SaaStr

JANUARY 24, 2024

Solving High Volume, Low Conversion at Lattice Dini Mehta joined Lattice at $3M in revenue when it had just 10 people in seat for Go-To-Market and 7 salespeople. Key Takeaways Creating Sales Acceleration at Lattice There are a few takeaways from Dini’s time at Lattice. From a GTM execution standpoint, they weren’t focused.

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Scale Sales Hiring Scaling Revenue 220

SaaStr

AUGUST 29, 2023

So there’s a situation I see happening with many (not most, but many) SaaS companies as they build out the first management team: They hire a VP of Sales that doesn’t think much of the VP of Marketing. Does this always fail, when sales and marketing don’t really talk, and aren’t a team? So what do I do?

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Sales Hiring Marketing Sales Interviewing 201

FastSpring

AUGUST 3, 2022

I spoke with FastSpring’s former VP of Revenue Operations about this, and you can stream our entire conversation at the bottom of this piece. Another place to get fresher takes are industry thought leader interviews and posts. Account-based sales companies are accustomed to defining sales regions.

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Scale Revenue Sales Compensation 136

Subscription Flow

APRIL 18, 2024

How do you keep increasing your revenue in a marketplace that has reached its point of saturation? 3. Stability and Predictability in Revenue Streams In any business, consistency really is key. The sections are as follows: 1. Understanding the importance of engaging subscribers 2.

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Engagement Customer Lifetime Value Revenue Subscription 84

SaaStr

SEPTEMBER 1, 2021

Sales and marketing must work together cohesively to produce optimal results. Marqeta Board Member Amy Chang interviews Peters about her extensive experience in revenue and marketing and how to align the two strategies. Marketing and revenue teams should work together to keep the leads moving toward conversion. .

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Revenue Strategy Marketing Interviewing 190

SaaStr

JULY 7, 2023

So over the past few weeks I’ve had discussions with 3 good revenue leaders and execs and 2 marketing execs that either left their roles or were let go. But the sale is much more complicated, and different, and to a very, very different buyer. You can interview. I don’t know them well enough. But I do know they are good.

Marketing 221

Marketing Sales Interviewing Enterprise 221

Sales Hacker

JANUARY 22, 2020

If you think sales is a simple job, I have a few hundred professional connections who would like a word with you. By mastering your sales interview questions. As a longtime recruiting leader, I’ve worked with countless hiring managers looking to fill sales roles , and I’ve had a firsthand look at their interview process.

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Sales Hiring Interviewing Underperforming Technical Team Sales Recruiting 76

SaaStr

JUNE 27, 2020

A little while back we put together some of the top sales & marketing mistakes SaaS companies and founders make, especially in the early days. Sales: Hiring any reps you wouldn’t buy from yourself. Later, once you have a strong VP of Sales, it’s fine though. Your sales reps need to eat. Just do it! It will help.

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Sales Hiring Scale Startup Marketing 363

SaaStr

JANUARY 6, 2021

Finding the perfect VP of Sales position can be daunting, especially in the middle of a global pandemic. Candidates need to find opportunities that not only fit their sales experience and stretch goals, but also companies that are coming out of the pandemic with momentum. Who is looking to hire a VP of Sales in January / Q1?

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Sales Hiring Scale Payment Solutions Payments 318

OpenView Labs

JULY 20, 2020

Interviewing is hard , and interviewing candidates for sales roles can be doubly so. Sales requires a mix of left- and right-brained qualities, and accurately evaluating a candidate’s skills is a challenge for hiring managers. Why is effective interviewing so important? Better interviewing = better sales teams.

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Interviewing Sales Hiring Sales Recruiting Underperforming Technical Team 73

Sales Hacker

JUNE 3, 2021

On this special episode of the Sales Hacker podcast, we have Asia Corbett , Head of Revenue of Operations at Postal.io. She’s got a really interesting story about how she got into revenue operations and why she’s passionate about it. Subscribe to the Sales Hacker Podcast. We’re on iTunes. And on Stitcher.

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Revenue Interviewing Sales 100

SaaStr

DECEMBER 16, 2020

We’ve talked a lot on SaaStr about how to make that critical hire: the VP Sales. Because you’ll lose not just some incremental revenue, but potentially far more. All the second-order revenue you could have had (6x the initial lost revenue). You’ll end up with a crummy sales team under a mis-hire.

