SaaStr

JANUARY 30, 2023

To solve this, Deel interviewed 200 founders seeking answers to the question, “If you’re open to hiring internationally and remotely, what are your biggest challenges, and what kind of product can we build to solve them? Manage scaling issues by using data to plan ahead and being team and customer-obsessed.

Sales Hiring 226

Sales Hiring Payment Services SaaS Payments Scale 226

ChurnZero

JULY 22, 2022

As Donna Weber , the world’s leading expert in customer onboarding, knows, onboarding is about more than completing product training and filling out checklists. I recommend you interview customers. I would interview 5 to 10 customers and ask what ah-ha moment made them glad they bought your product.

Scale 98

Scale Onboarding Scaling Underperforming Technical Team 98

Intercom, Inc.

OCTOBER 26, 2021

Getting the team right is one of the hardest parts of scaling sales. But no sales team can afford to grow without intention. While building a sales team, we’ve focused a lot on our sales culture. Here’s how we went about growing a sales team that is both world class and culture-additive.

Scale 160

Scale Sales Hiring Sales Recruiting Sales 160

SaaStr

DECEMBER 5, 2023

As Managing Director of Salesforce Ventures, Nowi Kallen , shared at last week’s Workshop Wednesday, there are five main challenges of moving upmarket and tips to follow if you want to succeed at Enterprise sales in today’s macro environment. For many, moving upmarket makes sense to scale. We’ve already mentioned the why.

Scale 187

Scale Enterprise readiness compliance Enterprise 187

SaaStr

MARCH 20, 2024

They discuss Sam’s learnings at Founders Fund, what the 2024 playbook looks like, hiring and motivating sales teams, and a handful of audience questions. On the sales side, people hired way too much. More salespeople do not equal more sales. Sam just finished 18 months at Founders Fund after joining in mid-to-late 2022.

Sales Hiring 252

Sales Hiring Sales Recruiting Scale Headcount 252

SaaStr

AUGUST 10, 2022

In this SaaStr Europa 2022 session, Matt Jacobson, General Partner at ICONIQ Growth, interviews Miro’s Founder & CEO, Andrey Khusid, to get insight into how he was able to grow the company so successfully. Currently, Miro is one of the fastest-growing companies at scale, but it didn’t take off immediately at the same velocity in 2011.

Sales Hiring 204

Sales Hiring Scale Company Culture Leadership 204

SaaStr

JANUARY 10, 2024

“Typically that was the marketing hat in my case, but sometimes it was the sales hat or thinking about finance or other areas of the business. So you need context from leadership to what you ultimately need to deliver on in your function to be successful. And without that context, you lose out.” What do we value?”

Sales Hiring 244

Sales Hiring Scale Technical Review Leadership 244

SaaStr

FEBRUARY 9, 2024

It doesn’t matter how good an individual contributor, how good of a hacker, how good of a small team lead you are/were. That’s not enough to scale. This often means 20+ interviews a week! But if you can’t recruit those leaders under you, really great ones … you can’t scale. Recruiting is hard. We All Need To).

Scale 255

Scale Interviewing Engineering Content Marketing 255

Totango

JANUARY 12, 2022

While some of these skills are apparent upon first meeting a person, interviewers will typically structure their Customer Success Manager interview questions around determining whether or not a candidate has these skills innately and/or has the ability and drive to learn them. 5 Key Customer Success Manager Interview Questions. .

Interviewing 96

Interviewing Customer Success Management Scale 96

SaaStr

JULY 7, 2022

Incredibly, ZoomInfo has scaled to IPO with an entirely sales-driven motion. He breaks down how GTM efficiency drives their ability to scale with sales-driven motion and other insights you can apply to scale your SaaS business. Mistake 4: Not getting your product and engineering team on sales calls.

Scale 219

Scale Sales Hiring Interviewing Engineering 219

SaaStr

FEBRUARY 4, 2020

So a playbook on scaling high performance organizations in 30 bit minutes. So big, big scale. You’re passionate about diversity and you hire an all white male leadership team. I think over 25 years of working and leading teams and being on some that are high-performing and some that outright failed. No big deal.

Scale 178

Scale Underperforming Technical Team Scaling Leadership 178

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. In this talk, Claire will share these and other lessons for scaling high-growth organizations. Manual processes first. Names stick.

Scale 152

Scale Payment Services Payment Methods Scaling 152

SaaStr

JULY 9, 2019

Join Anish Shivdasani, CEO of Giraffe, as he provides unique African experiences learned from scaling to 1M users. Now, unfortunately there are a lot of constraints in Africa, major constraints when you’re talking about setting up and scaling a startup. Well, you have to build a direct sales force. FULL TRANSCRIPT BELOW.

