SaaStr

MARCH 30, 2025

Dear SaaStr: What’s The Toughest Skill to Learn to Scale in B2B? By $2m in ARR, you need a VP of Sales, Marketing, Customer Success, Product and Engineering (if you can afford them all). By $2m in ARR, you need a VP of Sales, Marketing, Customer Success, Product and Engineering (if you can afford them all).

Scale 161

Scale Sales Recruiting B2B Sales Hiring 161

SaaStr

JUNE 9, 2021

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. I thought it was a great checklist for all of us to take a look at.

Scale 284

Scale Sales Recruiting Sales Hiring Sales 284

SaaStr

FEBRUARY 10, 2022

Q: Dear SaaStr: Should We Pay Our Sales Reps on Renewals? But very few SaaS companies pay sales reps on renewals as they scale. And you can definitely pay on upsells and account expansion. More leads close, faster. But if the deal size is growing > 20%, they have to bring sales in. Not renewing.

Scale 284

Scale Sales Finance Customer Success 284

Intercom, Inc.

JULY 28, 2022

And for Intercom’s VP of Sales EMEA, Sanj Bhayro , scaling is just what you need to invest in to ensure growth becomes as constant and linear as it can be. Sanj has plenty of experience scaling sales teams at growing businesses, and that’s precisely why, as of November of last year, he‘s overseeing EMEA sales at Intercom.

Scale 210

Scale Scaling Sales Hiring Sales Recruiting 210

Sales Hacker

DECEMBER 17, 2024

Building ‘opinionated products’ and the importance of customer intimacy Lessons learned from scaling Twitter’s ad business from zero to $650 million in three years. 15:41) Scaling Twitter’s ad business and managing hyper-growth. (26:54) Plus, an analysis of the top 75 trending sales AI tools.

Scale 98

Scale Engineering Acquisition Scaling 98

SaaStr

JULY 15, 2022

Jason recently opened up an AMA on Twitter Spaces to answer questions about scaling from $1M to $10M. We did a good AMA on this scaling at SaaStr Europa in Barcelona, a couple weeks back. That will scale, and then take those emails after four great pieces of content and do a weekly webinar and do a weekly get-together for them.

Scale 293

Scale Outsourcing Services Sales Hiring VP of Engineering 293

SaaStr

JUNE 27, 2019

Erica has led New Relic through massive growth, scaling the company’s enterprise business 10x since she joined the business pre-IPO. Erica will share the five critical steps (and some lessons learned along the way) for scaling in the enterprise. We operate at great scale. Want to see more content like this?

Scale 238

Scale Enterprise Scaling Sales Hiring 238

SaaStr

APRIL 21, 2022

Yes, sometimes it’s OK to hire a VP of Sales that everyone loves. At least 9 times out of 10, if everyone on the team loves a VP of Sales, it’s the wrong hire. And this especially matters because I often see CEOs picking between 2 final VP of Sales candidates. Even if they were, how many hired a VP of Sales at your ACV before?

Sales Hiring 350

Sales Hiring Scale Sales Interviewing 350

SaaStr

JUNE 23, 2021

I recently put together a list on Quora of 6 things sales reps recently said to me as a buyer of SaaS products myself that killed the deal: “You are wasting my time”. A prospect’s time is always valuable. Sales is there to serve. If sales was routed the wrong lead, that’s the company’s fault, not the prospect’s.

Scale 270

Scale Sales Hiring Sales SMB 270

SaaStr

MAY 23, 2023

So leading growth stage VC Iconiq has published its latest and very detailed Definitive Guide to Sales Compensation here. It’s very detailed and oriented more toward growth-stage scale-ups — but it’s excellent. Corners were cut in the boom times of 2021, but we are back to sane sales models.

Compensation 301

Compensation Scale Sales SMB 301

Payrix

FEBRUARY 4, 2025

The setup connects payment processing with a point-of-sale (POS) system software that can sync with other business-critical systems and streamline processes. Often, software customers have to hop from system to system and spend time reconciling their payments against their sales. This is ideal for software companies looking to scale.

Payments 130

Payments Payment Services Payment Methods Merchant Services 130

Payrix

APRIL 17, 2025

As a payment facilitator, platform providers: Need robust systems to handle payment processing at scale. Improved insights and scale (and possibly, increased valuation) : Access to payment data allows for a better understanding of customer behaviors and needs, letting you tailor and offer more to address those needs.

Payment Services 100

Payment Services SaaS Payments Merchant Services Payment Facilitation 100

Stax

JUNE 3, 2025

Whether you’re building your first product or scaling an established solution, understanding the SaaS platform model is essential for long-term growth. Contact sales What is a SaaS Platform? It’s designed to help users solve specific problems, streamline workflows, and scale their operations with ease.

