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There’s recruiting and there’s people building. Almost equally to their ability to recruit great people. ” Without a big budget to get the best people, Henry believes part of the ZoomInfo difference has been recruiting good people that he then fostered and developed into great people.
Dear SaaStr: I’m a Seed Stage, First Time VP of Sales. Use tools like LinkedIn Sales Navigator, Apollo, or ZoomInfo to find leads. Sell the First $1M Yourself At this stage, you’re not just managing—you’re selling. What’s the sales cycle? If you can’t recruit great talent, you won’t succeed as a VP of Sales.
5 Key Learnings from Scaling from 3 to 75 Go-To-Market Team Members in Less Than 12 Months The latest SaaStr CRO Confidential is out and Sam Blond did a great deep dive with Graham Mareno, VP of Worldwide Sales at Codeium. Create Compelling Economic Incentives For sales talent, compensation is critical.
Dear SaaStr: I’m Joining a Start-Up as Head of Sales At Just $1m ARR. Use tools like LinkedIn Sales Navigator, Apollo, or ZoomInfo to find leads. Sell Half of The Next $1M Yourself (Or Close To It) At this stage, you’re not just managing—you’re selling just as much as the likely 1-4 sales reps you’ll inherit and/or hire.
” Recruiters cold-calling anyone with “machine learning” on their LinkedIn. Your sales team needs to understand how AI can improve lead scoring and outreach. It cascades down through middle management. When VPs of Sales are asking, “How can we use AI to improve our pipeline?”
Finding and recruiting top talent is consistently ranked as one of the biggest challenges for growing SaaS companies. SaaStr Annual attracts thousands of high-quality SaaS professionals across functions like engineering, product, marketing, sales, and customer success. Meet and Find Your Next VP / CXO!
billion valuation after 175M round Scale AI : $29 billion valuation / “sale” with Meta’s $14.3 The company later clarified it didn’t actually “replace” Salesforce with pure AI — it consolidated data onto its own tech stack using tools like Neo4j and built new interfaces. billion in funding xAI : $6.4
Rather than seeing this as a liability, Wiz leveraged it as a strategic advantage — even in its sales team. This simple yet powerful signal helped Wiz respond to market opportunities more quickly than competitors relying on processed data that might be weeks old.
One of the classic original SaaStr posts was on the Top 10+ Questions to Ask a VP of Sales Candidate. It’s a different world today, AI-fueled, often distributed and hybrid, and with inflation both in titles (CRO or VP Sales) and compensation expectations. Use this updated script for hiring that first VP of Sales.
This is a guest article by Swati Garg , founder and CEO, Melo Associates , and Lindsay Lynch , senior recruitment consultant, Melo Associates , a recruitment firm focused on customer success hiring for SaaS and tech companies nationwide. 2+ years of experience specifically in a customer success or accountmanagement role.
So read on, and hopefully, your SaaS sales journey will be less about trial and error and more about steady progress toward success. Whats important to note is that each model targets a distinct customer persona and, therefore, has a unique approach to the customer journeyfrom brand awareness to sales and, ultimately, conversion.
Thats why HG Insights created The Next Generation of Sales AI report to calm the FOMO and help you bring AI to your GTM teams. It includes a breakdown of the Sales AI landscape, adoption of GenAI and Sales software across buyer groups. Plus, an analysis of the top 75 trending sales AI tools. Youre not alone.
Whether youre a startup , an SMB , or a global enterprise , the right ATS can streamline your recruitment process, save time, and help attract top talent in a competitive market. Recruitee Best Collaborative Recruiting ATS Pricing: Key Features: Ideal Use Case: 4. Whats the difference between an ATS and a recruitment CRM?
Data-driven optimization Use data to measure success at every step. GTM 120: Avoid the AI Sales Skills Atrophy Trap with Peter Kazanjy Pete Kazanjy is a serial founder, and seasoned early stage Saas executive, advisor, and investor. Nine lessons from going multi-product, drawing on examples from both Stripe and Watershed.