Scale 160

Scale Sales Recruiting Scaling SaaS Payments 160

SaaStr

FEBRUARY 23, 2022

Loom has spent time improving their hiring with async, with pretty impressive results: The company has a 93% satisfaction rate for their interview process. Loom uses async video throughout its recruiting and interview experience to connect with candidates in a very personal way while offering a window into what work life is like at Loom.

Scale 215

Scale Company Culture Interviewing Communication 215

SaaStr

MAY 11, 2021

The earlier in your career you can learn how to manage people, the faster you can excel in learning to scale. Your best bosses, VPs, mentors and others will give you “audibles” — quick bits of micro-advice during pitches, customer meetings, interviews, etc. Go visit your customers, partners, and prospects. Get on a Jet.

Scale 280

Scale Compensation Interviewing Scaling 280

Intercom, Inc.

AUGUST 15, 2018

He had to quickly determine which team members displayed a potential for leadership and teach them the fundamentals of management so they could make new hires and scale – without ruining the culture. Here are five quick takeaways: Management and leadership aren’t one and the same. Short on time?

Leadership 141

Leadership Engineering Part-Time VPE CTO Coach 141

SaaStr

MARCH 27, 2019

Over Leyla’s incredible 11 year journey with Salesforce she has seen the team scale from 1,800 to over 40,000 and revenue scale from $500m to over $16Bn. What were Leyla’s biggest learnings on people and business model through seeing the first hand hyper-scaling of Salesforce from $500m to $16Bn?

Scale 131

Scale VP of Engineering Mobile Scaling 131

OpenView Labs

MARCH 8, 2021

B2B sales involves one business selling its product to another business. Those with experience in both B2B and B2C sales know that B2B is a lot tougher—the deals are bigger, there’s often more than one decision-maker, and the competition is intense. Conducting interviews. 20 of the Best Interview Questions for Sales Hires.

Sales Hiring 80

Sales Hiring Scale Sales Recruiting B2B 80

Intercom, Inc.

MAY 13, 2021

Although Linda started her career in sales, she has spent the past twelve years scaling post-sales teams and moving hyper-growth companies like Zendesk, Slack, and now Gong upmarket into the enterprise realm. What “customer success” looks like evolves as your company and customers scale upmarket.

Scale 177

Scale Customer Success Strategy Sales Hiring 177

Valuize Consulting

DECEMBER 7, 2021

The question now is, how big should CS organizations be, and what’s the best way to staff and scale its success? To uncover how today’s CS leaders are successfully building and scaling their CS organizations, Valuize’s Founder and CEO, Ross Fulton, spoke to TSIA’s Vice President, Customer Success Research, Stephen Fulkerson.

VP of Engineering 98

VP of Engineering Customer Success Sales Hiring Interviewing 98

SaaStr

DECEMBER 3, 2020

403: Sam Taylor is the VP of Sales and Success @ Loom, the startup that helps you get your message across by making it easy to record instantly shareable videos. As for Sam, prior to Loom, Sam spent over 4 years at Salesforce following their acquisition of Quip, a startup Salesforce acquired for $750M where Sam was also the 1st sales leader.

Scale 172

Scale Sales Hiring Sales Recruiting Sales 172

OpenView Labs

FEBRUARY 15, 2019

Premature scaling is the leading cause of failure, but businesses with two founders are 19% less likely to scale prematurely, as well as raising 30% more money and enjoying 3 times more user growth. But scaling is a unique phenomenon which needs to be constantly managed. ” Scale Sensibly and at the Right Time. .”

Scale 64

Scale Scaling Startup Sales Hiring 64

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 210

Sales Recruiting Sales Hiring Scale Customer Success 210

SaaStr

NOVEMBER 16, 2020

What does it take to scale a sales team successfully? How can one determine a closer in the interview process? Should one hire sales reps 2×2? How does Andy think about hiring sales reps from adjacent companies and industries? How does Andy think about minimizing and optimising sales ramp times?

Sales Hiring 195

Sales Hiring Scale Leadership Technical Review 195

Sales Hacker

MARCH 4, 2019

This week on the Sales Hacker podcast, we interview Dan Fougere , CRO of Datadog. Dan is a 20+ year veteran of technology sales and has seen 4 of his last 5 companies become unicorns. Dan talks about the key qualities of great sales leadership and how to be an effective executive in addition to being a great sales leader.

