SaaStr

FEBRUARY 25, 2025

The Best Speakers In The World With hundreds of sessions from proven SaaS leaders who have scaled companies to significant revenue milestones, SaaStr Annual offers practical, actionable insights you won’t find elsewhere. Finding and recruiting top talent is consistently ranked as one of the biggest challenges for growing SaaS companies.

Sales Recruiting 180

Sales Recruiting Scale CTO Hire Sales Hiring 180

SaaStr

JUNE 21, 2024

Sam Blond, the former CRO at Brex with 15 years in tech sales, took the stage at SaaStr Europa 2024 to share nine easy sales concepts that so many get wrong. Sam got his first job in tech sales as an SDR for Jason Lemkin’s company, EchoSign, which later sold to Adobe and launched his career. They did this right at Brex.

Sales Recruiting 290

Sales Recruiting Sales Hiring Scale Outsourced Development 290

SaaStr

JANUARY 21, 2020

Justin Welsh, former SVP of Sales at PatientPop explains how he started in SaaS in 2009 as the second sales hire at Zocdoc. Justin used Sales Culture to grow a successful PatientPop team to 140 employees and 55 million in revenue. Justin Welsh | SVP Sales @ PatientPop. I was a local sales manager or regional manager.

Sales Recruiting 328

Sales Recruiting Sales Hiring Scale Sales 328

SaaStr

JANUARY 5, 2024

In the latest episode of CRO Confidential, host Sam Blond, partner at Founders Fund and former CRO at Brex, sits down with Ashley Kelly, VP of Global Sales Development at Rippling. For context – Ashley had previously helped Sam scale Brex’s outbound sales from $2M to over $300M in ARR as Senior Director of SDR.

Sales Hiring 311

Sales Hiring Sales Recruiting Scale Outbound Sales Team 311

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. Here are some things to remember when you think about scaling your next big SaaS company.

Sales Recruiting 247

Sales Recruiting Sales Hiring Scale Sales 247

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. The distraction of building a real sales team isn’t worth it yet.

Sales Hiring 326

Sales Hiring Sales Recruiting Scale Sales 326

SaaStr

SEPTEMBER 20, 2024

What are the top 10 mistakes founders are still making today when hiring their VP of Sales? In this post, we’ll delve into the common pitfalls founders encounter when hiring a VP of Sales. 1: You Can’t Stay Founder-Led Sales Forever. . #1: 1: You Can’t Stay Founder-Led Sales Forever. This one is newer.

Sales Hiring 304

Sales Hiring Sales Recruiting Scale Technical Review 304

SaaStr

FEBRUARY 11, 2021

In SaaS, #1 most common misfire, with a bullet, is the VP/head of sales. It goes something like “You’ve Got to Get Past the Carcass of Your First VP of Sales” or “It’s The Second VP of Sales When You Really Start Selling” or variants thereof. Because in SaaS start-ups, it seems like the majority of first VP Sales fail.

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Sales Hiring Scale Sales Recruiting Sales 363

SaaStr

JUNE 27, 2024

What does it take to scale a team from 2 to more than 1,100 people in just a few short years? Job Stopped Participating in Every Interview Early On Many founders still interview everyone when their company is at 200 or 300 people. When Remote had 120 people two weeks into 2021, they planned to scale to 600 that year.

Scale 261

Scale Sales Hiring Scaling Sales Recruiting 261

SaaStr

JANUARY 31, 2022

Having learned from thousands of customers and prospects, Sarah Lash, Envoy’s head of enterprise sales, will talk about what it takes to guide and scale enterprise sales programs during an uncertain future. In my first six months at Envoy , I grew the sales team from six to 17. Combine Strategies To Drive Sales.

Sales Recruiting 246

Sales Recruiting Sales Hiring Scale Enterprise 246

SaaStr

OCTOBER 3, 2022

Imagine a coverage model, from end to end, for the full customer life cycle: from demand generation to sales to post-sales. Sales Cycle. This includes everything from inside sales to account executives to strategic asset allocation. Post Sales. Execution is not just a sales process. Land the account.