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Sales Recruiting Sales Hiring Sales Engineering 295

Predictable Revenue

MARCH 5, 2020

Metrics have become a pillar of modern sales. From interviews, to meetings, to ones day-to-day executional tasks – metrics, in one way or another, have become a part of them all. The post The rise of the anti-metrics sales leader with Joshua Desha appeared first on Predictable Revenue.

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Metrics Sales Interviewing Revenue 205

FastSpring

APRIL 4, 2024

As an experienced sales and GTM leader, John Eitel has more than witnessed how product-led growth (PLG) has affected the tech and SaaS space in the last few years — he and his teams have been up close and personal with how PLG increased in popularity as a sales strategy. “I What success looks like for using both together.

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Scale Sales Payment Methods Merchant Services 150

SaaStr

AUGUST 26, 2020

Founder-led sales generally stops scaling around $1m-$2m ARR. A sign to hire a real sales leader. Over the years at SaaStr we’ve talked a lot about hiring a great VP of Sales, when it works, when it does, and how it moves the needle. To stick with founder-led sales longer than most folks do, i.e. past $1.5m-$2m ARR or so.

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Sales Hiring Sales Recruiting Scale Sales 280

SaaStr

OCTOBER 30, 2021

I asked Aasif Osmany to share his learnings as a top-performing SMB VP of Sales, below. I sent cold emails and LinkedIn messages and ended up with nine interviews. From those nine interviews, I received four offers. Going into the interviews, I knew what I wanted out of a job– that part was simple.

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Scale Sales Hiring Sales SMB 255

Kellblog

AUGUST 24, 2021

I recently gave a presentation at SaaSBoomi , an India-based SaaS founder community, which was structured as an interview by Freshworks social media evangelist Jayadevan P K (aka, JPK). In the interview I answer the following questions: How do you look at ARR (Annual Recurring Revenue) and its relation to the valuation of a company?

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Interviewing Metrics Social Media SaaS 128

SaaStr

NOVEMBER 28, 2020

The basic idea was to help folks who haven’t hired a VP or Director of Marketing hire the right one for a pre-Scale sales-driven SaaS company. Or sometimes an SAL commit (Sales Accepted Lead). I want to bring this up again because I interview so many VP/head/director of marketing candidates. Or SQL commit.

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Sales Hiring Scale Sales Marketing 300

FastSpring

APRIL 26, 2022

It’s likely that a finance or sales tools will be less susceptible to churn than a marketing tool, simply because it’s perceived to be more directly responsible for revenue.”. Some churn is acceptable, perhaps even necessary — especially if you’re using a more B2C-style sales approach.

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Benchmarks Churn Payments SaaS Payments 141

SaaStr

MARCH 5, 2021

Flock Safety’s Founder and CEO, Garrett Langley, and its VP of Growth, Alex Latraverse, know a bit about sales. Enough to go from 0 to 100 sales reps in about 18 months — and they’re looking to be well beyond 100 by the end of this month. The three things that led to ramping up sales at Flock Safety were: Achieving product-market fit.

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Sales Recruiting Sales Hiring Scale Sales 171

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? Interview personally and define hiring values to build your team. Use your data to inform.

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Sales Hiring Payment Services SaaS Payments Scale 222

Sales Hacker

JUNE 30, 2021

In this episode, we interview the hosts of the brand new podcast, Revenue Innovators , Mary Shea and Harish Mohan of Outreach! Revenue Innovators is a show dedicated to RevOps leaders innovating and disrupting revenue in every industry. If you missed episode 166 check it out here: Revenue Collective is Now Pavilion.

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Innovation Revenue Interviewing Branding 77

SaaStr

JANUARY 11, 2021

The moment comes when it’s time to hire your first VP Sales. We’ve talked in the past about the 48 Different Types of VP Sales , What a VP Sales Really Does , and even given you a Script to Use When Interviewing a VP Sales. So at this stage, the VP Sales, while necessary, sure looks expensive.