Leadership 62

Leadership Scale Sales Hiring Sales 62

SaaStr

JULY 27, 2022

At the SaaStr Europa 2022 event, Accel Partner Philippe Botteri interviewed PayFit CEO & Co-Founder Firmin Zocchetto to ask about his GTM strategy. . They built their sales funnel in the same fashion to empower customers with autonomous product discovery and conversions. The self-serve approach goes beyond the sales cycle.

SMB 187

SMB Sales Hiring Scale B2C 187

SaaStr

MARCH 18, 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. Here’s what Claire talks about: How to avoid trapdoor decisions when scaling. Lessons for scaling high-growth organizations.

Scale 116

Scale Payment Services Payment Methods Sales Hiring 116

Intercom, Inc.

DECEMBER 21, 2021

Throughout the year, we’ve talked to business leaders, experts, and pioneers about all kinds of topics: from creating world-class customer experiences to the challenges of running a business during the pandemic, from being an ally and addressing gaps in diversity to building technical leadership careers. Will Larson , CTO of Calm.

VP of Engineering 118

VP of Engineering Scale Technical Review Outsourcing Services 118

SaaStr

AUGUST 17, 2020

The earlier in your career you can learn how to manage people, the faster you can excel in learning to scale. Your best bosses, VPs, mentors and others will give you “audibles” — quick bits of micro-advice during pitches, customer meetings, interviews, etc. Go visit your customers, partners, and prospects. More here.

Scale 362

Scale Business Interviewing Compensation 362

OpenView Labs

JANUARY 8, 2021

Great interview questions tell you who a person is, what motivates them, how they think and solve problems, and what they’d be like as a teammate. To help us all conduct better interviews, we asked some of the smartest leaders in SaaS to share their favorite questions. The 4 Leadership Practices of Exceptional CEOs.

Interviewing 75

Interviewing Underperforming Technical Team SaaS Scale 75

Intercom, Inc.

APRIL 28, 2022

The idea behind the funnel is quite simple – marketers craft campaigns to capture potential customers’ attention and slowly nurture them until they are ready to be handed off to the sales team, which guides them through the purchasing stage until they become paying customers and, hopefully, loyal advocates. Short on time?

Scale 118

Scale Technical Review Scaling Retention 118

Valuize Consulting

AUGUST 2, 2021

Kevin has over two decades of experience building and leading enterprise pre-Sales and Customer Success organizations in the B2B tech industry. I got started in Customer Success while I was leading a pre-Sales team at Splunk. I got started in Customer Success while I was leading a pre-Sales team at Splunk.

VP of Engineering 52

VP of Engineering Interviewing Metrics Scale 52

SaaStr

MARCH 24, 2020

When things get better — you will need everyone great you have now : You will need every scaled sales rep that hits quota. The leads will keep coming, and growing. Yes, sales cycles may lengthen a lot, and deals slow way down. And it takes so long to find good people, to interview, to test, to train, to scale.

Scale 178

Scale Sales Hiring Interviewing Scaling 178

User Pilot

NOVEMBER 23, 2023

That’s what Dave Martin , a product leadership coach, has talked about in his talk at this year’s Product Drive Summit hosted by Userpilot. They lack vision and lead nowhere. As companies scale, they often cannot satisfy customer needs equally well. One of the consequences of this is that the sales cycles slow down.

Scale 105

Scale Underperforming Technical Team Sales Recruiting Software Review 105

SaaStr

MAY 10, 2024

At this week’s Workshop Wednesday, Lucas Price, former SVP of Sales at Zipwhip and founder and CEO at Yardstick, shares his insights on how to hire and build a high-performing sales team. When he joined Zipwhip, they were at a quarter million in ARR, and he took the sales team to over $100M before it sold to Twilio for almost $850M.

Sales Hiring 193

Sales Hiring Scale Sales Interviewing 193

Tom Tunguz

JUNE 6, 2018

That head will need to scale the team to meet the objectives of the company. Second, there’s no leadership/relationship risk. When interviewing for new executive to lead an internal team, interview for the network by asking and digging into the question: “Who are your first 5 hires?”

Scale 203

Scale Interviewing Finance Leadership 203

Casey Accidental

MAY 18, 2021

In my conversations with fellow product leaders, there’s even a meme that’s started to form around product leadership roles. What no one tells product leaders when they accept product leadership roles is that nine times out ten the founder and CEO still wants to drive the product vision. They want you to help execute that vision.

Scale 80

Scale Leadership Interviewing Scaling 80