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. Revenue, $M. Revenue Growth. -. in revenue in fiscal year 2020, to $432m in the first three quarters of fiscal 2022.

CTO Hire 361

CTO Hire CTO Coach Benchmarks Scale 361

SaaStr

JULY 23, 2021

Brian Peterson, CTO @ Dialpad. Tolithia Kornweibel, Chief Revenue Officer @Gusto. Dave Walters, CTO, Hired. Christa Diaz, Senior Director, Customer Success, Hired. Amy Pisano, CRO, Hired. Jenn Knight, Co-Founder, CTO, AgentSync. Zach Kitschke, CMO, Canva. Zeb Evans, Founder & CEO, ClickUp.

VP of Engineering 273

VP of Engineering New CTO CTO Hire Sales Hiring 273

SaaStr

MARCH 5, 2023

Ode to the $100,000,000 Exit Dear SaaStr: Should You Hire Someone That Seems Good … But Always Job Hops? SaaStr 638: Lessons Learned in Scaling Your Team & Revenue from $1M ARR to $1B+ with Cloudflare CRO Chris Merritt  2. But What Really Matters is That You Believe You Can Hit $100m ARR in 7 Years. If So, How Much?

Scale 196

Scale Sales Hiring CTO Hire Startup 196

SaaStr

OCTOBER 29, 2021

Customer count growing as fast as revenue — a good sign for the future. 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.

Scale 257

Scale CTO Hire New CTO CTO 257

SaaStr

MAY 3, 2021

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. You still need to spend 15-20% of your time in sales. Hire a VP of Finance or even a CFO Early if You Are Growing Quickly.

Part-Time VPE 272

Part-Time VPE Sales Hiring Sales Recruiting Outsourcing Services 272

SaaStr

DECEMBER 10, 2020

Hire not just 1-2 reps, but 10. That it’s time to bring in someone that knows. But I’ve found many great SaaS founders take longer, too long, to decide to hire the other VPs. But I’ve found many great SaaS founders take longer, too long, to decide to hire the other VPs. I Need a VP of Sales.

Sales Hiring 351

Sales Hiring CTO Hire Sales Recruiting Scale 351

SaaStr

MARCH 7, 2021

These are all full-time jobs by $1m ARR. Fixing it yourself becomes the biggest time sink and excuse for not hiring there is. You end up spending all your time backfilling roles you should have hired. And even worse, you often sort of give up trying to make the hire. Less and you under-invest. More here.

Part-Time VPE 258

Part-Time VPE Sales Recruiting Sales Hiring Scale 258

SaaStr

AUGUST 25, 2023

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. More time may make them better if they’re already progressing, even if it’s just 10-15% in the first sales cycle. Hiring someone too junior. That often compounds.

Part-Time VPE 174

Part-Time VPE Scale Sales Hiring CTO Hire 174

User Pilot

JULY 27, 2023

Before hiring, assess your current needs and hire as your company grows. What to do before building a team for your SaaS company You can’t just jump into hiring without some forethought, or you’ll make many mistakes. Before the hiring process, take some time to decide on your current needs and hire as your company grows.

Sales Hiring 98

Sales Hiring SaaS Payments Sales Recruiting CTO Hire 98

SaaStr

JULY 14, 2022

Many teams got to come together and meet each other in person for the first time. Revenue leaders were able to network once again. We had Lew Cirne, Founder & CEO of New Relic, Dharmesh Shah, Co-Founder & CTO of HubSpot and for the first time at Annual, we added office hours with the top VCs in SaaS. Now a staple!)

Scale 272

Scale Sales Recruiting CTO Hire New CTO 272

SaaStr

JANUARY 12, 2022

As a founder, you’ll just run out of time to properly manage key customers and partners yourself. Hire that person, and make sure they are someone the top customers can really trust and count on. That you can’t have a majority of y our revenue dependent on one customer. ” — Ankit Sindhi, Founder, Spurt.

CTO Hire 268

CTO Hire Sales Hiring New CTO CTO 268

Valerian Tech

JULY 5, 2023

Integrating property management systems with other systems such as point-of-sale and revenue management systems optimizes efficiency. Moreover, staff-scheduling software and real-time communication tools streamline workforce management and enhance staff productivity.

Payment Services 52

Payment Services Technology Payment Solutions CTO Hire 52

SaaStr

MARCH 15, 2019

I remember my CTO once arguing with a Fortune 500 company on a “security” concern they had which really made no sense. More here: I Never Lost a Customer I Actually Visited | SaaStr Not hiring a full-time RFP person. Not hiring a full-time Chief Security & Compliance Offer. Didn’t matter. They were concerned.