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Sales Hiring Scale Sales Interviewing 202

Valuize Consulting

AUGUST 2, 2021

Unfortunately, some software leaders still struggle to make the case for Customer Success as a bottom-line business imperative and showcase its ROI to the overall organization, missing out on the opportunity to drive unparalleled revenue growth. I got started in Customer Success while I was leading a pre-Sales team at Splunk.

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VP of Engineering Interviewing Metrics Scale 52

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.

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Sales Hiring Scale Technical Advisors Technical Cofounder 125

Sales Hacker

NOVEMBER 14, 2023

years as SVP, Global Sales at Klaviyo. He helped scale the sales organization from 15 to 300 people, while growing annual recurring revenue from $25m to over $450m. During Sean ‘s most recent operating role he spent 4.5

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Sales Hiring Scale Sales Interviewing 90

Sales Hacker

JUNE 17, 2021

On this bonus episode of the Sales Hacker podcast, we have Jen Nelson, the Director of RevOps at Blueboard, the world’s leading experiential reward and recognition program and there Jen created a RevOps role in which she now serves. Subscribe to the Sales Hacker Podcast. Now let’s get into this interview with Jen Nelson!

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Revenue Interviewing Communication Sales 73

SaaStr

MAY 6, 2021

Sandi Lin, CEO and Co-founder of Skilljar, and Kathy Lord, its CRO, know a thing or two about Chief Revenue Officers. You might never have considered a Chief Revenue Officer (CRO) because it’s not been a common role until very recently, and because you might not have the kind of revenue that needs its own manager.

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Sales Hiring Sales Recruiting Interviewing Revenue 230

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.

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Sales Hiring Sales Recruiting Scale Headcount 248

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.

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Scale Sales Hiring Sales Recruiting Sales 160

Sales Hacker

MAY 9, 2022

It takes a deep understanding of both the art and science of sales engagement for a company as large as Adobe to successfully transition from in-person sales to a remote model. Join us as we discuss: Storytelling in sales and bringing your authentic self. Shifting from in-person sales to remote sales. Cheryl Turja.

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Sales Innovation Interviewing Education 70

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. Leandra Fishman, Chief Revenue Officer at Intercom.

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Interviewing Underperforming Technical Team SaaS Scale 75

SaaStr

MAY 27, 2022

41% of you have sales do some customer onboarding, not just CS or other specialists. Should sales just disappear once the contract is signed? #5. On average, you got a 33%+ boost in revenue when you hired your first VP of Sales. Hire a great VP of Sales, and revenue goes up. So yes, it always works.

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Sales Hiring Pricing Scale Interviewing 280

SaaStr

MAY 24, 2022

VCs funded startups in a day, with limited diligence, sometimes at 100x revenue for the hottest of deals. What we used to do, from ‘05-‘19: Do 30 interviews per position, ideally. Then when everything super boomed in 2H’20 and ‘21 it went kind of like this: Do 3-4 solid interview for a position, not 30. Find 3 good ones.

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Sales Hiring Sales Recruiting Interviewing Startup 250

Sales Hacker

MARCH 8, 2018

Sales interviews are nerve-wracking. You may have to pass on hundreds of excellent sales hires—it’s definitely frustrating. Hopefully, these 5 tips will help you avoid many of the pitfalls I see candidates falling into, and drastically improve how you prepare for a sales interview. Sales interview must-dos

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Sales Hiring Interviewing Sales Recruiting Underperforming Technical Team 69

Sales Hacker

JUNE 7, 2022

So how are sales and revenue leaders at high-growth startups solving these challenges? I’ll share some practical tips from revenue leaders at high-growth startups in the US. Grown their sales teams by 80% – 400%. Read: How to Train Your HR Department to Hire Quality Sales Reps. Proof of concept.

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Sales Hiring Revenue Marketing Interviewing 73

Sales Hacker

JUNE 11, 2021

Sales Hacker’s new podcast — Revenue Innovators — is coming to your eyes and ears this summer! Your hosts are none other than Outreach’s Mary Shea (VP, Global Innovation Evangelist) and Harish Mohan (SVP, Revenue Excellence & Operations). Why call it Revenue Innovators? Please enjoy this interview with Mark!

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Revenue Innovation Interviewing B2B 56