SaaStr

JUNE 24, 2022

Your best sales reps can close so much more than your average rep. Move the bottom 10% out and give the best leads to your top performer, and watch sales go up 20%. The best VPs of Sales design comp plans so the team never wants to leave. You should be striving for zero voluntary attrition on your sales team.

Sales Recruiting 281

Sales Recruiting Sales Hiring Scale Customer Success 281

SaaStr

OCTOBER 9, 2020

A VP of Sales and Success A VP of Sales and Marketing A VP of Sales and Anything Else. Is usually not really a VP of Sales. I don’t know about you, but I’ve had to recruit a lot of types of folks over the years where my domain knowledge was limited. I’ve had to recruit Ph.Ds. Not really.

Sales Hiring 257

Sales Hiring Part-Time VPE CTO Hire Sales Recruiting 257

SaaStr

JULY 10, 2022

Or drives the engineering team to ship more features per quarter. A great VP of Customer Success in just a quarter or so decreases churn and increases account revenue growth. It’s hard enough just to maintain KPIs and metrics as you scale. Sales growth slowly declines as she struggles to bring in enough reps. And quickly.

Sales Recruiting 256

Sales Recruiting Sales Hiring Scale Churn 256

SaaStr

APRIL 30, 2022

Check out this 2018 Europa session with Guillaume Princen, Head of France and Southern Europe @ Stripe, where he talks about the metrics you need to be focused on in your startup. If you don’t have the time to watch the whole session, here are the main metrics you should be mindful of. MRR, obviously. We talked about churn.

SaaS Payments 246

SaaS Payments Metrics Payment Methods Scale 246

SaaStr

NOVEMBER 12, 2022

Especially when some other crappy company just got funded last week with worse metrics. But now they are back to picking the types of risk they like to take: Lack of A+ Engineering Team Risk. In SaaS, VCs seem to split two ways on the engineering team. Or their friends got 7 term sheets with good-but-not- as -good companies.

Scale 343

Scale Sales Recruiting Artificial Intelligence Machine Learning 343

SaaStr

JULY 25, 2021

They talked about product adoption, sales alignment, freemium models and lessons they have learned throughout their successful SaaS careers. As two CEO who love the art of sales and scaling, this one really was special. Recruiting is easier, but the things that don’t change are customers don’t care.

Sales Recruiting 261

Sales Recruiting Sales Hiring Scale VP of Engineering 261

SaaStr

SEPTEMBER 25, 2020

379: From how many reps to hire, to compensation models, here are the top 10 mistakes founders make when hiring their first sales teams and how to avoid them. Announcer: In today’s SaaStr Insider, SaaStr CEO and founder, Jason Lemkin, shared the top 10 mistakes founders make when hiring their first sales team.

Sales Hiring 239

Sales Hiring Sales Recruiting Scale Sales 239

Tom Tunguz

JUNE 11, 2020

A recruiter in the audience submitted a question often discussed in startup boardrooms. If you’re hiring a sales leader, you don’t pass up an awesome sales leader that has a killer track record of closing deals just because in their previous company they sold success software, and then with your company, they’re going to sell MarTech.

Sales Hiring 263

Sales Hiring Sales Recruiting Product Marketing Startup 263

SaaStr

MARCH 22, 2022

I really appreciate you coming to talk about how to attract, hire, and build a more diverse sales team in your organization. So I’ve been building top-producing sales teams for a really, really long time. So over the years, I’ve watched many sales leaders go out and say, “Brian’s my top producer.

Sales Hiring 261

Sales Hiring Sales Recruiting Scale Sales 261

Sales Hacker

JULY 25, 2022

In order for your car to run efficiently, you need every part of your engine firing on all cylinders. Everyone on your team must meet their specific goals in order for your engine to operate efficiently. Here’s the thing about driving a car — and about running a sales org: Bumps in the road are inevitable.

Sales Recruiting 115

Sales Recruiting Engineering Revenue Sales Enablement 115

SaaStr

JULY 1, 2021

When we do all hands meetings, we go through every KPI, every metric, ARR, margin, with every Gustee. I want to come be your VP of sales and, you’re going to meet me for the first time. Spencer : For me, the key things for a VP of sales is, “OK, tell me about your best reps. We’ve done that since day one.

VP of Engineering 293

VP of Engineering Sales Hiring Sales Recruiting Underperforming Technical Team 293

SaaStr

JULY 12, 2024

Back then, remote first was a recruiting advantage. The way the co-founders looked at the stages in the early days of no funding and a community-focus were: Step 1 – No sales or customers, only building freely available open-source software. All they sold was the visualization layer with no sales team. Today, not so much.

