SaaStr

MAY 3, 2021

A new edition, new services, an outbound sales team, an account management / upsell team. From $1m to $10m ARR or so, as you build your first management team: You shouldn’t be the VP of Sales Anymore As You Scale. You still need to spend 15-20% of your time in sales. Add a layer. the prospects).

Part-Time VPE 273

Part-Time VPE Sales Hiring Sales Recruiting Outsourcing Services 273

Baremetrics

SEPTEMBER 24, 2021

Equity financing is a method of capital raising via the selling of stock. While the phrase "equity financing" is often used to refer to the funding of publicly traded businesses, the term is also applied to private company financing. What is Equity Financing in SaaS? Equity Financing 2. Debt Financing (Loan) 3.

Finance 98

Finance Venture Capital SaaS Payments Payments 98

Sales Hacker

DECEMBER 5, 2023

Tips for recruiting the best possible team members and how patience factors into that. 25:17) Writer’s PLG motion, including self-serve and sales-assisted, and how it’s used to turn small downloads into big enterprise accounts. (31:07) 31:07) A consultative sales process and messaging considerations. (36:56)

Sales Recruiting 93

Sales Recruiting Enterprise AI Banking 93

Sales Hacker

JANUARY 20, 2022

Strong sales reps are the lifeblood of your business and how you choose to invest in them matters. For frontline sales managers, attributes like competency, quality of work, ease of execution, and length of contribution indicate reps’ overall job success, but you can’t rely on those inputs to tell you if they are personally satisfied.

Sales Recruiting 98

Sales Recruiting Scale Retention Sales 98

Sales Hacker

OCTOBER 19, 2022

Sales compensation planning can be a tricky beast to tame — but know that you’re not alone. I asked 12 incredible sales leaders across the SaaS industry to share their biggest challenges with comp planning and how to overcome them. Related: New to sales compensation planning? Top 10 sales compensation challenges.

Compensation 94

Compensation Sales Recruiting Sales Finance 94

SaaStr

NOVEMBER 16, 2021

In 2008, he founded Yammer, an enterprise software company that David grew to 500 employees and $60 million in sales. Head of Sales. Positions Needed: Enterprise AEs, Mid-Market & SMB AEs, SDRs, Sales Ops, Sales Engineer. Positions Needed: Demand Gen, Product Marketing, Sales Enablement, Events/Community.

CTO Hire 249

CTO Hire Sales Hiring Sales Recruiting CTO 249

Tom Tunguz

FEBRUARY 23, 2021

Recently, Redpoint Office Hours welcomed Allison Pickens to clarify the COO role and when startups should consider recruiting one. Chief of Staff - a founder recruits a CoS to combat an increasing workload of project work. The CoS doesn’t manage anyone. This archetype oversees all GTM including marketing, sales, and post-sales.

Sales Recruiting 192

Sales Recruiting Startup Scale Sales Hiring 192

Sales Hacker

APRIL 19, 2022

In this article, I’ll outline the principles of compensation design , how to build sales compensation plans , and include resources to set OTEs and quotas that keep your reps happy and hungry for more. Why Sales Comp Planning is Key to Rep Retention. Who should be responsible for sales compensation planning?

Compensation 86

Compensation Sales Recruiting Sales Hiring Retention 86

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 249

Sales Recruiting Sales Hiring Scale VP of Engineering 249

InsightSquared

MAY 15, 2019

It’s one of my favorite questions to ask a fellow professional in sales operations. Insurance sales rep. Account Manager. Sales Operations is Still Developing. Sales operations as a profession is growing, yet it is a comparatively new function in businesses. Sales Ops is Many Disciplines in One.

Sales Recruiting 110

Sales Recruiting Scale Technical Review Sales 110

Baremetrics

NOVEMBER 25, 2021

Your marketing and sales budgets, and the personnel assigned to those teams, will also rise. A longer lead time for recruitment means higher quality recruits. This includes three groups of people: department heads, the finance team, and individual employees. It helps maintain consistent growth.

Sales Hiring 97

Sales Hiring Sales Recruiting Finance Forecasting 97

Sales Hacker

SEPTEMBER 28, 2021

In this episode of the Sales Hacker Podcast, we have Hakim Myers , Business Recruiter at Nextdoor , where he recruits for people, finance, and legal functions for startups. Join us for a revealing conversation on sales and talent from the perspective of a recruiter in an executive search firm.

Sales Recruiting 81

Sales Recruiting Retention Scale Sales Hiring 81

Intercom, Inc.

JUNE 21, 2018

Whether you’re at an early-stage startup that’s just made its first sales hires, or part of a fast-moving sales team in a large organization, the key to success often comes down to efficiency. Then, the sales team went to work. When making a sales hire, Max pays attention to the way candidates approach getting the job.

