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. If they don’t, they never will , and they’ll never learn the product.

Sales Hiring 271

Sales Hiring Sales Recruiting Scale Headcount 271

SaaStr

MAY 6, 2021

A CRO owns and directs the strategy over a company’s revenue cycle, but there’s not a set standard for operational or management decisions: in addition to sales and sales development, they might be responsible for customer success, lead generation and pipelines, and even marketing and brand development.

Sales Hiring 254

Sales Hiring Sales Recruiting Interviewing Revenue 254

Point Nine Land

OCTOBER 23, 2023

P9 Panel on Hiring Sales Leaders — Founders Summit 2023 “You are going to fire your first sales manager!” — A lesson too many founders learn the hard way. The Founder isn’t willing to be the first salesperson Many of the best founders we work with don’t have a sales background and are either product or engineering focused.

Sales Hiring 125

Sales Hiring Scale Technical Advisors Technical Cofounder 125

SaaStr

JANUARY 24, 2024

Sales reps were hosting 4-6 calls daily but most of these calls were early demos or top-of-funnel discovery calls Sales was closing really small deals on one end while talking to really large companies with hundreds of thousands of people on the other. Define your ICP as early as you can and segment your sales team accordingly.

Scale 241

Scale Sales Hiring Scaling Revenue 241

Tom Tunguz

NOVEMBER 16, 2015

As he told me a few days ago, he has observed the lack of sales management and sales execution skills as one of the most consistent deficiencies limiting the potential of early stage SaaS companies. Sales execution deficiency manifests itself at roughly the same time as product market fit.

Sales Hiring 184

Sales Hiring Sales Recruiting Startup Compensation 184

Sales Hacker

MAY 6, 2021

From B2C consumer-focused tech to the next B2B enterprise cloud giants, B2B, and B2C technology companies are springing up left and right and sprinting toward multi-billion dollar valuations (whether on the private or public markets) faster than ever. What’s the difference between a VP of Sales and a Chief Revenue Officer (CRO)?

VP of Engineering 93

VP of Engineering Sales Hiring Sales Recruiting Sales 93

Intercom, Inc.

SEPTEMBER 10, 2020

It’s an approach that’s served him well along the road to building the HubSpot sales team, where he was CRO for nine years. That experience led to his bestselling book, The Sales Acceleration Formula. The framework consists of three elements: product-market fit, go-to-market fit, and growth and moat.

Scale 226

Scale Scaling Sales Recruiting Sales Hiring 226

Sales Hacker

JUNE 7, 2021

Sales customer insights. Let’s drill down into the market and customer insights that can really add value for salespeople, under the following sections: Qualifying characteristics: Things to look for in an organization that make it a good target. But what are these insights that will transform the conversations salespeople have?

Sales Recruiting 107

Sales Recruiting Payment Services Payment Methods Sales 107

The Angel VC

APRIL 1, 2017

At the excellent SaaStr Annual 2016 conference about a year ago, a very experienced SaaS CEO said on stage that an internal recruiter can be a startup CEO’s secret superpower. Being willing to invest in an internal recruiter or talent manager (or more broadly, an HR person) early on requires pretty big balls a lot of confidence.

Sales Hiring 168

Sales Hiring Sales Recruiting Startup Software Review 168

SaaStr

SEPTEMBER 26, 2019

Building a sales team that can go from $0-$50M (Video + Transcript). Gaetan Gachet | SVP of Sales @Algolia. It’s an honor to be here with this mythical creature, this sales leader that goes from zero to 50 million in the same job. He has a whole French sales team and office that only speaks English in Paris.

Scale 141

Scale Sales Hiring Sales Recruiting Technical Advisors 141

Andreessen Horowitz

APRIL 23, 2024

They also talked about the difficulties — and potential advantages — of selling into small businesses, taking alternative approaches to interviewing candidates, and the importance of keeping culture a vital part of a company as it scales. What are your strategies for recruiting and retaining talent within your respective organizations?

Payments 113

Payments Forecasting Payment Services Payment Solutions 113

SaaStr

MARCH 24, 2020

Nothing matters but recruiting and using your personal network. Sam Blond, CSO at Brex explains why recruiting, networking and employee happiness is the key to this playbook on recruiting your sales team. Sam Blond | Chief Sales Officer @ Brex. I’m doing The Playbook To Recruiting Your Sales Team.

Sales Recruiting 137

Sales Recruiting Sales Hiring Scale Underperforming Technical Team 137

User Pilot

JULY 27, 2023

Customer Onboarding Specialist: Responsible for helping new customers get up and running with the company’s products. Account Managers: They serve as the lead point of contact for all customer account management matters. They also manage finances and supervise one or more engineering teams.