Scale 291

Scale Scaling Sales Hiring Sales Recruiting 291

OpenView Labs

APRIL 29, 2021

Recruiting top talent is the common denominator across all scaling startups. Nine out of 10 founders and CEOs I connect with are involved in recruiting on a weekly, if not daily, basis. Many of them are learning on the fly and trying to juggle being CEO and Chief People Officer/Lead Recruiter/Brand Evangelist all at once.

Sales Recruiting 81

Sales Recruiting Outsourcing Services Sales Hiring Scale 81

SaaStr

JULY 11, 2023

How do you win with a high-velocity sales strategy in a fast-moving, competitive market? In a special session of Workshop Wednesday, Gorgias Founder & CEO Romain Lapeyre and Gorgias VP of Sales & Partnerships Aasif Osmany share their learnings, advice, and hacks for optimizing your sales process. Sign up for free.

Sales Hiring 200

Sales Hiring SMB Sales Recruiting Payment Methods 200

SaaStr

JUNE 11, 2019

Or it can be an engineering co-founder or hardware co-founder or a business co-founder even. So if you’re an engineer and you need more engineers, having a network of engineers is an awesome thing. So from those 30,000 investments that I’m more interested in, let’s reverse-engineer a unicorn.

Merchant Services 273

Merchant Services Part-Time VPE Sales Hiring Scale 273

SaaStr

JANUARY 7, 2020

The first thing is, and this is a little crazy, but recruitment is incredibly overrated. How many people out here spend more than a third of your time recruiting? Tough Management Lesson #1. A lot of CEOs spend over half their time recruiting people. Tough Management Lesson #2. Okay, wow, that’s a lot.

Sales Recruiting 178

Sales Recruiting Sales Hiring Management Marketing 178

How To Buy Saas

MAY 21, 2025

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?

Systems Review 52

Systems Review Sales Recruiting Sales Hiring Technical Review 52

Sales Hacker

MAY 6, 2021

What’s the difference between a VP of Sales and a Chief Revenue Officer (CRO)? The VP of Sales. Great VPs of sales have gravitas and tact, command the room and hold their end of the table regardless of who is on the other side. Singular focus on sales. As the title would hint at, the VP of Sales should focus on sales.

VP of Engineering 119

VP of Engineering Sales Hiring Sales Recruiting Sales 119

SaaStr

MAY 2, 2021

. “Why Zoom Founder Went Solo & How Being an Engineer Helps You be a Better CEO” A great shorter-bite with Zoom CEO Eric Yuan. #8. “The 5 Metrics You Should Track to Maximize Your Company’s Valuation with Tomasz Tunguz” A great session from the recent SaaStr Build with Tomasz. #9.

Sales Recruiting 171

Sales Recruiting Scale CTO Engineering 171

SaaStr

AUGUST 25, 2023

2 “Give the VP of Sales more time.” You can’t always expect a great VP of Sales to double sales in 30-60-90 days. But you have to see progress in one sales cycle. If, in one sales cycle, things aren’t improving on several core metrics, they never will. The best VPs of Sales hit the ground running.

Part-Time VPE 242

Part-Time VPE Sales Hiring Scale CTO Hire 242

SaaStr

NOVEMBER 12, 2019

I started a software company in college to make it easy to update websites called Content Management Software Now, and I had this idea for Pardot, I wanted to make it easy for marketers to run campaigns online and measure their results. SalesLoft, why was that Pardot, I tried to recruit this guy, Kyle Porter, to come run sales at Pardot.

Sales Recruiting 188

Sales Recruiting Scale Outsourcing Services Sales Hiring 188

SaaStr

APRIL 7, 2022

We took the series A, interesting enough, the first executive hired by, thanks to the sales coaching, actually was marketing. What we do is look at all those metrics and our hope, goal is that every one of them continues to show this. We do have a network of recruiters. Luciana: Marketing, sales, customer facing.

Sales Hiring 274

Sales Hiring Scale Sales Recruiting Outsourcing Services 274

Intercom, Inc.

SEPTEMBER 10, 2020

As an engineer by training, in pressure situations he tends to “lean to the quant.” It’s an approach that’s served him well along the road to building the HubSpot sales team, where he was CRO for nine years. That experience led to his bestselling book, The Sales Acceleration Formula. Mark Roberge knows which he prefers.

Scale 226

Scale Scaling Sales Recruiting Sales Hiring 226

ChurnZero

NOVEMBER 26, 2024

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. Familiarity with customer success frameworks, metrics, and best practices.