Scale 273

Scale Sales Hiring Sales Recruiting Scaling 273

FastSpring

FEBRUARY 6, 2025

In this episode of Growth Stage, we interview Lizzie Mintus Founder and CEO of Here’s Waldo Recruiting and host of The Heres Waldo Podcast about her thoughts on: The most effective recruiting strategies for SMBs. Podcast Full Interview: Audio Listen online or find it on more podcast services. Jump to video.

SMB 107

SMB Sales Recruiting Branding Sales Hiring 107

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. A data-driven framework for scaling. Mark’s latest ebook, The Science of Scaling , outlines a precise framework for success.

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Scale Scaling Sales Recruiting Sales Hiring 226

SaaStr

OCTOBER 5, 2020

There’s a common thinking that sales teams should be relatively high churn. That the bottom 15-20% of the sales team almost has to churn each year, because it’s survival of the fittest. At Salesforce, at Box, the bottom end of the sales team churns out each year. First, do sales reps really compete with each other?

Scale 293

Scale Sales Hiring Sales Recruiting Sales 293

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.

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Sales Recruiting Sales Hiring Scale Customer Success 281

SaaStr

MARCH 22, 2022

This requires effort from your entire organization, and Handshake VP, Employer Partnerships Jessica Peluso outlines some changes that you can make to your brand, and your application, interview, and offer process that will help find the talent you are trying to attract and hire. Below is the transcript of Jessica’s session.

Sales Hiring 261

Sales Hiring Sales Recruiting Scale Sales 261

SaaStr

JANUARY 24, 2024

She was hired because they saw a bit of softening in new business growth, and she came to help diagnose what was going on and help scale the business. Lattice had a product-led growth flow on the website while the sales team was still trying to sell the PLG companies The good news is Lattice had a lot of activity and initiatives at play.

Scale 273

Scale Sales Hiring Scaling Revenue 273

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. In this interview, David Sacks talks about how 70-80% of investor time is spent looking at AI.

Scale 284

Scale Sales Hiring Sales Recruiting AI 284

Tom Tunguz

NOVEMBER 24, 2018

You might have a few account executives and a sales leader in place; maybe some revenue and a handful of customers. The sales team costs real money, and the question before the company is: how do you know what quota plan to assign to the account executives? Stage 1: Management by Objectives.

Compensation 195

Compensation Sales Recruiting Sales Hiring Scale 195

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 300

Sales Hiring Sales Recruiting Scale Headcount 300

Sales Hacker

DECEMBER 17, 2024

Building ‘opinionated products’ and the importance of customer intimacy Lessons learned from scaling Twitter’s ad business from zero to $650 million in three years. 15:41) Scaling Twitter’s ad business and managing hyper-growth. (26:54) Plus, an analysis of the top 75 trending sales AI tools.

Scale 99

Scale Engineering Acquisition Scaling 99

How To Buy Saas

MAY 21, 2025

Whether youre a startup , an SMB , or a global enterprise , the right ATS can streamline your recruitment process, save time, and help attract top talent in a competitive market. Modern ATS software automates tedious tasks like job posting, resume screening, and interview scheduling, freeing HR teams to focus on engaging with candidates.

Systems Review 52

Systems Review Sales Recruiting Sales Hiring Technical Review 52

SaaStr

MAY 31, 2024

1: How Sales and Marketing Have Shifted Since 2020 Expectations and the types of people working in SaaS have shifted over the past few years, and much more in sales, marketing, and customer success. . #1: At scale, this is a jigsaw puzzle,” he said. I can leave my horrible sales job making $240k OTE and be a solopreneur.

Sales Hiring 302

Sales Hiring Sales Recruiting Marketing Scale 302

SaaStr

JULY 1, 2021

It became a part of our interview questions. Then trying to maintain that as we scale is always the challenge. What questions do you ask in the interview? Josh : I made probably the first 50, 60 offers in the company personally, and that does not scale. What is our core philosophy? What makes us unique, different?

VP of Engineering 293

VP of Engineering Sales Hiring Sales Recruiting Underperforming Technical Team 293

SaaStr

JULY 15, 2022

Jason recently opened up an AMA on Twitter Spaces to answer questions about scaling from $1M to $10M. We did a good AMA on this scaling at SaaStr Europa in Barcelona, a couple weeks back. That will scale, and then take those emails after four great pieces of content and do a weekly webinar and do a weekly get-together for them.