Sales Hiring 170

Sales Hiring Enterprise CTO Hire CTO 170

Valerian Tech

MAY 30, 2023

By leveraging data analytics to enhance conversion rates, e-commerce companies can boost sales, increase revenue, and improve overall business performance. Additionally, data analytics can help businesses understand the customer journey, identify bottlenecks, and implement strategies to streamline the purchasing process.

CTO Hire 52

CTO Hire Data Business CTO 52

SaaStr

OCTOBER 24, 2022

They’re able to actually swipe a credit card, and what starts off similar to a freemium self-serve product can turn into a six-figure contract in just a few months. It might even be months later that a VP of Engineering or a CTO or CFO realizes that they’re built on a new platform. The contract size grows.

Underperforming Technical Team 173

Underperforming Technical Team Outsourced Development Development Part-Time VPE 173

SaaStr

NOVEMBER 11, 2019

Well, we did the heavy lifting and highlighted a few here for you… “When to Hire and When to Automate” with Zapier CEO Wade Foster. Prior to South Park Commons Ruchi was an engineer at Facebook, co-founder of Cove which was sold to Dropbox in 2012 at which time she became a VP of Operations at Dropbox.

Payment Services 100

Payment Services CTO Hire Payments New CTO 100

Baremetrics

DECEMBER 7, 2023

Here’s an overview of the series: Part 1: How to Categorize Expenses in a SaaS Startup v2.0 Cost of Revenue Let’s start with your Cost of Revenue. The gist of it is that Cost of Revenue includes costs that go into providing your Software as a Service. Jason Cohen breaks down the question in his Quora post.

Merchant Services 90

Merchant Services Startup DevOps as a Service SaaS 90

SaaStr

NOVEMBER 11, 2022

But as time went on, we shared lessons, what best practices were in customer success and revenue retention and all these things are, right. Your core models for sales, for marketing spend, for hiring and engineering and product. And the best CTO I know in the world is the CEO. We have a 60% chance that we can do it.

Outsourcing Services 178

Outsourcing Services Banking CTO Hire New CTO 178

OpenView Labs

OCTOBER 11, 2019

At Hired, we started out with a transactional model that was—at the time—a super disruptive approach and one of our key differentiators. It would help us establish a more predictable and consistent income based on recurring revenue instead of one-time purchases. Recognizing Your Cue – Opportunities and Conviction.

Sales Hiring 40

Sales Hiring Part-Time VPE CTO Hire Technical Review 40

Andreessen Horowitz

DECEMBER 4, 2023

To improve the efficiency of spend on cost of goods sold (COGS), most growth-stage leaders can optimize seat-based spend or renegotiate consumption-based contracts in a quarter or 2. Measuring the efficiency of S&M spend is usually a matter of quantifying LTV:CAC , and most tech companies can identify inefficiencies within 2 quarters.

Underperforming Technical Team 125

Underperforming Technical Team Benchmarks CTO Hire New CTO 125

OPEXEngine

FEBRUARY 13, 2020

The siloed management structure paralleled the key components of Operating Expense, making it easy to report backward-looking Income Statement expenses and recognized revenues, but not cross-functional customer and product lifecycle metrics, critical to managing a SaaS company. Chief Customer Officer or Chief Revenue Officer (CRO).

Part-Time CTO 69

Part-Time CTO CTO CTO Hire Management 69

SaaStr

FEBRUARY 25, 2020

Last but not least, if your sales tax noncompliance gets too out of hand, dealing with multiple states’ sales tax laws means that 46 state departments of revenue can potentially come after you for back taxes. hiring in-house talent). For example, you hire a developer to move you over to an ERP like NetSuite.

Merchant Services 171

Merchant Services Scale Technical Review Sales Hiring 171

Chart Mogul

MARCH 9, 2020

While Baremetrics was fulfilling the desire for public transparency, internally the team was using Looker almost exclusively to track and report revenue metrics. Joel had what he calls “an honest conversation” with Buffer’s CTO Dan. Joel shares that at the time, the Average Revenue per Account (ARPA) was only $18-19.

Payment Solutions 113

Payment Solutions Payment Features Payments Social Media 113

ChurnZero

DECEMBER 9, 2022

More and more people are hiring leaders, not for past experience, but for capability and capacity. We hire a third-party firm. Gabby: We probably track 50 to 60 KPIs, so I’m not going to multiply that times four. We also need to change the way that we make hiring decisions. That would just be crazy.

CTO Coach 52

CTO Coach Customer Success VP of Engineering CTO Hire 52

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? Does it have to be tied to a number related to revenue? We were hired into the same role, same start date, competed head to head. Bret was formerly the CTO at Facebook.

