Tom Tunguz

AUGUST 14, 2022

The company’s leadership should calculate sales efficiency on the combined OTE (on-target earnings) to quota ratio of these teams. Last, the plan compensates those responsible for growing accounts with a quota - in line with Frank Slootman’s philosophy. Sometimes, these plans have a minimum contract value plus a bounty.

Startup 342

Startup Construction Sales Compensation 342

Tom Tunguz

MARCH 19, 2023

The section on accountability mechanisms illustrates how meeting agendas coalesce : [E]ach Sunday night ahead of our standing Monday meeting, the Stripe leadership team shares snippets of key information from the past week, priorities for the upcoming week, and progress on action items.

Startup 229

Startup Scale Systems Review Compensation 229

CustomerSuccessBox

JANUARY 10, 2022

In recent years, CS professional compensation structures have tended to rely on revenue-generating activities, which will continue in 2022. As a result, over the past few years, compensation structures have focused on bonuses and other incentives such as stocks and equity options. Compensation system. Salary range.

Compensation 52

Compensation Customer Success Trends Management 52

SaaStr

JANUARY 27, 2023

Former Colleagues: Many founders leverage their network of former colleagues to hire for sales leadership or individual contributors. In addition to creating a thriving business with impressive growth, opening paths for career development, and staying resilient, companies must focus on compensating their sales teams generously and fairly.

Sales Recruiting 178

Sales Recruiting Sales Hiring Scale Compensation 178

SaaStr

OCTOBER 19, 2023

One thing I have learned, though: If the founders are the highest compensated people in the start-up, especially pre-Scale (e.g., The second time, I funded the prototype myself ($0 salary) and then we raised a $2.6m seed and I took a small salary (no need to be $0 anymore, but anything large would decrease the runway).

Scale 240

Scale Sales Hiring Compensation Marketing 240

Kellblog

OCTOBER 3, 2020

The actual issue here is one of leadership: being aware of your strengths and weaknesses, trying to avoid over-doing your strengths and working to compensate for your weaknesses. Be aware of your weaknesses and, while you can work on them if you want, use building a complementary team as your primary way to compensate.

Leadership 68

Leadership Compensation Retention Communication 68

SaaStr

NOVEMBER 14, 2022

In a special presentation, Secureframe COO Seema Kumar shares common leadership challenges in today’s modern workforce, best practices, and tips for talent retention. Startup Leadership Challenges. But the modern workplace presents a few key leadership challenges that must be overcome to boost employee retention.

Retention 130

Retention Leadership Compensation Communication 130

Sales Hacker

DECEMBER 12, 2017

With increasing focus on grit and many claims of meritocracies in organizations across the country, why does variable pay compensation even exist? On top of that, why are sales people some of the few employees subject to variable compensation structures? What is Variable Pay Compensation Anyway?

Compensation 79

Compensation Sales Hiring Sales Payment Services 79

ChurnZero

NOVEMBER 29, 2022

When I ventured out to build my first Customer Success department at a tech software company, my leadership team thought I was nuts. Selling leadership on the concept of Customer Success. As humans, we naturally focus on what we are measured on, and more importantly, what we are compensated for. I was very successful in my work.

Customer Success 98

Customer Success Sales Recruiting Technical Review Compensation 98

Buffer Resources

FEBRUARY 1, 2024

When I came back from family leave, it coincided with the Great Resignation — I was adjusting to having a baby at home and working while our Marketing team was severely understaffed, and I started moving into a leadership position on the team. It was a particularly challenging time in both exciting and hard ways.

Compensation 86

Compensation Social Media Leadership Branding 86

Sales Hacker

OCTOBER 9, 2019

While they may be incented into management with a higher upfront salary, their overall income often drops because the performance-based aspect of a typical sales manager’s compensation plan won’t allow them to earn what they used to as a sales rep. Compensation. I did not have to take a pay cut to go into management. Aim Higher!

Sales Hiring 68

Sales Hiring Leadership Management Sales 68

30 Day Leadership

APRIL 19, 2023

On this episode, best-selling author and leadership coach Nils Vinje explains how leaders can retain their best employees by focusing on four key areas of growth. 11:52 - Leadership environment - What role does environment play in retaining your best employees? Leadership #B2BLeadership #BusinessLeader

Compensation 52

Compensation Leadership B2B Engagement 52

SaaStr

NOVEMBER 24, 2021

It’s 2021, but surprisingly, a significant number of SaaS companies still use outdated sales compensation plans. Salespeople are often compensated at the highest rate when they win brand new business, but that might not be good for revenue expansion and might contribute to churn.