Scale 293

Scale Outsourcing Services Sales Hiring VP of Engineering 293

OpenView Labs

APRIL 29, 2021

Recruiting top talent is the common denominator across all scaling startups. Nine out of 10 founders and CEOs I connect with are involved in recruiting on a weekly, if not daily, basis. Many of them are learning on the fly and trying to juggle being CEO and Chief People Officer/Lead Recruiter/Brand Evangelist all at once.

Sales Recruiting 81

Sales Recruiting Outsourcing Services Sales Hiring Scale 81

SaaStr

APRIL 7, 2022

The company scaled from a hundred people to 800, last I know, but it changes every day. We took the series A, interesting enough, the first executive hired by, thanks to the sales coaching, actually was marketing. Growth for us is about massive scaling and hiring. Bobby Patrick: Right. Luciana: It has been quite a journey.

Sales Hiring 274

Sales Hiring Scale Sales Recruiting Outsourcing Services 274

Sales Hacker

AUGUST 29, 2019

Have you ever wondered how other sales professionals are tackling their roles? Today, we’re pulling back the curtain on the day-to-day for a sales recruiting firm owner, and for that, we talked to Amy Volas. What You Sell/Quick Pitch: Taking the cringe out of sales recruiting for startups. Structuring their days?

Sales Recruiting 67

Sales Recruiting Sales Hiring Scale Sales 67

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 160

Scale Payment Services Payment Methods Scaling 160

SaaStr

NOVEMBER 12, 2019

I started a software company in college to make it easy to update websites called Content Management Software Now, and I had this idea for Pardot, I wanted to make it easy for marketers to run campaigns online and measure their results. SalesLoft, why was that Pardot, I tried to recruit this guy, Kyle Porter, to come run sales at Pardot.

Sales Recruiting 190

Sales Recruiting Scale Outsourcing Services Sales Hiring 190

Totango

MARCH 15, 2022

Efforts to scale customer success team activity often fall short because of failure to avoid common mistakes. Your human resources practices, your project management procedures and your technology strategy all need to come together in order for you to scale up without overextending yourself.

Sales Recruiting 102

Sales Recruiting Customer Success Sales Hiring Scaling 102

SaaStr

JUNE 11, 2019

And that’s really good when you’re scaling part of the team that looks like yourself. But when you need a CFO, let’s say, or you need an outstanding VP of engineering or maybe a VP of sales, which is even more different to find for an engineer, you don’t know who these people are. One, a VP sales.

Merchant Services 273

Merchant Services Part-Time VPE Sales Hiring Scale 273

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 146

Scale Sales Hiring Sales Recruiting Technical Advisors 146

Chart Mogul

JANUARY 9, 2025

So read on, and hopefully, your SaaS sales journey will be less about trial and error and more about steady progress toward success. Whats important to note is that each model targets a distinct customer persona and, therefore, has a unique approach to the customer journeyfrom brand awareness to sales and, ultimately, conversion.

Scale 52

Scale Sales Hiring Startup Sales Recruiting 52

Intercom, Inc.

JUNE 21, 2018

Whether you’re at an early-stage startup that’s just made its first sales hires, or part of a fast-moving sales team in a large organization, the key to success often comes down to efficiency. Then, the sales team went to work. When making a sales hire, Max pays attention to the way candidates approach getting the job.

Sales Hiring 183

Sales Hiring Scale Sales Recruiting Technical Advisors 183

Intercom, Inc.

MARCH 8, 2018

In a time where buyer behavior has rendered cold calling nearly obsolete, successful sales prospecting begins with using tools like live chat and social media to build relationships. He’d go on to become the VP of Sales at Sprinklr, guiding the company through its own high growth period, before striking out on his own.

Social Media 186

Social Media Scale Sales Hiring Sales Recruiting 186

Sales Hacker

APRIL 5, 2021

In 2020 I was building my sales team at Livestorm , and at the time we were going through a big hiring boom. For the first time in my life, I was in charge of vetting and hiring new team members at scale. Over the course of time, I’ve interviewed and talked to hundreds of sales candidates. First impressions still count.

Sales Hiring 120

Sales Hiring Sales Recruiting Company Culture Interviewing 120