Andreessen Horowitz

OCTOBER 16, 2023

One of the toughest challenges for founders — and especially technical founders who are used to focusing so much on product features over sales — is striking “product-market fit”. What does this mean for product design and product management? the night before it was to IPO).

Product Marketing 75

Product Marketing Scale Sales Hiring Sales Recruiting 75

SaaStr

MARCH 5, 2021

Flock Safety’s Founder and CEO, Garrett Langley, and its VP of Growth, Alex Latraverse, know a bit about sales. Enough to go from 0 to 100 sales reps in about 18 months — and they’re looking to be well beyond 100 by the end of this month. The three things that led to ramping up sales at Flock Safety were: Achieving product-market fit.

Sales Recruiting 172

Sales Recruiting Sales Hiring Scale Sales 172

OpenView Labs

FEBRUARY 10, 2020

From its bootstrapped founding in 2002 all the way to a $5 billion valuation in 2016, Atlassian famously had no sales people. ‘No No sales’ became nearly as synonymous with Atlassian as ‘no software’ was with Salesforce. Atlassian now has a sales team. Public PLG Businesses Are Doubling Down on Sales.

Sales Hiring 57

Sales Hiring Scale Headcount Sales 57

Tom Tunguz

JUNE 21, 2022

UBP enabled the company to manage COGs and gross profit. UBP presented an opportunity to reinvent the account executive (AE) compensation model. Compensation. Last, Twilio’s business requires greater COGS (cost-of-goods-sold) than most software businesses. Gross profit equals revenue minus COGS.

Startup 162

Startup Sales Hiring Outsourced Development Compensation 162

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. Sam Blond | Chief Sales Officer @ Brex. I’m doing The Playbook To Recruiting Your Sales Team. She was my first VP of Sales. Brendan Cassidy, second VP of Sales at EchoSign.

Sales Recruiting 129

Sales Recruiting Sales Hiring Scale Underperforming Technical Team 129

SaaStr

AUGUST 19, 2022

So the new sales leader is trying to figure out, can we go further up market? You just haven’t done it, so it’s usually a marketing issue and not an ICP or vertical issue. There can be exceptions, but you’d have to be the world’s best sales and marketing team to have exhausted your TAM, right?

Scale 211

Scale Sales Hiring Scaling VP of Engineering 211

Sales Hacker

JULY 14, 2022

What is “founder-sales?” . Founder-sales happens when the founder is the one responsible for selling his/her products to prospects, and heading the GTM motion for the company. . Why is founder-sales important? Selling their early hires on why they should join them. . Let’s start with a definition.

Sales Hiring 86

Sales Hiring Sales Compensation Sales Funnel 86

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. None of that changes.

Sales Recruiting 247

Sales Recruiting Sales Hiring Scale VP of Engineering 247

SaaStr

JULY 1, 2021

For us, it’s about fixing this problem, serving the customer well, so a very service driven mindset, which I gave a talk on a few days ago here, has been a big part of Gusto and affected our hiring from the early days. Certainly, at YC where our version of hiring is basically choosing which founders to fund. Get tickets here.

VP of Engineering 260

VP of Engineering Sales Hiring Sales Recruiting Underperforming Technical Team 260

SaaStr

MARCH 12, 2019

The three stages are product-market fit, then go-to-market fit and lastly growth and moat. So that’s what I wanna throw out there today, is a framework on how to think about it deeper than just, hey let’s get product market fit and then lets add 20 reps. What is sales? What is sales?

Scale 211

Scale Sales Hiring Revenue VP of Engineering 211

SaaStr

FEBRUARY 8, 2019

Bridget Gleason is VP of Sales @ Logz.io, the startup that uses predictive analytics and machine learning to provide monitoring, troubleshooting and security. Before Logz, Bridget was VP of Corporate Sales @ Sumo Logic where she drove ARR up by a record 237%. How does one structure commissions for the sales team with that in mind?

Sales Hiring 113

Sales Hiring Scale Sales SMB 113

SaaStr

JULY 30, 2020

356: Pete Kazanjy is the Co-Founder @ Atrium, the startup providing proactive, always-on insights for sales operations, managers, and leaders. Alongside Atrium, Pete is also the Founder of Modern Sales Pros, a community of 15,000 focused on sales operations and sales management. Stop asking questions.

