SaaStr

JUNE 1, 2021

In 2016, Hubspot was still a scrappy player that had only recently IPO’d, with a market cap around $1B. Co-founder and CTO Dharmesh Shah shared with us how they got there — and the top mistakes they made — just 3 quarters after their IPO. Otherwise, we are not doing our jobs, being in the marketing space.

Part-Time VPE 220

Part-Time VPE Technical Cofounder CTO Hire New CTO 220

SaaStr

MARCH 12, 2019

Erica Schultz is Chief Revenue Officer @ New Relic, the company that gives you the real time insights your software driven business needs to innovate faster. Prior to their IPO, New Relic raised over $214m in funding from some of the best in the business including Benchmark, Insight Venture Partners and Blackrock, to name a few.

Scale 168

Scale Enterprise Scaling Sales Hiring 168

SaaStr

JULY 19, 2019

Previously, Peter was also the CTO/CIO of CBS Interactive where he brought CBS into the cloud. At Sun, Peter was the CTO of the Liberty identity consortium that designed SAML 2. Why is it no longer to come into large enterprises with a small contract and expand? How does Peter think about and approach market sizing today?

VP of Engineering 130

VP of Engineering CTO Hire Technical Review Sales Hiring 130

SaaStr

DECEMBER 3, 2020

When is the right time to hire the first sales rep? Should you hire 2 at a time? What does one look for in their first sales hire? How does this change when selling to SMBs vs enterprise? * How does Sam think about the relationship between sales and marketing? Bret was formerly the CTO at Facebook.

Scale 171

Scale Sales Hiring Sales Recruiting Sales 171

ChurnZero

DECEMBER 9, 2022

Today, division leaders who run market-facing GTM functions account for 36% of CEO appointments. Additionally, “leapfrog” candidates—those who come from a level below the C-suite, such as senior vice presidents—now make up roughly 5% of new chief execs. We hire a third-party firm. People knew us in mid-market.

CTO Coach 52

CTO Coach Customer Success VP of Engineering CTO Hire 52

SaaStr

SEPTEMBER 18, 2020

Immediately told them to hire 50 reps in a different city, in a different city, and they did. The CEO was deferential because that was 10 times what he’d ever raised before, and did all of it. Jason Lemkin: 50 reps in a new city that you’ve never met, and hired in 60 days when you’re in the low millions ARR.

Sales Hiring 243

Sales Hiring CTO Hire Scale Investment 243

SaaStr

SEPTEMBER 26, 2019

So mid-market, we’re about 40 to 50K ACV enterprise. So up to 100-150K and SMB, we’re at 2K. And actually when we started, I see one face in the room that I recognize, Kurt Freytag, was one of our big customers at the time when I joined. So you were the first sales hire. What’s your ACV today?

Scale 134

Scale Sales Hiring Sales Recruiting Technical Advisors 134

Mucker Capital

APRIL 6, 2023

Are there types of companies, market segments, industries, or business models where PLG does not make sense? Obviously if you target enterprise customers, you usually have a very large ACV (Annual Contract Value) and the product usually is complex. You engage the marketing team and you do a lot of acquisition and people are coming.

Startup 52

Startup Scale CTO Hire Outsourced Development 52

Sales Hacker

JANUARY 21, 2020

SMB Sales & SDRs at (Smaller) Scale [18:20]. Although our firm is based in Silicon Valley, I’m based on the East Coast so I spend a lot of time working with founders in New York City, Boston, and London. We were part of the office of the CTO. We initially went to market as a consumer business.

Payment Methods 55

Payment Methods Scale CTO Coach SMB 55

SaaStr

AUGUST 15, 2020

362: The Future of the Customer with Bernadette Nixon, CEO @ Algolia, Jay Snyder, Chief Customer Officer @ New Relic, and Nick Mehta, CEO @ Gainsight. Nick Mehta: On a boat in Rhode Island and then our second guest Jay Snyder, who just recently took over as Chief Customer Officer of New Relic, publicly traded SaaS company.

Payment Methods 197

Payment Methods Merchant Services Scale Payments 197

SaaStr

MAY 2, 2019

Join Vlad Shmunis, founder, chairman, and CEO of RingCentral as he discusses RingCentral’s journey from a two-person startup to a $7B market cap global enterprise communications company (NYSE:RNG) — the good, the bad, and the ugly. Vlad: So what’s the new reality? So we needed to kind of get the new mindset going.

Scale 142

Scale Business Sales Hiring CTO Hire 142

OnStartups

JULY 7, 2021

And I think part of it's because you've been in the game for a while and you're incredibly successful. Is your title CTO? Dharmesh: Yes, CTO. How do you have time to have your hands in all this different stuff? So HubSpot today is like a 25 or 30, I don't know whatever the market cap is. So this is Dharmesh.

Payment Methods 140

Payment Methods Software Review Technical Review Payment Solutions 140

OnStartups

JULY 7, 2021

And I think part of it's because you've been in the game for a while and you're incredibly successful. Is your title CTO? Dharmesh: Yes, CTO. How do you have time to have your hands in all this different stuff? So HubSpot today is like a 25 or 30, I don't know whatever the market cap is. So this is Dharmesh.

Payment Methods 40

Payment Methods Software Review Technical Review Payment Solutions 40