Sales Hiring 95

Sales Hiring SaaS Payments Sales Recruiting CTO Hire 95

User Pilot

APRIL 19, 2024

Interviews. Product trials. Market research uses primary market research as an essential tool. This involves collecting new data directly from your target audience using various methods, such as surveys , focus groups, and interviews. Focus groups. Each method has its benefits.

Market Research 52

Market Research Sales Recruiting Marketing Underperforming Technical Team 52

Sales Hacker

JANUARY 8, 2021

Elements of Successful Global Sales Expansion. “Be So, let’s look at four keys to a successful global sales expansion. One of the first steps when you’re preparing to move into a new market is to create a cross-functional, go-to-market strategy. But as you likely know, global expansion isn’t easy. Hire the Right Leaders.

Sales Hiring 82

Sales Hiring Sales Recruiting Sales Technical Review 82

SaaStr

APRIL 17, 2019

Prior to Harness, Stephen was VP of Marketing at Glassdoor, managing a team of 52 in product marketing, helping grow B2B revenue from $19m to $90m in just 2 years, leading to their $1.2Bn acquisition. Steve has previously said, “Sales and marketing must be one team.” Why does he believe this is so important?

DevOps as a Service 100

DevOps as a Service Sales Recruiting Scale Sales Hiring 100

User Pilot

SEPTEMBER 29, 2023

While product development describes the process of creating the product itself (i.e. designing screens, writing code, running tests), product management is a broader concept that encompasses strategy , vision, and product-market fit. The final step is to launch your product.

Development 96

Development Software Review Sales Recruiting Technical Review 96

SaaStr

SEPTEMBER 27, 2019

As for Ryan, prior to G2 he was Senior Director of Global Marketing at Hubspot where among many other achievements, he scaled HubSpot’s marketing-generated sales revenue by 330% year-over-year. Below, we’ve shared the full transcript of Harry’s interview with Ryan Bonnici. Harry Stebbings. Ryan Bonnici.

Sales Hiring 136

Sales Hiring Sales Recruiting Scale Software Review 136

SaaStr

JULY 9, 2019

Giraffe is a mobile job matching platform that helps medium skilled workers get access to opportunities and helps businesses to recruit staff faster, and easier, and more affordably than any other way. Well, you have to build a direct sales force. We said, “How important is Giraffe to you in your recruitment process?”

Scale 169

Scale Sales Recruiting Scaling SaaS Payments 169

SaaStr

OCTOBER 25, 2023

For part one of this Ask Me Anything session, Jason covers everything you need to know about hiring your first VP of Sales, what he really thinks about AI, what the future of lead generation in 2024 looks like, and much more. Q: Should Product Marketing Work for Product or Marketing?

Scale 256

Scale Sales Hiring AI Sales Recruiting 256

OpenView Labs

OCTOBER 29, 2021

“You need at least a couple folks on the team who are experienced—not necessarily in the startup process, but with product management or even just business operations.”. Nikita’s Non-traditional Recruiting Approach. Create a Profile of Your Ideal Product Manager. Finding and Recruiting the Right Product People.

Sales Hiring 60

Sales Hiring Sales Recruiting Development Team Review Management 60

User Pilot

NOVEMBER 21, 2023

A product launch checklist is a list of tasks that you need to complete to successfully launch a new product or feature. Its main goal is to help you plan the efforts of the product, marketing, and sales team to maximize the impact of the launch. Why is a product launch checklist important?

Underperforming Technical Team 88

Underperforming Technical Team Sales Recruiting Social Media Market Research 88

User Pilot

NOVEMBER 23, 2023

As they get larger or introduce new product lines too quickly, we often go too broad with the market that we’re serving and start losing touch with the customer’s needs. In other words, the product-market fit becomes weaker for some of the target audience. The product momentum gap by Dave Martin.

Scale 92

Scale Underperforming Technical Team Sales Recruiting Software Review 92

Natalia Luneva

NOVEMBER 24, 2021

On this episode of the podcast, I interview Arthur Nobel and we discuss scaling SaaS companies. We found out that there is a lot of content surrounding product-market fit, there is also a lot of content around a company doing an IPO and the founder reflecting on the journey. The structure of the book.

Scale 52

Scale Scaling Sales Recruiting SaaS 52

FastSpring

MARCH 27, 2023

He also shares insights about how Cognota is maintaining ownership over the category they created while encouraging dialogue and collaboration in the market. Stream the full interview below or find it wherever you listen to podcasts. Were interviewing larger customers, figuring things out, and they were in Houston.