Scale 181

Scale Sales Hiring Compensation Sales 181

SaaStr

JANUARY 6, 2021

To help you with your search, we’ve compiled a list of sales leadership opportunities from around our community to help connect leading startups with the best candidates. . Uzio , an HR, benefits, and compensation solution, is looking for a VP of Sales to manage a growing team of five AE’s. Reply back and I’ll put together a list.

Sales Hiring 316

Sales Hiring Scale Payment Solutions Payments 316

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. How do they sufficiently value and compensate an engineer’s skills in such a competitive market? Individual Growth. Key Takeaways.

CTO Coach 213

CTO Coach CTO Hire New CTO CTO 213

SaaStr

AUGUST 7, 2020

This doesn’t mean huge compensation for low quotas. If you pay folks well for doing well, create a product and mission sales reps believe in, and hire great leadership — you’ll attract many of the most ambitious next generation of salespeople. The more you train them, the faster they scale. They are well — but fairly — paid.

Sales Hiring 308

Sales Hiring Scale Sales Recruiting Compensation 308

Sales Hacker

JUNE 9, 2020

Of course, we’re talking about what’s going on during the pandemic, but also just about his leadership skills and his experience. Sam Jacobs: What about compensation? We first of all took the opportunity to make some significant adjustments to our compensation plan. Are you comping people the same?

Leadership 78

Leadership Scale Sales Recruiting VP of Engineering 78

SaaSOptics

JANUARY 20, 2022

If your organization is using spreadsheets to manage compensation plans and account for sales commissions, you may be doing a lot of rowing without getting very far. Managing commissions and compensation plans in spreadsheets is a common practice, but it’s also inefficient and outdated. Where Are We Going and Who’s Driving the Boat?

Compensation 77

Compensation Scale compliance Forecasting 77

Tom Tunguz

JULY 28, 2018

80%+ of startup operating expense flows to compensation. Research shows employees leave their jobs because of poor leadership and poor management. Seven people’s compensation might total an annual budget of $1.5M Talent is the largest investment of an early stage company. Retaining these employees is good business.

Investment 183

Investment Management Compensation Market Research 183

Tom Tunguz

NOVEMBER 16, 2015

To succeed from this point, the company must cross the sales leadership chasm: recruit an ever-larger sales team, manage and coach them, and mechanize their sales team to grow quickly from $1-2M in ARR to $50M. How would you structure the compensation plan to meet the needs of our business? The first step is hiring a sales leader.

Sales Hiring 184

Sales Hiring Sales Recruiting Startup Compensation 184

Kellblog

OCTOBER 30, 2023

.” Optionally, offer compensation. Not everyone wants compensation. For others, it’s all about compensation. Ensure the compensation matches the problem: “I’m offering you a free day with our top guide on your next trip out.” For some, it’s about principle. Read the room.

Compensation 83

Compensation Technical Review Software Review Onboarding 83

Sales Hacker

DECEMBER 19, 2022

The draws include better base salaries, competitive variable compensation, better perks, or remote work opportunities at other organizations. You can also look at other issues and opportunities within departments that you can fix, such as loss of faith in leadership or lack of recognition. Reassess your compensation offer.

Sales Hiring 79

Sales Hiring Underperforming Technical Team Sales Recruiting Compensation 79

ChurnZero

DECEMBER 2, 2021

From sessions on building variable compensation plans and Customer Success tech stacks to fostering customer advocacy and community, BIG RYG explored how today’s Customer Success leaders are tackling major industry challenges and advancing their Customer Success game. Variable compensation plans need to be achievable.

Customer Success 98

Customer Success Technical Review Scale Compensation 98

SaaStr

OCTOBER 22, 2022

But the compensation, both in fees and carry, diverges widely across partners, for many reasons. Most can’t. And deep down, they know this. They know that all that matters is getting into deals. That they are all rich. VCs are very well paid indeed. note: an updated SaaStr Classic answer. Top Dog image from here ).

Compensation 213

Compensation Investment Management Sales 213

Sales Hacker

NOVEMBER 10, 2023

For example: Supporting Thought Leadership: Identifying Opportunities: Actively monitor industry trends for opportunities for customers to showcase their expertise. This could include speaking opportunities, article or blog post contributions, or other thought leadership platforms. Growth Engineer at Coast – more details here.

