Tom Tunguz

NOVEMBER 18, 2021

Founded by Sanjit Biswas, former CEO at Meraki and John Bicket former CTO at Meraki[link] Samsara builds software to manage physical operations: truck fleets, mining, food & beverage, oil & gas. Samsara has adopted a few interesting go-to market techniques. But these contracts produce compelling economics.

CTO Hire 356

CTO Hire CTO Coach Benchmarks Scale 356

SaaStr

FEBRUARY 15, 2021

The first 2 scaled reps you hire that hit plan (some may churn before then) get special training. They get CTO training. Without training, reps 3-10 scale more slowly, if at all. And they see the CEO sort of judging them for not scaling quickly. Simplify to a 1 page contract. They get CEO training.

Scale 340

Scale CTO Hire Sales Hiring New CTO 340

SaaStr

DECEMBER 10, 2020

That they can get away without no one in the role, or a just a junior person in marketing, in product, in success, in biz dev, etc. in ARR, get to Initial Traction , we then realize we have to scale. Hire not just 1-2 reps, but 10. That it’s time to bring in someone that knows. I Need a VP of Sales. But trust me.

Sales Hiring 353

Sales Hiring CTO Hire Sales Recruiting Scale 353

SaaStr

JUNE 18, 2023

Answers from the CEOs of Twilio, Veeva, Amplitude, HubSpot, Gainsight and More What Your First 100 Hires Will Look Like Top Podcasts This Week: 1. SaaStr 666: Scaling a SaaS Startup to $1B+ ARR: Insights from UiPath’s CEO and Founder Daniel Dines  2. LIVE from SaaStr Europa 2023: Stage A – Tuesday 4.

CTO Hire 199

CTO Hire New CTO CTO Scaling 199

SaaStr

MAY 20, 2020

He joined StubHub as CTO, but didn’t get nearly as much equity as the other CTO — because he “wasn’t committed enough.” Times will change. Markets will change. If your customers love your product now, hire reps. He learned paper millions can go to zero ??.

CTO Hire 340

CTO Hire New CTO CTO Airlines 340

SaaStr

NOVEMBER 16, 2021

You’ll need to hire aggressively to get to the next level and continue that rapid growth. But what roles should you hire for, and what will your org chart look like at each stage? Positions Needed: Enterprise AEs, Mid-Market & SMB AEs, SDRs, Sales Ops, Sales Engineer. Head of Marketing. CTO (40 Employees).

CTO Hire 249

CTO Hire Sales Hiring Sales Recruiting CTO 249

SaaStr

OCTOBER 29, 2021

Some leaders like Slack have seen the same, but most Cloud leaders at scale with high NRR end up getting more and more of their revenue from their existing base, not new customers. Use overages to renegotiate contracts, not charge per event. They’re growing even faster at scale. More on that here.

Scale 271

Scale CTO Hire New CTO CTO 271

SaaStr

MAY 3, 2021

In the past, we’ve touched on several different ideas to help you scale, to do Even Better: Imagine capital doesn’t matter. And importantly, you need to spend more time with your existing customers (vs. But even if you’ve hired the world’s best VP of Sales … you can’t opt out of sales entirely.

Part-Time VPE 281

Part-Time VPE Sales Hiring Sales Recruiting Outsourcing Services 281

SaaStr

JUNE 12, 2022

Check out this week’s top blog posts, podcasts, and videos: Top Blog Posts This Week: What All First-Time CEOs Should Know About Fundraising. If You Leave the Low End of the Market … You Probably Can’t Go Back. SaaStr 559: Secrets to Building Your Marketing Engine To Drive Scale with Airtable CMO Archana Agrawal.

Scale 166

Scale Sales Hiring CTO Hire CTO 166

SaaStr

NOVEMBER 29, 2020

They’ll revolt when you make a senior or mid-level hire that as a group, they simply cannot suffer one day longer. He was literally the only person on the planet with the specific scaling experience we needed. It did work — we got the scaling done. A senior marketing manager that offended everyone culturally.

Part-Time VPE 281

Part-Time VPE Sales Hiring CTO Hire Scale 281

SaaStr

MARCH 7, 2021

No one spends enough time recruiting as it is, after $1m ARR or so. You can do the drip marketing campaigns if you have to. These are all full-time jobs by $1m ARR. Fixing it yourself becomes the biggest time sink and excuse for not hiring there is. That’s not good enough, especially in competitive markets.

Part-Time VPE 270

Part-Time VPE Sales Recruiting Sales Hiring Scale 270

SaaStr

AUGUST 25, 2023

On top of that, founders are full of excuses preventing them from scaling. You have to see: A couple of good hires brought in Improvement on some metrics A big deal or two hanging out there, brought in and closed Things taken off your plate. We can’t afford a VP of marketing, a VP of Sales, Customer Success.” No, it won’t.