Payment Solutions 95

Payment Solutions Payment Services SaaS Payments VP of Engineering 95

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 132

Scale SaaS Payments Sales Recruiting Payment Services 132

ProfitWell

OCTOBER 10, 2019

First up, a chalk-full Twitter thread by Userpilot’s Aazar Ali Shad on product-led growth, an Appcues x Salesforce launch, plus the Product Marketing Alliance dropping its 2019 State of Product Marketing. A product-led tweet storm. Here's the full rundown on Product Hunt. Your top subscription news.

Technical Advisors 62

Technical Advisors Sales Recruiting Sales Hiring Customer Lifetime Value 62

Neil Patel

OCTOBER 24, 2020

In a nutshell, they can give you expert opinions, analysis, and recommendations that can help ensure a more objective-based approach to grow your business and maximize sales – all at the same time. How to Find a Good Consultant – Getting the Interviewing Process Right. Sales and Marketing Consultants.

Consulting 132

Consulting Sales Hiring Technical Review Sales Recruiting 132

SaaStr

MAY 24, 2019

Below, we’ve shared the full transcript of Harry’s interview with Andrew Filev. I was personally responsible for my action, to any concurrent projects on the delivery side, I was responsible for managing digital marketing, recruiting. Was it the simple CAC to LTV and then thinking about sales rep payback period?

Sales Hiring 150

Sales Hiring Scale SMB Sales Recruiting 150

SaaStr

FEBRUARY 2, 2024

The backup of 2020 was great, 2021 comes in and somehow we have 600 unicorns and everyone can burn 500 million a year or have huge sales teams. But the meta point is this, if you’re recruiting in 2024, beware of the “Lost Generation” candidate and persona you may come across. It’s part of the job now.

Sales Recruiting 299

Sales Recruiting Trends Sales Hiring Software Review 299

SaaStr

FEBRUARY 22, 2019

Matt Turck talks with three hyper-growth stage Co-Founders and CEOs on three roadblocks when scaling past $15M ARR: hiring, culture, and sales. So we decided to take you to know three specific topics which are hiring, culture and sales. And I have my sales team in France who’ve been through the great process.

Sales Hiring 117

Sales Hiring Scale Sales Recruiting Company Culture 117

User Pilot

FEBRUARY 9, 2023

TL;DR Product optimization is a process of improving aspects of the product, like the UI, in small increments to better satisfy user needs and deliver on business goals. The process of product optimization starts with goal setting , like improving usability. Use in-app messages to recruit participants for beta testing.

Management 87

Management Sales Recruiting User Experience Customer Lifetime Value 87

OpenView Labs

JANUARY 25, 2022

1 – Your product is too confusing without sales or success helping out. As product-led growth (PLG) becomes trendy, we’re seeing more companies experiment with introducing their first self-serve freemium or free trial offering. Loop in your Product Marketer if you have one. We’ve all been there.

Onboarding 76

Onboarding Sales Recruiting Software Interviewing 76

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. In Today’s Episode We Discuss: * How Kyle made his way into the world of SaaS and sales and came to be Head of Sales at one of the fastest-growing companies in Figma. What worked?

Sales Hiring 203

Sales Hiring Sales Recruiting Scale Technical Advisors 203

ProfitWell

OCTOBER 23, 2019

First up, a packed Twitter thread by Userpilot’s Aazar Ali Shad on product-led growth, an Appcues x Salesforce launch, plus the Product Marketing Alliance dropping its 2019 State of Product Marketing. A product-led tweet storm. Here's the full rundown on Product Hunt. A product marketers' alliance.

Technical Advisors 40

Technical Advisors Sales Recruiting Sales Hiring Customer Lifetime Value 40

User Pilot

JUNE 28, 2023

Stripo offers a pre-sign up interactive demo that brings prospects to their ‘Aha’ moment before they even create an account. Kommunicate drives sales-less product adoption through product experiments and tracking adoption rates with Userpilot.

Onboarding 79

Onboarding SaaS Payments Payment Services Payment Solutions 79

OpenView Labs

JUNE 10, 2019

Here’s some good news: there are tons of amazing product management resources out there. We’ve compiled our favorite articles, advice, podcasts and interviews in this guide. Inner Workings of Product Management at Product Led Growth Companies. Product Management Mental Models for Everyone.

Management 55

Management SaaS Scale Sales Recruiting 55