SaaStr

FEBRUARY 7, 2025

With Databricks now one of the largest pre-IPO technology companies, with $10 billion of expected non-dilutive financing and a valuation of $62 billion, Ron’s insights are gold for any revenue leader looking to scale. So we have a mix of both, but I think as we’ve scaled it’s become an advantage. ” The lesson?

Scale 176

Scale Sales Hiring Scaling Revenue 176

SaaStr

MAY 25, 2024

Cloudinary VP of Developer Experience Sanjay Sarathy shares his journey to more than $100M and the lessons he learned along the way for building a PLG motion and an Enterprise sales motion. It was founded by three developers who owned a consulting firm previously, helping startups come to market. It wasn’t the focus.

Scale 312

Scale Sales Hiring SaaS Payments Development 312

TechEmpower SaaS

JULY 24, 2023

Even when they have talked to multiple developers or development firms, we’re often the first to ask basic questions like “Who are your customers?” ” or “Are you developing for desktop, tablet, mobile, or all three?” The innovator/developer relationship needs to be a conversation.

Innovation 780

Innovation Development CTO Hire Technical Review 780

SaaStr

MARCH 18, 2025

It’s an incredible look back on scaling and more: Colin Jones, first Chief Revenue Officer at Wiz. A Philadelphia native, Colin started his professional career as a Business Development Representative (BDR) 14 years ago and worked his way up to his current role as CRO.

Scale 179

Scale Sales Hiring Scaling Headcount 179

SaaStr

FEBRUARY 12, 2025

Meet Wyatt Jenkins: From Construction Sites to Chief Product Officer If you want to understand how vertical SaaS companies scale to $1B+ in revenue while staying true to their customers, there’s no better person to learn from than Wyatt Jenkins, Chief Product Officer at Procore Technologies.

Construction 251

Construction Scale SaaS Travel 251

SaaStr

JULY 30, 2024

Okta’s VP of Engineering, Monica Bajaj, and Senior Director of Platform Product Marketing, Priya Ramamurthi, share Okta’s playbook to PLG, developer experience, and Enterprise ARR. How do you scale PLG? How do you build a stellar developer experience and continue to scale when the user base skyrockets overnight?

Underperforming Technical Team 282

Underperforming Technical Team Enterprise Scale Payments 282

SaaStr

MAY 20, 2025

Convergent evolution from 2 very different start-ups that now have many similarities at scale. True Platform Flexibility : Rather than pre-built solutions, Monday.com offers building blocks that organizations can configure for any workflow, from marketing campaigns to software development and HR processes.

SMB 273

SMB Scale Education Innovation 273

SaaStr

FEBRUARY 10, 2025

This inefficiency stemmed from the high costs associated with maintaining sales development representatives (SDRs), customer success managers (CSMs), and account executives. The post Transitioning from Sales-Led to Product-Led Growth and Scaling to $100M ARR With Apollo’s CEO Tim Zheng appeared first on SaaStr.

Scale 156

Scale Scaling Outsourced Development Sales 156

Tom Tunguz

JULY 13, 2022

Yesterday, Office Hours welcomed Lars Nilsson, VP Sales Development from Snowflake to talk about his learnings across 5 companies he helped take public. Hiring a sales or business-development representative (SDR/BDR) can be the better choice. At Snowflake, sales development lives within the marketing team. Hire for hunger.

Scale 324

Scale Sales Hiring Development Sales 324

SaaStr

AUGUST 15, 2024

There’s always someone a few years ahead of you on the scaling journey who can share their lessons learned. Robbie O’Connor, the GM EMEA at Notion and the first European hire at Asana and Dropbox takes the stage at SaaStr Europa to talk about the building blocks required to scale GTM teams and operations. Timing is also essential.

Scale 310

Scale Sales Hiring Scaling Innovation 310

SaaStr

DECEMBER 25, 2024

Assume 1 per $1m in ARR, youll need to scale a team of 5 at least to get to $10m in ARR. And reps take time to scale. Youll need a product development team, at least a couple folks, to keep up with your much more complex roadmap. And youll need a real QA team as you scale. And youll need a few managers to manage them.

Sales Hiring 261

Sales Hiring Scale SaaS AI 261

SaaStr

JANUARY 10, 2025

Paying Users For those unfamiliar with it, GitHub’s Copilot is an AI pair programmer and code completion tool developers utilize to write code to completion faster. GitHub focuses on creating developer-centric tools, drawing from GitHub’s long-standing commitment to the developer community. ” # 4.

AI Search 312

AI Search AI Strategy Scale 312

SaaStr

SEPTEMBER 11, 2024

It required Lucid to change its product, process, and overall user and administration systems to be able to scale with the customer. Your first hire wears many hats, but as you scale, you start building out more specific roles. Every knowledge worker can use them, so they have a scaled and diversified user base.

Scale 307

Scale Scaling Sales Hiring Systems Review 307

SaaStr

JULY 12, 2024

Scaling to $150M ARR and beyond is no simple task. Will this change as Grafana Labs scales? But they’re still one of the last remaining open-source companies at scale. Grafana deploys a lot of new features that they develop on their Cloud first before making them open source, the opposite of how you might intuitively do it.

Scale 291

Scale Scaling Sales Hiring Sales Recruiting 291

SaaStr

OCTOBER 18, 2024

On the topic of building SaaS companies, Henry kicks off the conversation with: “I think a lot of bootstrapped founders who are less capital infused have to actually be great at developing their people. Almost equally to their ability to recruit great people. I bootstrapped ZoomInfo to 25 million in revenue. Nothing else matters, right?