Part-Time VPE 177

Part-Time VPE Scale Sales Hiring CTO Hire 177

User Pilot

JULY 27, 2023

Before hiring, assess your current needs and hire as your company grows. Product Marketing Manager: This person is tasked with developing product marketing campaigns , crafting compelling marketing messages, and coming up with ideas to retain customers. Average salary: $105,761/yr. Average salary: $156,062/yr.

Sales Hiring 98

Sales Hiring SaaS Payments Sales Recruiting CTO Hire 98

SaaStr

OCTOBER 24, 2022

So selling, marketing and supporting them should be different too. WorkOS CEO Michael Grinich, Developer Success Manager Betsy Calender, and VP of Developer Experience Zeno Rocha share how to price your product for developers, how to market it to developers, how to how to support them as they scale and use the products.

Underperforming Technical Team 181

Underperforming Technical Team Outsourced Development Development Part-Time VPE 181

SaaStr

APRIL 22, 2019

Egnyte General Manager of EMEA Charles Lawson and Egynte SDR Lara Badanes break down how to build a pipeline with no brand and sometimes no market. “How to Build A Pipeline with No Brand and Sometimes No Market” Egnyte General Manager of EMEA Charles Lawson and Egynte Sales Development Manager Lara Badanes. His next call?

CTO Hire 156

CTO Hire Scale Sales Hiring CTO 156

SaaStr

FEBRUARY 25, 2020

hiring in-house talent). Scaling companies that need insight can get it easily with the help of a specialized platform that guides them through all the necessary and applicable sales tax obligations and processes. . Leverage automation to support scaling. “But with AutoFile, we’ve scaled to doing taxes in 40+ states.”

Merchant Services 181

Merchant Services Scale Technical Review Sales Hiring 181

SaaStr

DECEMBER 3, 2020

What was Sam’s biggest lesson from scaling the sales team at Dropbox? 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 Sam think about the relationship between sales and marketing? Harry Stebbings. Sam Taylor.

Scale 181

Scale Sales Hiring Sales Recruiting Sales 181

Casey Accidental

FEBRUARY 8, 2022

Build, communicate, and execute a cohesive product strategy across feature, growth, scaling and innovation product work. Membership combines cohort-based programs, with a year-round experience to help you learn, execute, and scale your career and your company. Marketing: Marketing Strategy (updated), Growth Marketing (new).

CTO Coach 52

CTO Coach CTO Hire New CTO Scale 52

Intercom, Inc.

FEBRUARY 22, 2022

As we scale, we’re working with larger mid-market and enterprise customers with more complex needs and specifications. Hiring and cultivating incredible talent on our Information Security team. The overlap and synergies between these teams means we can use automation to efficiently solve problems at scale while remaining lean.

Data 118

Data Technical Review compliance CTO Hire 118

Intercom, Inc.

APRIL 19, 2018

Rich Archbold , Senior Director of Engineering, has been at the forefront of codifying and scaling this philosophy over the past few years. Our chat covers the origins of Run Less Software, how it has evolved at scale, and how it differs from the equally valid approaches of other engineering teams.

Outsourcing Services 192

Outsourcing Services Part-Time VPE Software AWS 192

SaaStr

SEPTEMBER 26, 2019

So mid-market, we’re about 40 to 50K ACV enterprise. 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. So my first sales hire was beginning of 2015. What’s your ACV today?

Scale 144

Scale Sales Hiring Sales Recruiting Technical Advisors 144

Tom Tunguz

NOVEMBER 18, 2015

Last night, SaaS Office Hours hosted Optimizely co-founder and CTO Pete Koomen. First, hire a management coach to work with you as the company grows. The best ways he found to learn leadership skills was to hire a management coach to meet him once per month, to talk through the issues facing him at Optimizely.

CTO Coach 101

CTO Coach Sales Hiring CTO Hire Startup 101

OpenView Labs

OCTOBER 11, 2019

Pricing is an incredibly important part of any SaaS product’s go-to-market strategy. In a market that requires companies to earn their customers’ business each and every day, it can literally make or break your entire business model. At Hired , we help top R&D, engineering, and tech talent find jobs they love.

Sales Hiring 40

Sales Hiring Part-Time VPE CTO Hire Technical Review 40

SaaStr

JANUARY 10, 2020

At what scale does that become impossible? In terms of replacement, what does Bob believe will be the emerging trends in SaaS Go To Market that will replace it? * How does Bob think about when is the right time to hire a Head of Partnerships? What are the drivers of its death? Kind of solve the problem.

