OpenView Labs

JANUARY 8, 2021

What’s your biggest weakness? 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. It’s just not productive.

Interviewing 75

Interviewing Underperforming Technical Team SaaS Scale 75

Intercom, Inc.

AUGUST 15, 2018

At Reddit, he led a team of 35 – none of whom knew how to manage other engineers. 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. Short on time? Short on time?

Leadership 141

Leadership Engineering Part-Time VPE CTO Coach 141

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.

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VP of Engineering Customer Success Sales Hiring Interviewing 98

Sales Enablement, SaaS and Growth

MARCH 23, 2020

One of the biggest challenges businesses face when they grow is scaling effective , autonomous and quick decision-making. In short, they make it easy to see what each team, department and organisation is working on, omitting and their respective goals. Again, it was an easy to use model which scaled effective decision-making.

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Underperforming Technical Team Scale Sales Hiring Marketplace as a Service 213

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. TL;DR Regular roadmaps kill outcomes by forcing teams to think in the categories of features and timelines. As companies scale, they often cannot satisfy customer needs equally well.

Scale 87

Scale Underperforming Technical Team Sales Recruiting Software Review 87

SaaStr

JULY 1, 2021

It became a part of our interview questions. The second is pulling more around values, and how we approached team building. Even as a three person team, we went through an exercise to figure out what do we stand for, as a team? Then trying to maintain that as we scale is always the challenge.

VP of Engineering 264

VP of Engineering Sales Hiring Sales Recruiting Underperforming Technical Team 264

OpenView Labs

MARCH 8, 2021

Conducting interviews. What Interviewing 600+ Sales Reps Taught Me About Team Building. Loom’s Peter Prowitt shares the biggest mistakes to avoid if you’re interviewing for a sales position. 14 SaaS Leaders Share Their Favorite Interview Questions. What’s your biggest weakness? Find out what they said.

Sales Hiring 80

Sales Hiring Scale Sales Recruiting B2B 80

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. Our team is in Room 111.

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Scale Payment Services Payment Methods Scaling 152

SaaStr

MARCH 24, 2020

Sam Blond, CSO at Brex explains why recruiting, networking and employee happiness is the key to this playbook on recruiting your sales team. I’m doing The Playbook To Recruiting Your Sales Team. Once again, amazing job to the SaaStr team. I’m really honored to share this stage with some really bad ass speakers.

Sales Recruiting 131

Sales Recruiting Sales Hiring Scale Underperforming Technical Team 131

SaaStr

JANUARY 21, 2020

Justin used Sales Culture to grow a successful PatientPop team to 140 employees and 55 million in revenue. When I was hired, I came in with one salesperson and zero dollars in recurring revenue and over the next four years grew the sales team to over 140 employees and 55 million in recurring revenue. Want to see more content like this?

Sales Recruiting 261

Sales Recruiting Sales Hiring Scale Sales 261

SaaStr

AUGUST 20, 2019

In this session, Anna and Sameer will highlight SendGrid’s journey from growth stage through acquisition and why focusing on people and culture is mission critical to success as a company goes through the scaling process. Want to see more content like this? Join us at SaaStr Annual 2020. Sameer Dhokalia | CEO @ SendGrid.

Scale 132

Scale Acquisition Scaling Sales Hiring 132

Valuize Consulting

SEPTEMBER 30, 2021

When deployed correctly, Product Ownership is an invaluable role that provides tactical support to your development team, translates customer value, goals and pain points into product improvements, and leads effective and impactful development sprints. After I graduated from university, I landed in Business Analysis.

Interviewing 52

Interviewing Customer Success Underperforming Technical Team Scale 52

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.

VP of Engineering 118

VP of Engineering Scale Technical Review Outsourcing Services 118

SaaStr

NOVEMBER 26, 2019

sales team. I did all sorts of things there from sales, to project management, to running the engineering team, hiring. This is where I got my chops in growing and scaling enterprise sales teams. You can interview the company for it, but at some point it’s a little bit of a leap of faith. Good afternoon.

