SaaStr

MARCH 26, 2019

Scaling the company’s employee base, sales teams, marketing, and operations—all while preserving its culture—has required a laser focus on first principles, smart processes, and effective hiring. And at the risk of giving you a full Stripe sales pitch, don’t worry, that’s in my other talk. Know your forever user.

Scale 152

Scale Payment Services Payment Methods Scaling 152

SaaStr

NOVEMBER 28, 2019

How does a startup that launched during the financial crisis in 2008 become a unicorn company in 2019? Felix Van de Maele, Co-Founder and CEO of Collibra, will be joined by Teddie Wardi, Managing Director of Insight Partners, to unpack how he built a unicorn company from idea to conception to record growth. So it’s been awhile.

Sales Hiring 177

Sales Hiring Scale Sales Recruiting Government 177

SaaStr

NOVEMBER 2, 2019

Billion story from its launch in 2008 to its 2018 acquisition by Recruit Holdings. Hear about the early days of Glassdoor; tactical lessons on scaling—from building a business model and recruiting an all-star management team to advice on building a compelling, innovative company culture; and learn whyGlassdoor’s $1.2

Scale 127

Scale SaaS Payments Sales Recruiting Payment Services 127

Sales Hacker

MAY 29, 2018

On this episode of the Sales Hacker podcast, we talk with Todd Caponi , former CRO of PowerReviews about how to sell enterprise software solutions with increased transparency in the sales process. How to evolve your sales posture given the changes in sales conversations over the last 20 years. What You’ll Learn.

Scale 41

Scale Sales Recruiting Sales Technical Review 41

Natalia Luneva

NOVEMBER 17, 2021

Concerning tactical steps on how you go about it, you need to know how much you want to raise and why you want to raise that amount as this will determine the kind of investments and funds you go after. You basically want to run it like a sales process. AngelList – Invest deal-by-deal in world-changing startups.

Sales Recruiting 52

Sales Recruiting Venture Capital Investment Technical Review 52

OpenView Labs

JUNE 10, 2019

At product led growth (PLG) companies like Atlassian and Intercom, product management may look very different from a ‘traditional’ SaaS company. These companies have fewer sales reps (or none at all), meaning more resources get invested into product and engineering. 3 Step Guide to Successful Product Management.

Management 55

Management SaaS Scale Sales Recruiting 55

SaaStr

JANUARY 28, 2020

And so, she can, and Anthony just finished up basically going from the first sales hire at Gainsight at almost 100 million in revenue and has just retired. Maria : Yeah, I think, coming from a marketing side and thinking about that as a marketer, marketing is all about investments. And notice that I said investments, not cost or spend.

Sales Hiring 205

Sales Hiring Scale Underperforming Technical Team Sales Recruiting 205

SaaStr

OCTOBER 26, 2023

Co-founder and CEO at Greenhouse, Daniel Chait, sits down with SaaStr CEO and Founder Jason Lemkin to share what’s new at Greenhouse, a successful recruiting software company at $200M in ARR today. Getting off the ground is one thing — an easy pitch of being an HR tech startup focused on improving hiring. Multi-Product vs.

Sales Hiring 210

Sales Hiring AI SMB Scale 210

SaaStr

MAY 9, 2019

Michael Seibel is CEO and a partner at Y Combinator and co-founder of two startups – Justin.tv He has been a partner at Y Combinator since 2013, advised hundreds of startups, and has been active in promoting diversity efforts among startup founders. Who’s going to lead sales? and Socialcam.

Sales Hiring 167

Sales Hiring Scale Payment Solutions Banking 167

SaaStr

JULY 30, 2020

356: Pete Kazanjy is the Co-Founder @ Atrium, the startup providing proactive, always-on insights for sales operations, managers, and leaders. Alongside Atrium, Pete is also the Founder of Modern Sales Pros, a community of 15,000 focused on sales operations and sales management. Stop asking questions.

Part-Time VPE 198

Part-Time VPE Scale Sales Recruiting Sales Hiring 198

SaaStr

JULY 1, 2021

There’s a time and a place for it, but a startup, the lifeblood, is getting s**t done. 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 are all builders. Talk is cheap.

VP of Engineering 260

VP of Engineering Sales Hiring Sales Recruiting Underperforming Technical Team 260

Sales Hacker

OCTOBER 7, 2021

Women in sales often have a polarizing experience. In the Sales Hacker video series Aha Moments , I asked 10 women: “What is one ‘aha moment’ you’ve had in your sales career?”. The conversations that followed were so authentic and encouraging that we decided to expand this conversation to other badass women in the sales world.

Scale 130

Scale Sales Recruiting Sales Hiring VP of Engineering 130

Intercom, Inc.

JUNE 3, 2021

Where should you invest your resources? If you’re short on time, here are a few quick takeaways: You can’t balance short-term and long-term investments without considering the existing product strategy. Choosing the right investment is a balancing act of art and science. And yet, now might be a good time to hit the accelerator.

Strategy 228

Strategy Software Review Development Team Review Sales Recruiting 228

SaaStr

JULY 15, 2022

Jason Lemkin: Yeah, I think if you ask how applicable is SEO, programmable is maybe a different question, but I tell you every single SaaS company I have invested in or worked with that has made a commitment to building at least one high quality piece of content per week has seen significant ROI from SEO over a period of months or a year.

Scale 239

Scale Outsourcing Services Sales Hiring VP of Engineering 239

SaaStr

JUNE 10, 2020

But one thing I know through pattern recognition, there’s a lot of similarities across startups and companies as they go through the different stages. Meagen, sales. Launch it to our customers, launch it to the sales team, launch it to prospects.” And then of course, sales pipeline and the livelihood of our business.

Travel 175

Travel Marketing Scale Outsourcing Services 175

Tom Tunguz

AUGUST 13, 2014

I’ll never forget the first time I met Paul Graham in that very same room right after the first Startup School. Nor the management class on having difficult conversations with colleagues, among countless others. This fast-paced knowledge sharing is a key part of what makes Silicon Valley such a hotbed of innovation.

Investment 100

Investment Startup Scale Sales Recruiting 100

SaaStr

AUGUST 7, 2020

359: The Secrets to Vertical Growth, What it Really Takes to Build a $1B SaaS Company with Matt Garratt, SVP, Managing Partner @ Salesforce Ventures, Trisha Price, Chief Product Officer @ nCino and David Schmaier, CEO & Founder @ Vlocity. They need fewer sales as a percentage of overall employees.

Payment Solutions 148

Payment Solutions Pricing Payments Payment Services 148

SaaStr

MAY 14, 2019

Tables have turned because I first met Mikkel when just after I was working for previous fund index, he had just invested. First of all, do we have any European SaaS startups here today? And there were no startup communities. No startup environment. So I am here, I guess, about 7 years after we first met. Everything.

Cloud 183

Cloud Sales Recruiting Scale AWS 183

SaaStr

AUGUST 26, 2022

As SaaStr Europa 2022 drew to a close, attendees took one more opportunity to ask Jason questions about topics like how to navigate the current market, the future of work, playing in a crowded space, and hiring your first VP of Sales. It was funny for Henry to say he segmented his sales team at 80 million in ARR. Transcript.

Sales Hiring 204

Sales Hiring Scale Sales Recruiting Scaling 204

SaaStr

MARCH 1, 2019

As for Tom, he joined Redpoint in 2008 and has since led investments in Kustomer, Looker, Expensify, and Gremlin all prior guests on the show, I hasten to add. Before joining Redpoint, Tomasz was the product manager for Google’s AdSense social-media products and AdSense internationalization. Should sales commission be paid on renewals?

Scale 115

Scale SMB Sales Recruiting Sales Hiring 115

SaaStr

JULY 30, 2018

At our inaugural SaaStr Europa last June, podcast host-with-the-most Harry Stebbings sat down with MuleSoft Founder and CTO Ross Mason to discuss the organization’s sales strategy, building a strong company culture, how to think about international expansion, and much more. We follow about 30 KPIs through the sale cycle in the business.

Technical Advisors 157

Technical Advisors Scale Sales Hiring Sales Recruiting 157

SaaStr

DECEMBER 12, 2020

406: Kate Taylor is Head of Customer Experience at Notion, one of the fastest-growing startups of the last 5 years with over $68M in funding from some of the best in the business including Index, Daniel Gross, Elad Gil, Lachy Groom, Josh Kopelman and Aydin Senkut to name a few. Why does Kate not believe that in startups you can “do it all”?

Scale 166

Scale Sales Hiring Underperforming Technical Team Sales Recruiting 166

Sales Hacker

APRIL 21, 2021

Do you love chasing down the sale? What about using data analysis to create sales strategies? Revenue operations (RevOps) is a centralized org within a company that supports all revenue-generating business operations including Sales Ops, Marketing Ops, Customer Success Ops, and systems management. Unified data problems.

Scale 100

Scale Technical Review Sales Recruiting Technical Advisors 100

SaaStock

FEBRUARY 14, 2019

Meet Our Speakers… Patrick Arippol, Managing Director of Early Stage Investments, DGF Investimentos. He is leading DGF Investimentos’ specialized early-stage investment group – DGF Inova. 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

Sales Hacker

SEPTEMBER 18, 2023

He brought up a very interesting topic that many GTM leaders / founders face as a challenge when scaling a startup; highlighting the 3 stages of executive hires as you scale and what to look out for qualitatively. Because Innovation inevitably (but not exclusively) goes down as you scale. Doers with a ton of hunger and drive.

Sales Hiring 89

Sales Hiring Technical Cofounder Scale Sales Recruiting 89

SaaStr

MARCH 6, 2020

313: Today we deep dive into what startups can learn from the large SaaS incumbents of today. To meet buyers’ high expectations and manage the challenging sales landscape, companies must involve their entire organization in maturing the sales process- including after prospects sign on the dotted line.

Scale 214

Scale Sales Hiring Sales Recruiting Underperforming Technical Team 214

SaaStr

APRIL 3, 2020

321: Anthony Kennada is the CMO @ Front, the startup that provides your team with better email so they can treat every customer like your only customer. How does this compare to the relationship of sales and marketing more traditionally? But my first real job out of college was as a technical recruiter.

Sales Recruiting 174

Sales Recruiting Sales Hiring Scale Branding 174

Intercom, Inc.

MAY 16, 2018

First, most founders don’t have a background in either sales or marketing, and even though they’re told to “ start marketing the day you start coding ”, they just don’t know where to begin, or they’re incredibly overconfident. Many startups build something for themselves only to discover that other people want it. Understand it.

Product Marketing 223

Product Marketing Strategy Marketing Sales Recruiting 223

A Smart Bear

OCTOBER 4, 2017

“Founder trouble” is a leading cause of startup death (though data also show that companies with only one founder are more likely to fail , so the conclusion is just that startups are just always likely to fail!). First, Recruiting is casting about for potential candidates. A team of one is brittle, but fast.

Scale 61

Scale Government Scaling Sales Recruiting 61

Incredo

NOVEMBER 1, 2019

Do you want to grow your SaaS sales team and improve your processes? maintain healthy atmosphere in your Smarketing team, make smart choices regarding your SaaS sales model, strategy, pricing, . build smoother connections both with your prospects through optimized sales process. And from SaaS sales models to SaaS pricing.

SaaS Payments 157

SaaS Payments Payment Methods Sales Recruiting Sales Hiring 157

Sales Hacker

NOVEMBER 30, 2021

In this episode of the Sales Hacker Podcast, we have Kevin Yip , COO & Co-Founder at Blueboard , an employee recognition company he founded after working 100-hour weeks without appreciation. Subscribe to the Sales Hacker Podcast. The surprising things about running a startup [12:25]. powered by Sounder.

Scale 91

Scale Sales Recruiting Entrepreneurship Sales Hiring 91

SaaStr

FEBRUARY 28, 2020

311: Karl Sun is the Founder & CEO @ Lucidchart, a visual workspace that combines diagramming, data visualization, and collaboration to accelerate understanding and drive innovation. How does Karl think about working with recruiters? As a result of his success, Karl was recently announced as EY’s Entrepreneur of the Year.

Sales Hiring 217

Sales Hiring Scale CTO Hire CTO Coach 217

Sales Hacker

JANUARY 23, 2018

Before we get into our 2017 recap and 2018 road map, I wanted to provide some quick background on how Sales Hacker came to be. How It All Began: The Story of Sales Hacker. I can’t believe it’s been 4 years since we threw our first Sales Hacker Conference in September of 2013. 2014: Full Time on Sales Hacker.

Sales Recruiting 92

Sales Recruiting Scale Sales Hiring Sales 92

Sales Hacker

DECEMBER 9, 2019

This week on the Sales Hacker podcast, we speak with Anthony Kennada , CMO at Front. If you missed episode 86 , check it out here: PODCAST 86: Strategic Vs Tactical Approach in Sales Planning with Mary Rogul. Anthony’s journey from sales to product to marketing. Subscribe to the Sales Hacker Podcast. What You’ll Learn.

Sales Recruiting 54

Sales Recruiting Scale Sales Hiring B2C 54

SaaStr

AUGUST 30, 2019

As for Whitney, she directly leads the organization’s go-to-market efforts, including sales, marketing, business development and customer operations. What are the questions that suggest an individual has a startup culture to them? And I don’t know that all executives will naturally scale down to startup level.

Sales Hiring 132

Sales Hiring Scale Technical Advisors Underperforming Technical Team 132

SaaStr

JULY 26, 2019

Prior to founding Zylo, Eric was the VP of Sales @ Sprout Social leading the revenue operations for over 11,000 customers. Before Sprout Social he was VP of Sales at Shoutlet, responsible for global direct and channel sales teams and developing and managing strategic relationships. What was the founding moment with Zylo?

Sales Hiring 141

Sales Hiring Scale SaaS Payments Payment Services 141

SaaStr

MARCH 27, 2020

Before entering the world of SaaS, May was a vice president at one of the world’s largest sovereign wealth funds, where she was the first employee on the technology investment team, building a portfolio now worth over $20B. May Habib: Well, I started my career in banking and then I moved over to the investing side.

VP of Engineering 203

VP of Engineering Sales Hiring Leadership Sales Recruiting 203