Payment Services 88

Payment Services DevOps as a Service SaaS Payments Payments 88

SaaStr

MARCH 31, 2022

This episode is an excerpt from a session at SaaStr Scale. So for the audience, cloud giants are turbocharging startup sales, and the predominant reason for this is because they’re fundamentally changing IT budgets at the customers that we’re all selling to. Rico Mallozzi: Yeah, I definitely agree. Rico Mallozzi, Sr.

Scale 259

Scale Marketplace as a Service Cloud SaaS Payments 259

SaaStr

AUGUST 29, 2022

SMB SaaS has a lot going for it: – Millions of them – Short sales cycles – Easier compete. ACVs are so much lower that there’s a lot of pressure on sales productivity. So I was wondering, how much of the market cap of the leading SaaS companies is all or primarily SMB focused? I took a rough stab at it.

SaaS Payments 346

SaaS Payments Scale SMB PayPal 346

SaaStr

JUNE 7, 2021

If a sales rep closed a deal, A customer success manager should take it over. And as startups scale, many try to automate away support and success for the smaller accounts. I’d suggest a few basic thoughts and rules: If you have sales involved, then you need customer success, too. Find a way to fund both, even with SMBs.

Customer Success 353

Customer Success Scale SMB Sales 353

SaaStr

JANUARY 21, 2020

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 sales manager or regional manager.

Sales Recruiting 332

Sales Recruiting Sales Hiring Scale Sales 332

SaaStr

MAY 10, 2024

At this week’s Workshop Wednesday, Lucas Price, former SVP of Sales at Zipwhip and founder and CEO at Yardstick, shares his insights on how to hire and build a high-performing sales team. When he joined Zipwhip, they were at a quarter million in ARR, and he took the sales team to over $100M before it sold to Twilio for almost $850M.

Sales Hiring 245

Sales Hiring Scale Sales Interviewing 245

SaaStr

JUNE 13, 2024

Earlier this month, Gong’s CEO and Co-Founder Amit Bendov sat down with SaaStr Founder and CEO Jason Lemkin at SaaStr Europa 2024 to talk about all things AI and the lessons learned while scaling to billions. What Does AI-Enhanced Sales Look Like In Two Years Everyone’s thinking about it. First, no drudgery. Yes,” Amit says.

Scale 306

Scale AI Sales Underperforming Technical Team 306

SaaStr

FEBRUARY 4, 2020

So a playbook on scaling high performance organizations in 30 bit minutes. So big, big scale. And then there’s definitely always a storming period where you’re working through each other’s differences and it’s kind of rough. They’re definitely not telling you your fly is down. No big deal.

Scale 247

Scale Underperforming Technical Team Scaling Leadership 247

SaaStr

FEBRUARY 25, 2020

Kathy Lord, SVP of Sage People explains how asking hard questions, embracing feedback and making personal connections with your customers can move the sales journey from prospect to champion. We have heard a lot of sessions today around ramping up your lead gen, accelerating marketing. Want to see more content like this?

Scale 239

Scale Underperforming Technical Team Sales Hiring Software Review 239

SaaStr

JULY 13, 2023

A strong sales leader is vital to any company hoping to scale. With this in mind, hiring for the Head of Sales role is one of the most important things a business can do. Unfortunately, too many companies focus on the wrong things when hiring their sales leaders, which can lead to hires that aren’t the best fit for the business.

Sales Recruiting 244

Sales Recruiting Sales Hiring Scale Sales 244

ChurnZero

OCTOBER 25, 2024

There are so many questions to answer when considering how to scale a customer success team. What about team leads? And I know you want to scale your customer success team in the right way. Shoot, I definitely stressed you out again, huh? When should you add or create customer success team leads?

Scale 52

Scale Underperforming Technical Team Customer Success Scaling 52

SaaStr

AUGUST 18, 2024

One definition of company culture is the rolling average of everyone’s behavior in the company over the last three or so months. Behaviors are the core of that definition. When you default to transparency, it leads to awareness, awareness leads to alignment, and alignment leads to better-performing teams.

Retention 312

Retention Scale Company Culture Leadership 312

SaaStr

AUGUST 16, 2022

Definitely a good listen. Most importantly, please note that while Mike was an incredible learner and attacked the role with gusto, he had great support, both from his manager and predecessor in the role (who booked $2m worth of meetings in his first year), and his ultimate leader, our VP of Sales.