Part-Time VPE 196

Part-Time VPE Scale Sales Recruiting Sales Hiring 196

Sales Hacker

MARCH 15, 2022

In the 200th episode of the Sales Hacker Podcast, we have Asad Zaman , CEO of Sales Talent Agency (STA), where he rose through the ranks from AE to CEO, earning recognition as Toronto’s Young Professional of the Year (2019). There are over 40K more sales jobs openings than salespeople. How COVID has affected sales salaries.

Sales Hiring 94

Sales Hiring Underperforming Technical Team Acquisition Development 94

Buffer Resources

OCTOBER 2, 2023

Book sales: We make some money from this, but it’s more a marketing and authority building tool for the Collective. To calculate CASC, we look monthly at marketing and sales expenses divided by the number of new members that month. Marketing expenses are things like ads and sponsorships.

Payment Methods 115

Payment Methods Sales Hiring Payments Business 115

Sales Hacker

SEPTEMBER 10, 2018

Good sales leaders are always on the hunt to bring in new talent that can help a business grow. 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. To put it simply: because it’s complicated.

Sales Hiring 83

Sales Hiring Compensation Sales Payments 83

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. Alix de Sagazan: Yeah.

Sales Hiring 112

Sales Hiring Scale Sales Recruiting Company Culture 112

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

NOVEMBER 28, 2019

Product-market fit has been really important. 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.

Sales Hiring 174

Sales Hiring Scale Sales Recruiting Government 174

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. This panel will speak tactically to various comp design options as a way for management to determine and promote ideal behavior in their front-line teams. Meghan Gill | VP of Sales Ops @ MongoDB.

Sales Recruiting 130

Sales Recruiting Sales Hiring Scale Sales 130

SaaStr

FEBRUARY 21, 2020

* What does David believe is the crucial step missing in B2B when it comes to finding product market fit? How does David think about scaling sales teams? How does one know when is the right time to hire your first sales reps? How does one know when is the right time to hire your first sales reps?

Scale 187

Scale Sales Hiring Underperforming Technical Team Sales Recruiting 187

Tom Tunguz

OCTOBER 19, 2016

At the outset, when the business prices on a monthly basis, the startup is looking for as much information about the strength of their product market fit as possible. Monthly payment plans minimize the friction associated with new users signing up and using the product, while still testing their willingness to pay.

Outsourced Development 100

Outsourced Development SaaS Payments Startup Sales Hiring 100

Incredo

NOVEMBER 1, 2019

Do you want to grow your SaaS sales team and improve your processes? maintain healthy atmosphere in your Smarketing team, make smart choices regarding your SaaS sales model, strategy, pricing, . build smoother connections both with your prospects through optimized sales process. And from SaaS sales models to SaaS pricing.

SaaS Payments 157

SaaS Payments Payment Methods Sales Recruiting Sales Hiring 157

Sales Hacker

OCTOBER 22, 2018

In fact, with so many variables involved in a deal—from unique buyer objectives, to your timing in a deal relative to your competitors— building playbooks for your sales teams is more like writing a “ Choose Your Own Adventure ” novel. In sales, it’s not much different. RELATED: Sales Tools that Actually Matter: Building your Playbook.

Sales Hiring 99

Sales Hiring Sales Sales Enablement Underperforming Technical Team 99

Sales Hacker

OCTOBER 30, 2018

Welcome to Sales Hacker’s first-ever Influential Women in Sales list! In this exclusive list, we wanted to honor not just female leaders that promote their own sales platform (no shame in that!) They say “You can’t be what you can’t see,” and the sales floor is no exception.

Sales Recruiting 111

Sales Recruiting VP of Engineering Scale Sales Hiring 111

Neil Patel

OCTOBER 24, 2020

Hire a consultant, hands down. In a nutshell, they can give you expert opinions, analysis, and recommendations that can help ensure a more objective-based approach to grow your business and maximize sales – all at the same time. Unfortunately, your in-house team doesn’t have the required expertise to push through change.