If your tone matters (to investors, recruits, or customers), build a few reference samples into the prompt or system message. These custom agents can drive multi-step onboarding flows, real-time sales coaching, multi-agent task routing – truly whatever your stack and imagination allow. Already working in Notion, Slack, or Airtable.
In our most recent episode of CRO Confidential , hosted by Sam Blond , Graham Moreno , VP of Worldwide Sales at Codium, shared invaluable insights on what drove this growth, the challenges they faced, and how other SaaS companies can replicate this success. Key Growth Drivers 1.
Areas with the greatest data are those that are furthest developed” – Mike Levy (CRO of SalesIntel) Mike’s comment underscores the fact that while AI is rapidly advancing, there’s still much to learn, and the most progress is happening where data is abundant. “Lots of interesting things, but nobody has figured it out.
Sales in the Age of AI: Top 10 Learnings from the CROs of Databricks, Windsurf, Perplexity and Owner We’re recently done A+ SaaStr deep dives with the CROs / VPs of Sales from Perplexity, Owner, Databricks, and Windsurf. It’s no longer enough to have great sales skills—candidates must demonstrate active AI fluency.
Signal can come from many places (sales team notes, customer support tickets, etc) IT Incident Management: Similar to the security alert example. Generally you need to aggregate data from a number of places to “group.” Group related incidents or tickets by severity to help prioritize. The list goes on.
You can set up affiliate signup pages to recruit partners quickly. Manage your campaigns from start to finish, keeping all your influencer relationships organized in one place. Track your campaign performance easily by combining your brand's data with influencers' engagement stats for a clear picture of your ROI.
Bottom Line Up Front Jason’s Directness : “It will be the biggest issue of 2026, I think, in B2B AI is just the inability to recruit talent… If you think your answer is to go hire a VP of AI that wears a tie and is studying things like just shut the startup down.”
That’s why HG Insights created The Next Generation of Sales AI report — to calm the FOMO and help you bring AI to your GTM teams. It includes a breakdown of the Sales AI landscape, adoption of GenAI and Sales software across buyer groups. Plus, an analysis of the top 75 trending sales AI tools. You’re not alone.
06:33 Why Sales Nav was a $250M business with a “crappy product” — and how Doug turned it around. 13:26 The speed dating hack that landed Coffee’s first sales leader. 17:36 What Doug learned running Sales Cloud at Salesforce — and why he left. 24:37 Why sales tech stacks are bloated — and how AI-native CRMs solve it.
Get as specific as you can Stage: Get clear on what stage to focus on Sales Model (optional): Personalize or add a different line relevant to your function Sectors:See our thinking on sectors but have fun with this Target Companies: A target list is a powerful accelerant in your search. And you send the wrong signal to recruiters.
From viral LinkedIn content and founder-led dinners to the now-infamous “donut drop” strategy, this episode is packed with practical, first-principles GTM plays you won’t find in a sales playbook. Both Centari and Atrix AI scaled founder-led sales by hiring a Chief of Staff to operationalize and extend GTM efforts.
Over his 15-year career at Meta, Rick was instrumental in driving international expansion, especially across Europe, the Middle East, and Africahelping to localize strategy, scale high-performing sales teams, and bring new ad products to market. Rick is the former managing director of Meta Ireland. Rick Kelley: You’re right.
The data shows that venture outcomes are getting significantly bigger. They want data, relevance, and actual proof. He shares tactical advice for senior operators re-entering the job market, how to build relationships with VCs and recruiters, and what founders are really looking for when hiring GTM leaders.
The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Marcy Campbell is the Chief Revenue Officer at AppFolio, where she leads sales and client services with a focus on delivering unified, end-to-end customer experiences. 16:00 End-to-end GTM orchestration across sales, marketing, product, and CS.
The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Marcy Campbell is the Chief Revenue Officer at AppFolio, where she leads sales and client services with a focus on delivering unified, end-to-end customer experiences. 16:00 End-to-end GTM orchestration across sales, marketing, product, and CS.