Sales Hiring 132

Sales Hiring Scale Outsourcing Services CTO Hire 132

SaaStock

MARCH 29, 2019

Here is what he writes: Kieran Flanagan , VP of marketing at HubSpot, shared some interesting insights on approaching new ideas for scaling up your business. The Gold: these are very rare and hard to achieve at the scale-up stage, so you’ll mostly encounter them with startups. Get marketing and engineering working together.

Scale 103

Scale Sales Hiring CTO Hire Social Media 103

ChurnZero

DECEMBER 9, 2022

Today, division leaders who run market-facing GTM functions account for 36% of CEO appointments. In the session’s Q&A, Gabby further explores shifts in the CEO persona, the importance of professional sponsors, and expanding to serve an entire market. 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

Intercom, Inc.

DECEMBER 21, 2021

Will Larson , CTO of Calm. Des Traynor , Co-founder and CTO of Intercom. But as you scale beyond Series A, how can you be sure you’re choosing the right lane? Scaling a sales team is not for the faint of heart – for one, it’s not even that much about selling. Intercom on Product: Keeping the momentum going as you scale.

VP of Engineering 118

VP of Engineering Scale Technical Review Outsourcing Services 118

SaaStr

JUNE 16, 2022

Miguel Carranza, CTO at RevenueCat, shares ten learnings from firsthand experience in architecting an API & SDK that is currently on 5,000+ apps and has seen 3x growth Year-over-Year. . But at scale, people will use your API in crazy ways that you might not imagine, so some margin of the unexpected is unavoidable.

CTO Hire 216

CTO Hire New CTO CTO Scaling 216

SaaStr

SEPTEMBER 10, 2020

Perhaps the single most important thing you can ever do in SaaS, at least after $1m in ARR or so, is hire the best VPs you can. We’ve talked a lot over the years about how not to hire a wrong VP of Sales — 70%+ of the first VPs of Sales don’t make it even 10 months. You need to hire up-and-comers. Get on jets?

Part-Time VPE 320

Part-Time VPE Sales Hiring CTO Hire Sales Recruiting 320

SaaStr

MAY 26, 2023

Dan Robinson, current Advisor and former CTO at Heap , shares five essential learnings from nearly a decade of building a SaaS business. Register for SaaStr Annual and join 12,500 Cloud and SaaS Founders, VCs, and Execs at SaaStr Annual for three full days of workshops, sessions, and networking — all to help you scale faster.

CTO Coach 178

CTO Coach CTO Hire CTO Leadership 178

SaaStr

APRIL 4, 2019

As a global technology provider powering thousands of SaaS companies, Google is at the forefront of driving exciting and innovative technologies to market. You’ll also learn how leading SaaS companies are able to scale and thrive in this complex, dynamic environment. Eyal Manor: So we have a lot to talk about. what are your thoughts?

Cloud 172

Cloud Scale Trends Machine Learning 172

Intercom, Inc.

JANUARY 5, 2022

Evernote’s CTO on Your Biggest Security Worries From 3 to 300 Employees. This is Scale , Intercom’s podcast series on driving business growth through customer relationships. I personally love to be early and use the opportunity to set the bar really high in the market. Scaling security as a startup. The LinkedIn Incident.

Scale 211

Scale Software Review compliance Technical Review 211

SaaStr

JANUARY 17, 2020

What other elements of the contract should startups really spend a lot of time focusing on? 300: When it comes to seamlessly scaling your applications, a top-notch engineering team will be your foundation. What must startups always remember when pitching CIOs? * What must startups remember about how CIOs think about price?

CTO Hire 133

CTO Hire compliance Scale Startup 133

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. Where does Erica often see founders make mistakes with this scaling? How does the role of marketing change with the move to enterprise?

Scale 169

Scale Enterprise Scaling Sales Hiring 169

ProfitWell

DECEMBER 6, 2019

Plus, the Product Marketing Alliance drops the Product Marketing Salary Survey. What about the ROI of spending time with your family, friends, or kids? How many CSMs should you hire? Product marketers: move west. The Product Marketing Alliance dropped the Product Marketing Salary Survey.

Scale 43

Scale CTO Hire Sales Hiring New CTO 43

SaaStr

FEBRUARY 15, 2023

How do you build a best-in-class go-to-market model to get to 100mn ARR and beyond? Scaling a PLG company While it’s great to figure out a PLG model that allows you to scale your revenue with inbound, it cannot stop there. Marketing, design, and product teams work to optimize one end of the funnel at the cost of the other.

Scale 185

Scale Sales Hiring CTO Hire Scaling 185

Point Nine Land

APRIL 9, 2021

In B2B markets, which tend to be more complex than B2C ones, most investors look for teams with expertise in the given field or unique insights into the problem they are solving. A technical co-founder or CTO is always a great-to-have at this stage and becomes a must-have as the business scales beyond seed. Team ???????????

Marketplace as a Service 59

Marketplace as a Service Payments B2B SaaS Payments 59