Scale 220

Scale Sales Hiring Underperforming Technical Team Sales 220

SaaStr

NOVEMBER 16, 2020

What does it take to scale a sales team successfully? How can one determine a closer in the interview process? Below, we’ve shared the transcript of Harry’s interview with Andy. I’ve heard so many good things from Kobie, now at Upfront, and then also the team at Openview. Should one hire sales reps 2×2?

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Sales Hiring Scale Leadership Sales Enablement 200

SaaStr

SEPTEMBER 23, 2020

Below, we’ve shared the transcript of Harry’s interview with Dave. As you can tell from that list, it was really a team effort, so huge thanks for that. And after a bunch of moving around, I ended up working in product development, actually, for a middleware company, and I did that for four years. Harry Stebbings. Dave McJannet.

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Scale Leadership Underperforming Technical Team Scaling 190

SaaStr

JULY 29, 2020

So huge scale, we stop about 15 billion cyberattacks daily on behalf of those 26 million internet properties. So we’re really proud of that and our whole team is really proud of that. And I just remember Matthew and Lee and I, and our team of the original eight people who really worked on this idea.

Sales Hiring 172

Sales Hiring Outsourcing Services Scale Sales Recruiting 172

SaaStr

FEBRUARY 28, 2020

As for Karl, prior to founding the company he spent 6 years at Google in some fascinating roles including Head of Patents, Head of Business Development in China and running Google’s energy investments. How does this requirement change as the company scales? How does Karl think about doing this at scale? What works? Andrew Filev.

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Sales Hiring Scale CTO Hire CTO Coach 218

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

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 117

Scale Payment Services Payment Methods Sales Hiring 117

SaaStr

JULY 5, 2023

The Team Matters More Than The Operating Model Snow’s greatest piece of advice is to choose your team wisely. He believes the team is more important than the operating model because you can have the best models in the world. But if you don’t have the underlying team and structure, it won’t work. They didn’t.

Strategy 205

Strategy Marketing Underperforming Technical Team Sales Hiring 205

SaaStr

AUGUST 8, 2019

Agnes Bazin | Chief Development Officer @ Doctolib. She’s part of the founding team Doctolib, and the current chief development officer for the company. Okay, it’s not bad. We split our sales organization into four different teams. So, two teams cater to practices. FULL TRANSCRIPT BELOW.

Sales Recruiting 107

Sales Recruiting SMB Scale Sales Hiring 107

SaaStr

OCTOBER 22, 2020

As for Ryan, he has spent an incredible 9 years at Okta in numerous different roles starting with running the product marketing team before moving to run the marketing team, leading to his promotion to CMO close to 5 years ago now. Why was joining Okta the most challenging interview process he has experienced? Harry Stebbings.

Sales Hiring 167

Sales Hiring Scale Interviewing Technical Review 167

SaaStr

AUGUST 8, 2019

Agnes Bazin | Chief Development Officer @ Doctolib. She’s part of the founding team Doctolib, and the current chief development officer for the company. Okay, it’s not bad. We split our sales organization into four different teams. So, two teams cater to practices. FULL TRANSCRIPT BELOW.

Sales Recruiting 108

Sales Recruiting SMB Scale Sales Hiring 108

SaaStr

MAY 7, 2019

Justin Kan : It seems like kind of a renewed emphasis or maybe a new emphasis on mental health and building a different kind of company, like one that’s maybe a little bit more balanced and focused on kind of the holistic experience of being a member of the team is something that’s intrinsic to both you guys’s companies.

Scale 114

Scale Scaling Sales Hiring Underperforming Technical Team 114

SaaStr

MARCH 20, 2019

Before that, he worked for 12 years at Trilogy, where he held key leadership roles helping the company grow from a start-up to a $300 million business. What does Jeff mean when he says, “the developer first approach is a maturation of the supply chain of software?” How can leaders both be authoritative and vulnerable simultaneously?

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Underperforming Technical Team Development Software New CTO 124

Sales Hacker

FEBRUARY 1, 2021

Guided selling with Revenue Grid allows you to guide reps step-by-step through every deal, reducing guesswork and increasing consistency so your teams have the best odds with every opportunity in the pipeline. See how you can put your sales teams in the best position to win now at revenuegrid.com/saleshacker. Head to outreach.io/saleshacker.

