first workplace, morale, or a company’s reputation might contribute to their decision to leave. And finally, Notion conducts a “craft and value” interview, in which they determine if the applicant’s past work aligns with Notion’s values. . #2.

CTO Coach 273

CTO Coach CTO Hire New CTO Engineering 273

SaaStr

DECEMBER 11, 2021

Let me share some learnings, and what I do now to force myself to be a better recruiter: Force yourself to interview 30 candidates for each VP position. You’ll have to, to get through 30 interviews. After each of those 30 interviews — email over a note on your feedback. Great things will happen if you do.

Interviewing 284

Interviewing Compensation Startup Engagement 284

SaaStr

MAY 11, 2021

Your best bosses, VPs, mentors and others will give you “audibles” — quick bits of micro-advice during pitches, customer meetings, interviews, etc. You will interview 100s and then 1000s of folks over your career, and hire many very good, pretty good, OK and less-than-great folks. Listen to “Audibles” and Act on Them. Let them run.

Scale 293

Scale Compensation Interviewing Scaling 293

SaaStr

JANUARY 21, 2020

We’re going to move into things like learning and development, L&D, building on great career pathing and getting that compensation right and I’ll give you a preview. Do they peel the onion back during the interview? Hey Dan, these are the quotas that we talked about during the interview process.

Sales Recruiting 332

Sales Recruiting Sales Hiring Scale Sales 332

SaaStr

JUNE 12, 2022

There was one thing prospective sales reps would say in an interview that always chilled my spine. And that was customer success managers who were really just farmers — compensated 100% or close to it for Upsells, not Retention. WebEx-type environments). They’d say this: “Those type of leads just Wasted My Time.”

Compensation 293

Compensation Customer Success Interviewing Sales 293

Sales Hacker

MARCH 30, 2023

If you’re new to sales (or don’t have an economics degree), decoding the sales compensation plan on offer can make your head spin. I have over a decade of sales compensation and strategy experience, including my new course, The Practical Guide to Sales Compensation. So you’re a sales professional interviewing for your next role.

Compensation 100

Compensation Underperforming Technical Team Sales Recruiting Sales Hiring 100

Intercom, Inc.

MARCH 3, 2020

We know it’s hard to apply and interview for a new job. When you interview for a design job, the process is usually mysterious: did you say the right things? When you interview for a design job, the process is usually mysterious: did you say the right things? On-site interviews. Show the right work? Hiring manager call.

Interviewing 290

Interviewing Systems Review Compensation Travel 290

Tom Tunguz

NOVEMBER 16, 2015

” They will hire the same people from their network, structure the compensation plan identically, and apply the same sales processes and strategies. How would you structure the compensation plan to meet the needs of our business?

Sales Hiring 184

Sales Hiring Sales Recruiting Startup Compensation 184

SaaStr

OCTOBER 10, 2023

Test for it during interviews and onboarding. Look at how you structure compensation. You need to put a lot of thought into how you structure pricing, compensation, etc. So, make sure they’re fully mission-aligned and understand your end vision and what you’re trying to do. Competition for good sales leaders has increased.

Scale 277

Scale Sales Hiring Scaling Sales 277

SaaStr

MARCH 5, 2021

When Garrett interviewed Alex, his challenge was to hire 30 reps within the first 30 days. Do many, many interview rounds. 2 – Get your compensation right. Alex’s first question was, how many recruiters do you plan to hire? . #1 1 – Have a recruiting strategy. Build a profile and pipeline.

Sales Recruiting 255

Sales Recruiting Sales Hiring Scale Sales 255

SaaStr

FEBRUARY 11, 2021

10 Great Questions to Ask a VP Sales During an Interview. Let me give you a partial interview script that may help a bit. VP of Sales Compensation Plan. And then add some gravy in outbound and other expansion on top of that. That’s the magic in a great SaaS VP Sales. Ready to hire your first VP Sales? But haven’t done it before?

Sales Hiring 364

Sales Hiring Scale Sales Recruiting Sales 364

SaaStr

OCTOBER 3, 2022

To this end, their hiring journey—from sourcing to interviewing to offering—should be as seamless as possible. On top of all this, build a compensation structure to drive desired behavior. Optimize the hiring process to keep up with growth. The hiring process is typically a candidate’s first experience with the company.

Scale 273

Scale Sales Hiring Sales Recruiting Scaling 273

Tom Tunguz

MARCH 27, 2025

Compensation Design Structure effective comp plans : Balance base salary, commission, and accelerators to drive desired behaviors. Team Development Hire analytically : Use structured interviews to identify candidates with preparation, adaptability, domain experience, intelligence, and passion.

Scale 176

Scale Sales Hiring Startup Compensation 176

SaaStr

MARCH 22, 2022

This requires effort from your entire organization, and Handshake VP, Employer Partnerships Jessica Peluso outlines some changes that you can make to your brand, and your application, interview, and offer process that will help find the talent you are trying to attract and hire. Below is the transcript of Jessica’s session.