Consulting 132

Consulting Sales Hiring Technical Review Sales Recruiting 132

SaaStr

NOVEMBER 29, 2019

* What were the biggest mistakes that Allie made when it comes to sales hiring? How does Allie advise other founders on scaling sales teams? How does Allie think about sales rep payback period? How can one determine the effectiveness of a sales rep when they are engaging in 9-12 month sales cycles? *

Sales Hiring 132

Sales Hiring Underperforming Technical Team Technical Advisors Scale 132

Sales Hacker

MAY 26, 2021

There are many moving parts in a successful sales organization. If you know that you love strategizing to increase sales but don’t want to be an account executive, sales operations may be the right place for you. What is Sales Operations? Why do we need Sales Operations? Average sales cycle duration.

Scale 60

Scale Sales Hiring Sales Outsourced Development 60

SaaStr

JUNE 3, 2020

How does Mike think about when is the right time to hire your first CRO? How does this hire correlate to your hiring in sales enablement? How does Mike make sales data really actionable within the company? What is the right way to structure their sales pipeline? Who should be involved in analyzing this data?

Sales Hiring 173

Sales Hiring Scale Technical Advisors Systems Review 173

Chart Mogul

SEPTEMBER 15, 2023

You can think of Horizontal SaaS as broad-based tech that is industry agnostic; a sales person at a Cybersecurity company can use HubSpot the same way a sales person at a Health Supplements company might use it. market cap that has executed on a multi-product strategy to become a true platform with almost 170,000 customers.

Scale 52

Scale Underperforming Technical Team Sales Hiring SaaS 52

Sales Hacker

SEPTEMBER 7, 2021

In this episode of the Sales Hacker Podcast, we have Moeed Amin , Founder and CEO at Proverbial Door and expert on the neuroscience of trust and decision-making. If you missed episode 176, check it out here: How to Rock Product Marketing. If you missed episode 176, check it out here: How to Rock Product Marketing.

Sales Hiring 93

Sales Hiring Strategy Scale Technical Review 93

SaaStr

NOVEMBER 22, 2021

” And she quickly hired someone named Ben Lang who at the time was running a Notion fan site that was getting 80,000 hits per month, all about Notion. So she had this brilliant idea of why don’t I hire Ben? How do you have your community be an extension of your customer success team or even an extension of your sales force?

B2C 279

B2C Scale Consulting Software Review 279

Intercom, Inc.

NOVEMBER 7, 2019

As Head of Sales for Spendesk, Nico was initially inspired by the vision of founder Rodolphe Ardant who had spotted a gap for ‘spend management’ in the B2B market based on personal banking trends. If people aren’t looking for your solution, you have to educate them about the problem your product solves.

Scale 162

Scale Payment Methods Payment Solutions Marketing 162

SaaStr

MARCH 31, 2020

When you’re going up, you have no product market fit, okay? And you’re starting to find that product market fit. Once you have the product market fit and you’ve reached the maxima of the easy to close customers, then you can hire a growth team, okay? Easy, after product market fit.

Scale 132

Scale Scaling Sales Hiring Engineering 132

SaaStr

MARCH 1, 2019

What time frame from SAL to closed lead suggests product market fit? What one question must all founders be asking in the sales process? * Where should the responsibility for upsell lie, customer success or sales? Should sales commission be paid on renewals? What’s your thinking on that?

Scale 115

Scale SMB Sales Recruiting Sales Hiring 115

Sales Hacker

JUNE 20, 2018

Why have a career in sales ? Tune in to episode 12 of the Sales Hacker podcast with Jaimie Buss , VP of Sales, North America for Zendesk as she talks about startups careers and transitions! Building your career in startups and managing different career transitions. Advice for up-and-coming account executives.

Scale 82

Scale Sales Hiring SMB Interviewing 82

Sales Hacker

MAY 8, 2018

On this episode of the Sales Hacker podcast, we talk with Marc Jacobs , SVP of Sales and Customer Success at CB Insights about the secret to incredible sales management and building a sales coaching culture. Coordinating retention and revenue growth to ensure product-market fit. What You’ll Learn.

Sales Hiring 44

Sales Hiring Scale Management Sales 44

SaaStr

MARCH 12, 2019

As for Erica, under her CRO role, she leads all go-to-market functions including Marketing, Sales, Operations, Customer Success, Services, and Support. How does the move to enterprise fundamentally impact the sales team? How does the structure of the sales team change with the move? Where do many go wrong?

Scale 168

Scale Enterprise Scaling Sales Hiring 168