Underperforming Technical Team 68

Underperforming Technical Team Scale Sales Hiring Systems Review 68

SaaStr

AUGUST 16, 2019

During his 5 years at PatientPop, Justin grew sales from $0 to $56m alongside the full build-out of the sales team. In Today’s Episode We Discuss: * How Justin made his way into the world of Sales and came to be one of the industry’s leading scale up Sales leaders with PatientPop and ZocDoc. * How did Justin experience burnout?

Scale 140

Scale Underperforming Technical Team Sales Hiring Interviewing 140

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. Whitney is also an advisor to companies funded by the YC Continuity Fund, focusing on enterprise strategy, go-to-market strategy, leadership and execution. Missed the session?

Sales Hiring 132

Sales Hiring Scale Technical Advisors Underperforming Technical Team 132

SaaStr

AUGUST 20, 2020

343: Kyle Parrish is the Head of Sales @ Figma, the company that helps teams create, test and ship better designs from start to finish. Kyle was in charge of creating the Austin, Texas sales team @ Dropbox, what were some of his biggest lessons when it comes to moving sales outside of HQ? What worked? What did not work?

Sales Hiring 195

Sales Hiring Sales Recruiting Scale Technical Advisors 195

ChurnZero

OCTOBER 28, 2022

The results of the 2022 Customer Success Leadership Study, based on the perspectives and insights of more than 1,000 Customer Success leaders, are in. The good news is Customer Success teams are growing both in size and budget. The bad news is they’re not growing enough. Many teams remain woefully underfunded.

VP of Engineering 52

VP of Engineering Customer Success Scale Underperforming Technical Team 52

SaaStr

FEBRUARY 25, 2020

For example, if you’re getting ready to close the deal, sales team’s pretty darn excited. So once you have your journey to find and you’ve set up your culture and you’re starting to scale that organization. Is this related to a new service program we rolled out and that could be either good or bad, right?

Scale 218

Scale Underperforming Technical Team Sales Hiring Software Review 218

SaaStr

JULY 5, 2021

This episode is an excerpt of Auren’s session at SaaStr Scale. Let’s say you’re 22 years old and you don’t have a lot of money, well, you’re likely going to see very few opportunities to invest, and most of those opportunities are going to be bad. You can view the full video here. This is terrible advice.

Part-Time VPE 257

Part-Time VPE Sales Hiring Underperforming Technical Team Outsourcing Services 257

SaaStr

MAY 15, 2020

Finally, before YesWare, she was VP of Sales @ Engine Yard, where she tripled monthly recurring revenue, over the course of her 3+ year tenure, in 3 key leadership roles. Where do most teams go wrong in implementing the role out of their CS strategy? Does Bridget believe CS teams should be involved in the upsell process?

Sales Hiring 195

Sales Hiring Scale Technical Review Outsourcing Services 195

SaaStr

JULY 8, 2020

350: Neha Sampat is the Founder and CEO @ Contentstack, a modern content management system bringing business and tech teams together to deliver personalised, omnichannel experiences. Atypical in our world, but Neha scaled the business to well over $1M in ARR before raising funding. Harry Stebbings: Welcome back.

Scale 207

Scale Technical Review Technical Advisors Sales Hiring 207

SaaStr

MARCH 12, 2019

Regardless of what stage you are in, he provides a framework to systematically approach this stage and what you should focus on to get to scale faster. We are screwing up the scale. For Slack, it was one that a team sends 2000 messages. The three stages are product-market fit, then go-to-market fit and lastly growth and moat.

Scale 212

Scale Sales Hiring Revenue VP of Engineering 212

Sales Hacker

MARCH 30, 2021

Neil’s experience includes a long history of sales leadership, primarily in the Salesforce ecosystem, and is now running revenue for Revenue Grid. Scaling sales during the pandemic. How to build a winning sales team. Scaling Up During The Pandemic [11:40]. Developing A Winning Sales Team [16:24].

Scale 102

Scale Payments Technical Advisors Sales Recruiting 102