VP of Engineering 93

VP of Engineering Scale Outsourced Development AI 93

ChurnZero

APRIL 8, 2022

It’s the definitive Customer Success leadership summit. Get the leadership tactics to build a high-performing team, as well as the strategic frameworks needed to see the big picture and become a strategic partner to the business. At BIG RYG 2022, on October 12 – 13 in Washington, D.C., you’ll find ideas for years. What’s BIG RYG?

Customer Success 98

Customer Success Scale Leadership Compensation 98

SaaStr

MAY 11, 2021

Hire them immediately, over-compensate them with equity, appreciate them … and get out of their way. Let their weakness go, and backfill them. Support them when they make mistakes. Let them grow and hire and scale as far as humanly possible. Only a few will truly make a difference. Let them run. note: an updated SaaStr Classic post).

Scale 279

Scale Compensation Interviewing Scaling 279

OpenView Labs

DECEMBER 9, 2019

While identifying the strengths and weaknesses of your board is important, it is crucial to keep key company leadership needs separate. Do not conflate board needs with business leadership gaps. Coco Brown warns that when CEOs don’t have company leadership squared away, it will inevitably mess up the board.

Compensation 52

Compensation Leadership Interviewing Startup 52

Andreessen Horowitz

DECEMBER 8, 2021

A decade ago, equity compensation — paying employees with company stock — was a perk reserved solely for executives. Since then, equity compensation has expanded quickly. The practice was largely deployed by companies as a way to optimize retention while keeping their balance sheets clean.

Compensation 105

Compensation Retention Leadership 105

Kellblog

NOVEMBER 26, 2023

I love these studies because you can get not a two-fer , but a three-fer, in terms of benefits: Thought leadership, via leading discussion of emerging ideas (e.g., There are no “go arounds,” no undermining the leadership team. 5] Often done with equity compensation via a YC FAST advisor agreement to simplify the process.

Market Research 85

Market Research Marketing Leadership Compensation 85

Valuize Consulting

AUGUST 24, 2021

While your Senior Leadership recognizes the importance of Net Dollar Retention, it’s much harder to communicate its criticality to your entire organization. Build Your Compensation Model. This is also why senior executives and board members are raising the alarm to rally their organization around NDR.

Retention 52

Retention Metrics Compensation Innovation 52

Valuize Consulting

AUGUST 24, 2021

While your Senior Leadership recognizes the importance of Net Dollar Retention, it’s much harder to communicate its criticality to your entire organization. Build Your Compensation Model. This is also why senior executives and board members are raising the alarm to rally their organization around NDR.

Retention 52

Retention Metrics Compensation Innovation 52

Sales Hacker

MARCH 12, 2020

Is compensation too low? Is it a lack of leadership? Compensate all sales positions in the same way. Rework your compensation structure. All sales positions are not created equal — nor should they be compensated the same way. Examine what factors are causing open territories in the first place.

Sales Hiring 76

Sales Hiring Sales Recruiting Compensation Underperforming Technical Team 76

SaaStr

JANUARY 29, 2021

Venture Capital Compensation. Venture capital compensation is so all over the place. Now being a good “investor” comes into play. . Because the difference between a Very Good and a Great founder and start-up is subtle in the early days … but huge as time goes by. Most importantly — you have to think about earnings on a net basis.

Venture Capital 300

Venture Capital Travel Compensation Investment 300

OnStartups

SEPTEMBER 22, 2022

Arjun and I have known each other for a long time, originally when he was a member of the HubSpot leadership team. During this time any one other than a co-founder will soon get frustrated by the changes of direction and eventually wonder if the compensation they are giving up on elsewhere is worth it. Startups are hard.

Startup 113

Startup Compensation Leadership Product Marketing 113

The Angel VC

NOVEMBER 18, 2017

A founder’s cash compensation doesn’t reflect the value which she contributes to the company anyway, so who cares if one of them gets a little more than the others. At a later stage, when the company has a bigger leadership team, it makes sense that the CEO gets more than the other founders.

Technical Review 279

Technical Review Compensation Company Culture Benchmarks 279

OpenView Labs

NOVEMBER 9, 2021

Ultimate Guide to B2B Sales and Hiring and Management : Whether you’re a first-time sales manager looking for leadership tips or you’re working out how to adapt to a remote sales life, we’ve got you covered. We also walk you through all the classic stuff, like hiring, compensation, onboarding etc.

Scale 91

Scale Sales Hiring Scaling Technical Review 91