Sales Recruiting 305

Sales Recruiting Sales Hiring Scale AI 305

SaaStr

DECEMBER 20, 2024

What’s great about high-volume sales at that scale is the pattern recognition,” Michelle shared. ” Frontline managers are the key link between sales strategy and execution, responsible for: Hiring and developing your next generation of top talent. . Make frontline manager development a consistent budget priority 2.

Sales Hiring 260

Sales Hiring Scale Underperforming Technical Team Sales 260

SaaStr

DECEMBER 22, 2023

At the SaaStr Annual, Kiren Sekar, Samsara’s Chief Strategy Officer and founding chief Product Officer shared five lessons he learned along the way from scaling six products to $100M+. Lesson 1 — The Magic “Scale or Pivot” Metric With so many different SaaS metrics out there, which metric can really steer a business?

Scale 306

Scale Scaling Strategy Sales Hiring 306

SaaStr

MARCH 30, 2024

Dear SaaStr: What are The Most Common Mistakes Founders Make When They Are Just Starting to Scale Revenue? As you scale, your win rate — the % of deals you close vs. the competition — should go down. The post The 6 Most Common Mistakes Founders Make When They Are Just Starting to Scale Revenue appeared first on SaaStr.

Scaling 301

Scaling Revenue Underperforming Technical Team Market Segmentation 301

SaaStr

JUNE 2, 2025

million previously Focus: Serverless PostgreSQL optimized for AI agents I am super excited to announce that we have agreed to acquire Neon, a developer-centric serverless Postgres company. The Neon team engineered a new database architecture that offers speed, elastic scaling, and branching and forking.

VP of Engineering 188

VP of Engineering AI Search AI Data 188

SaaStr

JUNE 14, 2025

The entire AI ecosystem is experiencing this vertical growth pattern: Cursor’s Developer Revolution : The ultimate growth story. Cursor achieved $100M ARR with just 12 people on their team, showing that AI-native companies can scale differently. The AI Adoption Explosion Across the Board But ChatGPT isn’t alone.

ChatGPT 217

ChatGPT AI Search AI Growth Hacking 217

SaaStr

MARCH 1, 2023

As your company scales, you’ll need to solve challenges most people can’t solve. Develop a positive relationship with them and remember that things will change over time. The post Scaling Your Team: Lessons Cloudflare’s CRO Chris Merritt Learned Scaling from $1M to $1B ARR (Pod 638 + Video) appeared first on SaaStr.

Scale 272

Scale Scaling Government Software Review 272

SaaStr

JANUARY 26, 2025

Solve Hard Technical Problems Create multiple moats Patent protection Technical innovation Market leadership 2. Weaponize Customer Success Align on specific metrics Build education systems Create community Drive organic growth 3.

Technical Review 262

Technical Review Payment Solutions Scale Payment Services 262

SaaStr

DECEMBER 8, 2024

How to Successfully Bring AI Products to Market at Scale with GitHubs CRO #3. What It Really Takes to Sell To Developers and Engineers with CRO @ Komodor #5. Samsaras Rise to Vertical SaaS Leader and $1B+ ARR with Samsara’s CEO and Co-Founder #2.

SaaS 284

SaaS AI Engineering Pricing 284

SaaStr

JUNE 7, 2025

Many organizations are stuck in “pilot purgatory”—running successful experiments but unable to scale them. Moving from AI pilots to production-grade implementations requires solving hard technical problems around data pipelines, security, compliance, and workflow integration.

Payment Services 281

Payment Services AI Payments SaaS Payments 281

FastSpring

JANUARY 23, 2025

When I was running it, it was a lot smaller than that, but scaled that up very, very quickly. And that’s substantial scale in. Blake Hutchison (20:38) And of course, these businesses don’t have the scale or opportunity that a VC asset would typically have for growth. That’s now a billion dollar company.

Scale 120

Scale Entrepreneurship Scaling Underperforming Technical Team 120

SaaStr

JANUARY 3, 2025

” Key Takeaways Executive hiring remains one of the hardest challenges in scaling a SaaS business. While there’s no perfect formula, focusing on internal talent development, ensuring deep product knowledge, and being highly selective with external hires can significantly improve your success rate.

Sales Hiring 284

Sales Hiring Scale Systems Review Interviewing 284

SaaStr

DECEMBER 25, 2021

Here’s the advice they had to offer on scaling your SaaS company. Create a learning culture and develop a shared learning mindset to set yourself up for success in the long run. . It’s hard to re-engineer your business at scale. Instead, understand the strong foundation and then scale from there. Putting it all together.

Scale 332

Scale Scaling Innovation Investment 332

SaaStr

JANUARY 23, 2025

Look for an innovative enterprise customer who: Is willing to be a development partner Has clear needs you can solve today Will give you access to testing environments Can help shape your roadmap The goal isn’t to build custom features – it’s to deeply understand enterprise requirements and bake them into your core product.

Enterprise 244

Enterprise Sales Hiring Scale Outsourced Development 244

SaaStr

NOVEMBER 13, 2023

How do you scale a product organization quickly? 5: It’s More Than Just Product When thinking about scaling your product organization, look for three pillars. You want to build that from the ground up before you scale. That combination of three pillars will help you scale. This is true in product development and life.

Scale 283

Scale Scaling Sales Hiring Construction 283

SaaStr

JUNE 19, 2024

Bitly CEO Toby Gabriner and CPO Kelsey Stevenson share the three secret ingredients that helped them when scaling to $100M ARR and what they could have done differently. They changed the culture by: Simplifying operations in a lot of ways Ensuring everyone was clear on where they were headed Including the team in developing OKRs and goals.

Scale 300

Scale Scaling Underperforming Technical Team User Experience 300