Sales Hiring 183

Sales Hiring Scale Sales Recruiting Technical Advisors 183

User Pilot

JULY 27, 2023

Chief Operating Officer: Responsible for overseeing day-to-day operations, providing strategic advice, and managing the company’s operations. Engineering Manager: In charge of planning, designing, and overseeing projects. They also manage finances and supervise one or more engineering teams.

Sales Hiring 94

Sales Hiring SaaS Payments Sales Recruiting CTO Hire 94

Tom Tunguz

FEBRUARY 10, 2016

Founders may reduce staff, particularly in recruiting or new projects that the company prefers not to finance. Growing this way requires a lot of cash to finance the acquisition investment. It requires changing the sales process, likely suffering some decreased sales velocity and tinkering with compensation structures.

SaaS Payments 120

SaaS Payments Sales Recruiting Sales Hiring Payment Services 120

Sales Hacker

DECEMBER 2, 2019

This week on the Sales Hacker podcast, we speak with Mary Rogul , a VP Sales Consultant, who’s currently an Enterprise Sales Advisor at Crayon. Fresh out of college, Mary started out in accounting, but it didn’t take long before she began a 20-year sales career that led her through Monster.com, HubSpot, and several others.

Scale 52

Scale Sales Recruiting Sales Hiring Sales 52

OpenView Labs

FEBRUARY 3, 2022

As part of our last three annual finance and operating benchmarks surveys, we’ve asked nearly 2,000 startup founders and leaders of B2B SaaS businesses this simple question: “What’s keeping you up at night?”. And the primary burden of your product and GTM execution can fall on an effective technical leader and proven sales executive.

Sales Hiring 82

Sales Hiring Sales Recruiting Scale Startup 82

OPEXEngine

APRIL 8, 2021

The results are interesting and a good view into the dynamic world for which SaaS Finance is budgeting and planning right now. It is easier for small companies—they don’t have large sales organizations that need to be re-trained in how to manage a sales cycle in a virtual world or how to meet changing buyer expectations.

Sales Hiring 59

Sales Hiring Sales Recruiting SaaS Business 59

Sales Hacker

NOVEMBER 26, 2018

This week on the Sales Hacker podcast , we interview Dannie Herzberg , Head of Mid-Market Sales at Slack. Dannie is one of the top sales leaders in the country having spent time helping Hubspot IPO over 5+ years and then moving on to Slack where she leads all SMB, Mid-Market, and Sales Development efforts for the US and Canada. .

Sales Recruiting 51

Sales Recruiting Sales Hiring Scale Sales 51

Tom Tunguz

APRIL 27, 2014

The chart above compares the contribution of two hypothetical inside sales people with $400,000 quotas to an early-stage startup’s finances. In this case, contribution is the 18 month revenue of sold customers tallied cumulatively minus the salary costs of $100k annualized of the sales person.

Sales Hiring 100

Sales Hiring Sales Recruiting Customer Lifetime Value Company Culture 100

Tom Tunguz

JULY 7, 2015

In every sales process for every SaaS startup, there is one ultimate internal champion advocating the purchasing decision. Software companies targeting Human Resources and Sales teams are in aggregate each worth about $50B. After that there’s a steep decline to about $10B for Finance and Marketing. Salesforce Sales 92%.

Sales Recruiting 111

Sales Recruiting Sales Hiring SaaS Scale 111

Andreessen Horowitz

DECEMBER 5, 2023

So when my co founder William and I first founded Plaid, we had this vision that we wanted to create, tools to help consumers better analyze their finances. For all these people that we hired, we made a huge focus on building a relationship first and then selling the product, or account managing the product or whatever it is.

Sales Hiring 91

Sales Hiring Sales Recruiting Banking Outsourced Development 91

Intercom, Inc.

JULY 29, 2021

Ever since he was hired as the Director of EMEA Sales at BrowserStack , a web and mobile testing platform that lets developers test their websites and mobile applications across browsers, operating systems, and mobile devices, he had to completely rethink how to successfully onboard hundreds of salespeople just as everyone was going remote.

Sales Hiring 223

Sales Hiring Scale Sales Recruiting Underperforming Technical Team 223

SaaStr

MARCH 3, 2022

With over 70 million users worldwide, Zoho’s 50+ products aid your sales and marketing, support and collaboration, finance and recruitment needs—letting you focus only on your business. Zoho respects user privacy and does not have an ad-revenue model in any part of its business, including its free products.

Payments 39

Payments Payment Solutions Sales Recruiting Onboarding 39

SaaStr

AUGUST 8, 2023

The role of finance in SaaS is changing. No longer are finance teams the traditional “bean counters” of ages past. IVP Partner Michael Miao explains, “The role and the scope of the modern finance team has changed dramatically in the last decade. SaaStr Workshop Wednesdays are LIVE every Wednesday. Sign up for free.