Scale 171

Scale Sales Hiring Sales Recruiting Sales 171

SaaStr

JANUARY 10, 2020

How does Bob think about when is the right time to hire a Head of Partnerships? Where do most startups go wrong both in hiring for partnerships and in the engagements themselves? In just four years, Podium has raised almost $100 million, with annual recurring revenue increasing to almost $60 million.

Sales Hiring 131

Sales Hiring Scale Outsourcing Services CTO Hire 131

SaaStock

MARCH 29, 2019

That’s the advice, Petri Hollmén picked up on the more technical side of things from the opening session on Day 2 with Cal Henderson, CTO of Slack. Hire Game Changers to Propel Growth. We loved this one in particular, the importance of hiring, which he picked up at a side event Notion Capital ran. Full post. . Full post.

Scale 103

Scale Sales Hiring CTO Hire Social Media 103

SaaStr

SEPTEMBER 26, 2019

Gaetan Gachet : All right, so usually the way I start this session is I ask the crowd which revenue stage they’re in. So when I joined we’re pretty much pre-revenue. So you were the first sales hire. So my first sales hire was beginning of 2015. So over time, don’t hire resumes necessarily.

Scale 136

Scale Sales Hiring Sales Recruiting Technical Advisors 136

SaaStr

JANUARY 17, 2020

What other elements of the contract should startups really spend a lot of time focusing on? Julian Lemoine, Co-Founder, and CTO of Algolia will share his lessons learned on how to stay focused and innovative as you scale while also avoiding the innovation for innovation’s sake pitfalls. This episode is sponsored by Brex.

CTO Hire 132

CTO Hire compliance Scale Startup 132

OPEXEngine

OCTOBER 31, 2019

When you filter the same group of companies but adding revenue growth over 50%, the median number of Finance execs rises over 70% to 12 in Finance. And more and more CEOs are coming up from the Finance track, as compared to 20 years ago when CEOs typically came up through Sales, or if a technical founder, having been a CTO previously.

Finance 40

Finance CTO Hire Headcount SaaS 40

Chart Mogul

MARCH 9, 2020

While Baremetrics was fulfilling the desire for public transparency, internally the team was using Looker almost exclusively to track and report revenue metrics. Joel had what he calls “an honest conversation” with Buffer’s CTO Dan. Joel shares that at the time, the Average Revenue per Account (ARPA) was only $18-19.

Payment Solutions 52

Payment Solutions Payment Features Payments Outsourcing Services 52

Point Nine Land

APRIL 9, 2021

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. Addressable revenue opportunity of $1bn+: As is the case for any startup, VCs optimise for investing in markets where there is a huge potential upside. Market Characteristics ??

Marketplace as a Service 59

Marketplace as a Service Payments B2B SaaS Payments 59

Intercom, Inc.

DECEMBER 21, 2021

Will Larson , CTO of Calm. Des Traynor , Co-founder and CTO of Intercom. On this episode of Scale by Intercom, we spoke with Farhan to learn more about where the future of customer support is heading, and how understanding customer behavior can help to drive revenue in the future. What to look out for when hiring.

VP of Engineering 118

VP of Engineering Scale Technical Review Outsourcing Services 118

ProfitWell

DECEMBER 6, 2019

If we succeed, the benefits go beyond retaining revenue: successful customers spread positive word of mouth which makes it easier to attract more customers. How many CSMs should you hire? But we know customer success reduces churn and increases expansion revenue, so CSMs do have a very serious purpose in an organization.

Scale 43

Scale CTO Hire Sales Hiring New CTO 43

SaaStr

OCTOBER 25, 2023

For part one of this Ask Me Anything session, Jason covers everything you need to know about hiring your first VP of Sales, what he really thinks about AI, what the future of lead generation in 2024 looks like, and much more. There are no Cloud magicians, and you can’t hire a PLG magician. Let’s jump right into the questions.

Scale 232

Scale Sales Hiring AI Sales Recruiting 232

SaaStr

MARCH 3, 2020

Brendon introduces his playbook to hiring the first VP of Sales from his experiences as VP of Sales at LinkedIn, EchoSign, Talkdesk and more. Learn the dos and don’ts to make the correct hire the first time and not rush into hiring the wrong VP of Sales, which can cost the company months or even years. Roughly 90%.

Sales Hiring 152

Sales Hiring Sales Recruiting Scale CTO Hire 152

ProfitWell

JANUARY 24, 2020

Number two: Your efforts don’t necessarily convert to revenue. Traffic and impressions don’t always equate to resonance, and they certainly don’t guarantee more revenue. Because now, The Athletic is considered an anomaly in digital media upstarts because it's focused on subscription revenue rather than advertising revenue.

Sales Recruiting 40

Sales Recruiting CTO Hire New CTO Sales Hiring 40