Technical Review 52

Technical Review Sales Recruiting Customer Success Sales Hiring 52

Sales Hacker

AUGUST 7, 2020

Fortunately, more organizers than ever before are consciously seeking out female sales experts for panels, presentations, and podcasts. At Sales Hacker, we’re serious about diversity, and for that reason, we’ve compiled a list of 530+ female sales experts to consider for your next event. Sales Development. Sales Growth.

VP of Engineering 131

VP of Engineering Sales Recruiting Sales Hiring Payment Services 131

SaaStr

APRIL 23, 2019

And can you talk a little bit about touching on the hiring point, because you did say that you focused a lot on talent, and recruiting. And we had a lot of experience with payments, and engineering, but with U.S. It was basically engineering and design. Our head of sales, he was probably 10th, or 11th, or something like that.

Sales Hiring 214

Sales Hiring Sales Recruiting Scale Payment Methods 214

Buffer Resources

NOVEMBER 8, 2023

  Thankfully for folks like me, there are many brilliant tools to help you keep on top of your content marketing metrics (little to no math required). Then, to add a little nuance to the discussion, we’ll deep dive into the metrics that matter the most to several top content marketing teams (including Buffer’s).

Content Marketing 136

Content Marketing Metrics Social Media Marketing 136

SaaStr

JUNE 23, 2019

Or it can be an engineering co-founder or hardware co-founder or a business co-founder even. So if you’re an engineer and you need more engineers, having a network of engineers is an awesome thing. So from those 30,000 investments that I’m more interested in, let’s reverse-engineer a unicorn.

Merchant Services 209

Merchant Services Part-Time VPE Sales Hiring Scale 209

Intercom, Inc.

JUNE 15, 2021

Whether it’s software engineering , sales , or support, agile principles can enhance team performance and outcomes by focusing on the customer’s needs. Candidates speak with multiple people on our team (starting with the recruiter and ending with the CEO) to find out if they’re a good fit for our company and vice versa.

Scale 235

Scale Payment Methods Payment Services Scaling 235

SaaStock

FEBRUARY 14, 2019

Meet Our Speakers… Patrick Arippol, Managing Director of Early Stage Investments, DGF Investimentos. Patrick Arippol kickstarted his professional path with an engineering degree, followed by an MBA from Stanford. Starting as VP of Sales, in less than two years he became CEO. Talk: SaaS.City Bootcamp: Sales Leadership.

Technical Review 207

Technical Review Scale Entrepreneurship Sales Hiring 207

Intercom, Inc.

FEBRUARY 6, 2020

When Yvonne joined in 2016, the business unit consisted of just 10 people across product, engineering, sales, and marketing. Turning a sales objection into a unique differentiator. Prospects were confused over how the marketplace worked and the sales team struggled to explain it.

Marketplace as a Service 243

Marketplace as a Service Scale Sales Recruiting Business 243

Intercom, Inc.

APRIL 25, 2019

Given that the primary metric we measure growth in is revenue, it follows that sales feels growth more acutely than almost any other function. As the Senior Vice President of Sales for Pipedrive , she’s currently responsible for building nimble sales teams who drive sustainable revenue.

Scale 136

Scale Sales Hiring Sales Recruiting Scaling 136

FastSpring

JUNE 11, 2024

How to go about recruiting the RIGHT affiliates to help drive meaningful growth in your business. FastSpring provides an all-in-one payment platform for SaaS, software, video game, and other digital goods businesses, including software management, VAT and sales tax management, global payments, and consumer support.

Sales Recruiting 113

Sales Recruiting Software Review Payment Solutions SaaS Payments 113

SaaStr

AUGUST 27, 2019

How to Design a Sales Comp Plan to Get You to $100M with Work-Bench, Movable Ink, MongoDB and Concert Finance. This panel will speak tactically to various comp design options as a way for management to determine and promote ideal behavior in their front-line teams. Meghan Gill | VP of Sales Ops @ MongoDB. FULL TRANSCRIPT BELOW.

Sales Recruiting 148

Sales Recruiting Sales Hiring Scale Sales 148

Tom Tunguz

SEPTEMBER 11, 2013

As they grow, startups often create ad hoc managers I call team leads. Team leads manage 3 to 5 people. They work alongside their team, whether engineering, sales or marketing and contribute actively to achieving the goals of that team team. He’s a different kind of manager, a team builder.

Sales Recruiting 100

Sales Recruiting Startup Sales Hiring Scale 100

SaaStr

SEPTEMBER 13, 2020

They started in the point of sale market, and then as the company scaled, they rolled out new value props and modules for payroll, or Toast capital, or ways to manage your employee base. This is really founder-led sales. Byron gave a great example with Toast, one of my favorite portfolio companies. That’s your CAC.

Sales Hiring 221

Sales Hiring Scale Payments Cloud 221

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