Sales Hiring 261

Sales Hiring Sales Recruiting Scale Sales 261

SaaStr

JULY 5, 2023

To align the funnel and reduce waste and friction, Divvy would compensate each group, from marketing to customer support, one stage below where they were actually responsible in the funnel. Sales were compensated based on new logos and what they’d do during the first 90 days of implementation.

Strategy 246

Strategy Marketing Underperforming Technical Team Sales Hiring 246

The Angel VC

APRIL 1, 2017

That means that you’ll have to: screen around 500-1000 CVs interview around 100 people do 2nd and 3rd interviews with around 20-50 people do a few dozen reference calls negotiate compensation and an employment contract with 10 people The numbers can obviously vary greatly, but you get the idea.

Sales Hiring 168

Sales Hiring Sales Recruiting Startup Software Review 168

SaaStr

MARCH 24, 2020

You don’t take their word for it in an interview setting. On interviewing, you want the candidates to be themselves. A lot of people try and do these high pressure interviews where you ask questions and try and throw people off and see how they react. A few interview questions that I really like.

Sales Recruiting 191

Sales Recruiting Sales Hiring Scale Underperforming Technical Team 191

Intercom, Inc.

JUNE 30, 2021

Often, they’re incentivized by their companies to become managers to gain greater impact, influence, and compensation. As we began to redefine our own levels here at Intercom, I met with principal designers from various companies and read interviews with individual contributor design leaders on Staff.design.

Leadership 174

Leadership Management Systems Review Compensation 174

Totango

AUGUST 13, 2024

By implementing CSQOs into your compensation plan, you empower your CS team to drive expansion, while maintaining their focus on customer success and retention. When designing compensation plans for CSMs, it’s important to include pipeline metrics alongside traditional retention and expansion goals.

Customer Success 101

Customer Success Compensation Management Consulting 101

Sales Hacker

SEPTEMBER 10, 2018

Still, they don’t always nail down the details when it comes to the things that might entice a prospective salesperson — like a well-rounded sales compensation plan , for example. Think about the compensation structure of various sales roles. While it can be daunting to create such a plan, be kind to your future self.

Sales Hiring 104

Sales Hiring Compensation Sales Payments 104

OpenView Labs

MARCH 8, 2021

Conducting interviews. What Interviewing 600+ Sales Reps Taught Me About Team Building. Loom’s Peter Prowitt shares the biggest mistakes to avoid if you’re interviewing for a sales position. 14 SaaS Leaders Share Their Favorite Interview Questions. 20 of the Best Interview Questions for Sales Hires. Compensation.

Sales Hiring 98

Sales Hiring Scale Sales Recruiting B2B 98

CustomerSuccessBox

JANUARY 10, 2022

Follow up to this section with Ten Interview Questions to Hire the best Customer Success Manager (CSM). In recent years, CS professional compensation structures have tended to rely on revenue-generating activities, which will continue in 2022. Compensation system. Customer Success Manager Salary Trends 2022. 75,000-$250,000.

Compensation 52

Compensation Customer Success Trends Management 52

FastSpring

AUGUST 19, 2022

SaaS providers should also be compensated fairly for the value they deliver, and in most cases that value increases as the product continually improves and the customers’ usage increases. Live Interview With Kurt Smith on Pricing Strategies to Combat Stagflation. But fairness cuts both ways. RSVP and learn more.

Pricing 148

Pricing SaaS Technical Review Forecasting 148

SaaStr

NOVEMBER 14, 2022

Set expectations starting at the interview process on company values, pace, and vision. Also, reward employees for good work recognition, thoughtful thanks, and compensation. Employee Engagement: Show your employees that you are invested in their career goals and help them build a plan (that they own) to achieve those goals.

Retention 130

Retention Leadership Compensation Communication 130

Sales Hacker

DECEMBER 19, 2022

The draws include better base salaries, competitive variable compensation, better perks, or remote work opportunities at other organizations. Related: 26 Sales Interview Questions (and How to Answer Them Like a Boss!). Reassess your compensation offer. Compensation plays a major role in incentivizing sales reps.

Sales Hiring 106

Sales Hiring Underperforming Technical Team Sales Recruiting Compensation 106

SaaStr

JULY 1, 2021

It became a part of our interview questions. What questions do you ask in the interview? It’s a team that’s only focused on a values type interview process. Every single candidate coming through Gusto does what we call a watermelon interview. I got it wrong many times myself. How do you get them to join?

VP of Engineering 293

VP of Engineering Sales Hiring Sales Recruiting Underperforming Technical Team 293

SaaStr

JUNE 24, 2022

More here: 10 Great Questions to Ask a VP Sales During an Interview. #6. ” and their response is, “No one, but I’m going to hire a recruiter,” that candidate is not VP material yet. Any VP role is 50% recruiting and waiting a quarter or two is just too long. It never works out.

Sales Recruiting 281

Sales Recruiting Sales Hiring Scale Customer Success 281

Sales Hacker

APRIL 11, 2019

This sales rep talks about money, commissions, bonuses, comp plans, incentives, and their numbers start to drop when they feel like something may affect their compensation negatively. When interviewing extrinsics, they may ask about compensation early and negotiate heavily to ensure the compensation matches their expensive lifestyle.

Compensation 106

Compensation Sales Travel Management 106