Engineering Fractional VPE Sales 
SaaStr
JANUARY 22, 2021
But there’s one thing I can tell you in SaaS, at least: Almost Everything Except the Product Itself is Sort of the Same at a Given ACV (Annual Contract Value) Level. You may need solutions architects, more sales engineers, more support. Your engineers can build complex features that only a handful of customers use.
SaaStr
JUNE 23, 2020
In SaaS, it is recruiting your VPs and management team : SaaS products mostly don’t sell themselves. You can hack managing and finding 1–3 reps yourself, but after that, you really need a VP of Sales. Or churn will increase, NPS will stagnate and decline, and upsell and revenue retention will be a fraction of what it could be.
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SaaStr
MARCH 1, 2024
In SaaS, once you have even a few million in ARR, the #1 challenge is recruiting top-tier VPs and building a truly top-tier management team: SaaS products mostly don’t sell themselves. You can hack managing and finding 1–3 reps yourself, but after that, you really need a VP of Sales. She can be your CTO forever.
SaaStr
MARCH 6, 2024
Founder CEO Todd McKinnon was VP of Engineering at Salesforce and left to start Okta in the depths of the last downturn. Seat Contractions Have Brought NRR Down From 120% to 111% While 111% NRR is still quite an engine at this scale, the drop in NRR from seat contractions explains a good chunk of the headwinds Okta has seen. #2.
SaaStr
AUGUST 13, 2024
The best engineers and CTOs build and release better software faster than the competition. A great Head of Sales will move the needle. All that matters is people, and the number one mistake founders make is hiring a VP of anything that you aren’t 95% sure is great. A VP who hasn’t leveled things up in 90 days never will.
SaaStr
JUNE 25, 2019
Come and hear about the typical pitfalls (and how to avoid them) from Pat Poels, an executive with over seven years under his belt leading Eventbrite’s now 300+ strong engineering team that sits across North America, South America, and Europe. I started right at the end of 2011, and I started in the role of VP of engineering.
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. Bottom-up sales. 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.
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