Scale 273

Scale Revenue Branding Sales 273

SaaStr

OCTOBER 11, 2023

Eran Zimman, monday.com’s co-founder and co-CEO, shares his secrets to scaling and growth in an unpredictable market. Serve customers a CRM or project management first, and as they scale and use it more, they’re exposed to more features. They kept doing it after the economy changed, and they also scaled it. It’s cheap.

Scale 176

Scale Sales Hiring Scaling Banking 176

SaaStr

MARCH 12, 2021

We’ve through a quiet revolution in sales processes now, where a combination of specialization, technology, and segmentation are making the next generation of SaaS founders far better at figuring out and scaling sales than I or my peers ever were a generation ago in SaaS. Outbound will definitely work.

Sales Hiring 293

Sales Hiring Scale Outbound Sales Team Sales 293

SaaStr

MARCH 16, 2022

Jenn Knight, Co-founder and CTO of AgentSync, and Daryna Kulya, Co-founder of OpenPhone, discuss how different approaches have helped each brand reach its target audience and accomplish its goals, the potential of product-led growth, and how to scale growth strategies to yield desirable results. What is their definition of true success? .

New CTO 246

New CTO CTO Scale Innovation 246

Andreessen Horowitz

OCTOBER 18, 2023

It’s also important to recognize that although much of this post focuses on large-scale nuclear fission reactors—because that’s what have been delivering civilian power for the past several decades—smaller, more modular reactors will likely play a major role going forward, perhaps as a means to address more local, and even hyper-local, energy needs.

Scale 28

Scale Scaling VP of Engineering Construction 28

SaaStr

NOVEMBER 12, 2020

Kelly Del Curto, Senior Director of Sales @ Lever, joined with Tammy Aguillar, Area VP, Commercial Sales @ DocuSign, Kate Earle Jensen, Head of Platform Sales @ Stripe, and Lauren Schwartz, VP of Enterprise Sales @ Fivetran share the following suggestions about how to move your sales organization into larger markets. #

Scale 293

Scale SMB Sales Hiring Enterprise readiness 293

Stax

APRIL 15, 2025

There are some important variations to MRR that would be good for your sales team to be aware of, including new MRR, expansion MRR, and churn MRR. Talk to sales What is Monthly Recurring Revenue (MRR)? Here are some of the key ways you can scale your MRR. Let’s get started.

Payments 88

Payments SaaS Payments Revenue Payment Services 88

SaaStr

JUNE 1, 2021

You can hear him, even at Box’s scale, wishing API access can be as free as practical, to encourage their ecosystem to develop on Box: But free and free trials come with real costs, especially soft costs. And oftentimes, sales complaints and costs (sales much prefers deals to close faster, usually).

Scale 335

Scale Engineering Enterprise Business Model 335

SaaStr

DECEMBER 20, 2023

So to serve both segments at the simultaneously, ZoomInfo has been rolling out a Product-led sales motion, that gives the ability for an SMB customer to sign up directly on their website for a free trial and grow into a paid customer, without ever having to talk to an sales rep or go through a demo process. So, what’s new at ZoomInfo?

New CTO 312

New CTO Scale Sales Hiring CTO Hire 312

Intercom, Inc.

JANUARY 13, 2021

This meant that businesses were facing a difficult choice , particularly as they scaled. Or do you put customer experience at the center of everything at the risk of scaling up an outsize support operation? . That shift in definition only accelerated with the rise of the mobile phone. Conversational relationships at scale.

Scale 244

Scale Scaling Communication Mobile 244

Sales Hacker

MARCH 4, 2025

As a key GTMfund partner, they equip sales and marketing teams with top performers. If you’re hiring for sales or marketing roles, reach out to Pursuit at pursuitsalessolutions.com/gtm or message a GTMfund team member. But I imagine it also leads to some, some friction and alignment issues. And then along the way.

Scale 71

Scale Scaling Sales Hiring Technical Review 71

SaaStr

SEPTEMBER 28, 2020

I’m going to suggest to you that, at least from Initial Traction until Initial Scale (say $1m ARR until $10m ARR) — this is the single most important improvement you can make to your SaaS company: To recruit every single day. At first everyone is sort of great at recruiting — by definition. A missing VP Sales.

Sales Recruiting 265

Sales Recruiting Sales Hiring Scale Engineering 265

SaaStr

DECEMBER 18, 2023

Facing Challenges Scaling AI 86% of CXOs say they will adopt AI and need it to move forward because it’s critical to their business. How to scale AI across your business. If you’re not doing it today, your competitor definitely will be. Use Case #1: Ovum Medical Let’s look at two companies using IBM’s AI to scale their business.

AI 299

AI Technology Scale Startup 299