SaaStr

APRIL 19, 2019

In our NEW Ultimate Guide For Scaling, Sales and Raising Capital: 100 SaaS Questions Answered , we compile the most helpful, tactical advice to help you scale your startup. Download the Ultimate Guide for Scaling, SaaS and Raising Capital. . The post The Ultimate Guide For Scaling, Sales and Raising Capital in SaaS is Here!

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Scale Sales Hiring Scaling Sales 54

SaaStr

DECEMBER 20, 2024

What’s great about high-volume sales at that scale is the pattern recognition,” