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The 2026 Sales Team: 50% Humans, 50% AIs. All 1 Team.

SaaStr

So what does that mean for inside sales? A 50/50 Sales Team. At least for SMB and more routine mid-market sales. By 2026, these same AI systems will have evolved to manage entire sections of the sales process autonomously. An A+ AI will soon join every sales call, for real. You’ll Need to Manage Both.

Scale 236
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Dear SaaStr: What Are The Top Worries Founders Have As They Start to Scale?

SaaStr

Later, it’s about building a repeatable sales process and ensuring your infrastructure can handle the growth. Hiring the Right Team: A lot of founders wait too long to hire great VPs—VP of Sales, VP of Marketing, VP of Engineering. They hire VPs they know aren’t great, to finally get it domestically. or less.

Scale 227
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MongoDB at $2B+ ARR: 5 Epic Learnings from Q1 2026 That Every B2B Leader Should Study

SaaStr

Product innovation can reignite growth engines even at massive scale. MongoDB proved you can actually re-accelerate growth even at $2B+ ARR through: Product expansion (Atlas now 72% of revenue, up from 71% last quarter) Customer base expansion (2,600 net new customers – highest in 6 years!)

Scale 267
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Scaling 6 Products to $100M+ ARR Each: Samsara’s CPO Kiren Sekar on Multi-Product Growth

SaaStr

The Journey: From WiFi to IoT Fleet Management Sekar’s journey began unexpectedly when he joined Meraki (founded by MIT researchers Sanjit Biswas and John Bicket) to help them figure out marketing and sales “from first principles.”

Scale 260
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The Enterprise Journey: 8 Keys to Going Upmarket Successfully with Workiva’s CEO Julie Iskow

SaaStr

Look for an innovative enterprise customer who: Is willing to be a development partner Has clear needs you can solve today Will give you access to testing environments Can help shape your roadmap The goal isn’t to build custom features – it’s to deeply understand enterprise requirements and bake them into your core product.

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Dear SaaStr: Should I Move My Start-Up to SF Bay Area?

SaaStr

Whether it’s hiring a VP of Sales who’s scaled a team to $50M ARR or finding a product leader who’s built enterprise-grade solutions, the talent pool here is unparalleled. #2. From hiring to partnerships to fundraising, being here makes it easier to connect with the right people at the right time.