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10 Things Startups Get Wrong Selling to Developers and Engineers (from the CRO Who Scaled Databricks from

SaaStr

Lessons from Ron Gabrisco, CRO at Databricks, who joined when the company had less than $1M ARR and helped scale it to become one of the largest pre-IPO companies in the world. As CRO of Databricks, he’s built one of the most successful developer-focused sales organizations in the world.

Scale 262
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Dear SaaStr: What Quota Should I Give to my Enterprise Sales Reps?

SaaStr

Dear SaaStr: What Quota Should I Give to my Enterprise Sales Reps? For enterprise sales reps, quotas typically range from 3x to 5x their fully burdened on-target earnings (OTE). The exact number depends on your deal size, sales cycle, and how mature your sales process is.

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How to Successfully Bring AI Products to Market at Scale with GitHub’s CRO

SaaStr

GitHub, founded in 2008, is a leading platform for software development and version control that has made waves since 2018 with its AI Copilot. At this year’s SaaStr AI Summit, GitHub CRO Elizabeth Pemmerl shared how to bring AI products to market at scale successfully. The next horizon is scaling.

Scale 261
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Scaling 6 Products to $100M+ ARR Each: Samsara’s CPO Kiren Sekar on Multi-Product Growth

SaaStr

Samsara was intentionally multi-product from the earliest days, and they carefully planned out scaling 5+ products to $100M+ ARR. At Samsara, they formalized this with practices like “Transportation Tuesdays” where 20% of sales capacity focused on transportation verticals.

Scale 260
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Upgrading Data Security in a Crisis

Speaker: M.K. Palmore, VP Field CSO (Americas), Palo Alto Networks

In most cases, the COVID-19 crisis has sped up the desire to engage in digital transformation for medium-to-large scale enterprises. Preparing for crises that lead to security threats. Roadmaps are rarely implemented without challenges. In this webinar, you will learn: The future of data security. And much more!

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SaaStr AI App of the Week: Syllable.ai

SaaStr

The Enterprise-Grade Platform That Makes AI Voice Agents Actually Work at Scale We’re proud to announce that Syllable is returning as a partner for SaaStr Annual + AI Summit 2026 , following their tremendous success and impact at our 2025 event. Your AI agents qualify leads 24/7 while human experts focus on complex cases.

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AI in Sales: Incredible When It Works. And Often a Net Negative When You Use It On Autopilot

SaaStr

Not because of the mistake itself, but because of what it revealed: his AI-powered sales system wasn’t actually being audited by humans. And in B2B sales, that’s a fatal flaw. The AI Sales Paradox Here’s the thing—AI in sales can be absolutely transformative. 90% accuracy sounds great in theory.

Scale 233