Scale 177

Scale Finance Outsourcing Services Sales Recruiting 177

Sales Hacker

SEPTEMBER 19, 2018

Have you ever dreamed of becoming a VP of Sales? This week on the Sales Hacker podcast, we speak to Dan Cook, SVP of Sales & Success at LucidChart, one of the fastest-growing SaaS companies in the US, about what it takes to become a sales executive at a top company. Subscribe to the Sales Hacker Podcast.

Scale 73

Scale Sales Recruiting Sales Hiring Sales 73

Sales Hacker

AUGUST 4, 2020

This week on the Sales Hacker podcast, we speak with Matt Rizzetta , founder of North 6th Agency, which is a communications and PR firm based in New York City. Subscribe to the Sales Hacker Podcast. How to get better at sales [21:37]. Welcome to the Sales Hacker podcast. Welcome to the Sales Hacker podcast.

Scale 105

Scale Sales Hiring Sales Recruiting Outsourcing Services 105

OPEXEngine

MARCH 17, 2021

Technological advances, ever-increasing customer expectations, and smarter, data-driven decision-making put pressure on finance teams to find new ways to operate with agility. That’s why you’ll need to recruit a savvy senior-level advocate to help champion active planning as a worthy and necessary cause.

Sales Recruiting 52

Sales Recruiting Business Finance Forecasting 52

Kellblog

MAY 29, 2021

Someone who, when times are tense, can work as an intermediary between the differing parties, often but certainly not always, the investors on one side and founders/management on the other. Former sales leaders often perform well in this situation [6]. Someone who can help make the game plan for getting something done (e.g.,

Sales Hiring 129

Sales Hiring Sales Recruiting Consulting Government 129

OpenView Labs

JUNE 3, 2021

For example, only Finance manages the books, and only Engineering actually writes the code for the product. Specifically, I’m talking about product management and product marketing. Product management focuses on putting product “on the shelf,” and product marketing focuses on getting product “off the shelf”.

Product Marketing 93

Product Marketing Sales Hiring Startup Scale 93

OpenView Labs

DECEMBER 21, 2020

“The prevailing go-to-market structure for SaaS companies in the last decade is through an inside sales team. Virtually all inside sales teams were forced to go remote in mid-March and haven’t been back in the office since. Teams are starting to ramp back up, and the next chapter of inside sales is a little wild.

SaaS Payments 96

SaaS Payments Payments Payment Services Payment Solutions 96

Tom Tunguz

AUGUST 25, 2015

Here’s my stab at that list: CRM, Marketing Automation, ERP, Expense Management, Analytics, Email, Collaboration, Document Storage, Payroll, HRIS, ATS, IaaS, Customer Support, Recruiting. Sales teams, always looking for an edge, also belong to the early adopter segment and buy CRM and online meetings software.

Sales Recruiting 100

Sales Recruiting SaaS Data AWS 100

ProfitWell

APRIL 10, 2020

As uncertainties prevail, SaaS finance teams are reeling back their spend, recalculating budgets, and re-forecasting revenue projections to just keep the lights on. It’s not just for the sales crew, but also for recruiters, leadership, sales op, and beyond. With Mixmax, simplicity rules.

Subscription 59

Subscription Payment Features Sales Recruiting Finance 59

Practical Advice on SaaS marketing

SEPTEMBER 10, 2016

Instead, they're accountants working in Finance, recruiters working in HR, or sales managers trying to hit their quota. Or if you sell into a particular vertical market, they might be property managers dealing with tenants, consultants working with clients, or dentists treating patients.

Sales Recruiting 100

Sales Recruiting Finance Consulting Education 100

Tom Tunguz

JANUARY 13, 2014

Next, these companiess shifted into sales and marketing mode, pitching and selling potential customers. When the customer acquisition methods were somewhat in place, these startup created a third process to recruit salespeople and build a marketing organization. In so doing, they defined and refined their go-to-market process.

Sales Recruiting 101

Sales Recruiting Development Startup Sales Hiring 101

CustomerSuccessBox

MAY 9, 2022

While your company can recruit additional Customer Success Managers and improve the customer experience, you’ll also need a Customer Success dashboard that provides revenue insights into every aspect of the customer journey. This information should be shared with finance. Customer Success KPIs.

Customer Success 52

Customer Success Sales Recruiting Outsourced Development Customer Lifetime Value 52

Tom Tunguz

SEPTEMBER 30, 2013

For a few years, a technology differentiator, like SaaS or mobile, might generate sales for an upstart. For example, Infer builds predictive scoring models that prioritize leads for sales teams. The more data Infer gathers about a sales team’s customers, the better their predictive ability. But time erodes that edge.

Sales Recruiting 100

Sales Recruiting SaaS Machine Learning Artificial Intelligence 100