Nothing matters but recruiting and using your personal network. 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.
In particular, hiring for your sales team is critical in an uncertain economic outlook. Additionally, sales professionals looking for a new role should choose their next company wisely. Great Companies Attract Great Talent Blond and Braverman have enjoyed successful careers as sales leaders in high-performing companies.
Ryan’s previous company, ImportGenius , was the largest provider of business intelligence to the import-export industry, which gave them access to an extremely valuable list of customers, trade data, and understanding of the international trade market. Very early on it’s weighted towards product vision and sales.
Sam Blond, the former CRO at Brex with 15 years in tech sales, took the stage at SaaStr Europa 2024 to share nine easy sales concepts that so many get wrong. Sam got his first job in tech sales as an SDR for Jason Lemkin’s company, EchoSign, which later sold to Adobe and launched his career. They did this right at Brex.
Justin Welsh, former SVP of Sales at PatientPop explains how he started in SaaS in 2009 as the second sales hire at Zocdoc. Justin used Sales Culture to grow a successful PatientPop team to 140 employees and 55 million in revenue. Justin Welsh | SVP Sales @ PatientPop. I was a local salesmanager or regional manager.
2021 will be the year SaaS sales evolves the most since the Appexchange ecosystem started to take off ~15 years ago, which spawned the entire notion of a true sales app stack. The permanent move to distributed sales teams. Almost every SaaS VP of Sales and CRO I’ve talked to in the past few months isn’t going back.
Key Functions with High Impact Generative AI is revolutionizing sales by enabling dynamic pricing and personalized customer interactions, boosting conversion rates and customer satisfaction. Post-sale, AI analyzes customer data to improve service and loyalty, making it a cornerstone of modern sales methodologies.
Over the weekend, I analyzed Roger’s data to answer this question. However, there doesn’t yet seem to be a daily or weekly increase in the data. If we tally the reductions by category, travel, retail, fitness, real estate, transportation, and recruiting constitute the top 6 categories.
Having learned from thousands of customers and prospects, Sarah Lash, Envoy’s head of enterprise sales, will talk about what it takes to guide and scale enterprise sales programs during an uncertain future. In my first six months at Envoy , I grew the sales team from six to 17. Combine Strategies To Drive Sales.
In the latest episode of CRO Confidential, host Sam Blond, partner at Founders Fund and former CRO at Brex, sits down with Ashley Kelly, VP of Global Sales Development at Rippling. For context – Ashley had previously helped Sam scale Brex’s outbound sales from $2M to over $300M in ARR as Senior Director of SDR.
In SaaS, #1 most common misfire, with a bullet, is the VP/head of sales. It goes something like “You’ve Got to Get Past the Carcass of Your First VP of Sales” or “It’s The Second VP of Sales When You Really Start Selling” or variants thereof. Because in SaaS start-ups, it seems like the majority of first VP Sales fail.
Dedicated Slack Channel For Every Metric From the early days at Secureframe, they have had a dedicated Slack channel for every metric: every net new sale, every expansion, every churn, and every expense. Work with Great Executive Recruiters ”The first time I saw an invoice for an executive search, I think I had a heart attack,” Shrav joked.
Emboldened by this seeming endorsement, I dashed off what turned into a lengthy email on interviewing and recruiting, a topic about which I am passionate not because I think I am good it, but because I think I am not. Thoughts on The Recruiting Process. For a CFO, do you require a accounting or finance background?
On today’s episode of Sales Hacker podcast, we have Mike Levy of TitahHouse, a transparent and effective platform, loaded with in-depth career and job intelligence, exclusively designed to connect tech-focused sales professionals with their next great position. Subscribe to the Sales Hacker Podcast. Special Announcement.
A ways back, I asked Brendon Cassidy, VP of Sales at LinkedIn, Adobe Sign / EchoSign, and Talkdesk to put together his playbook for double sales. … How We Increased Sales Nearly 100% In One Quarter at HackerRank – Brendon Cassidy. You don’t have enough data. As importantly, he was truly a good guy.
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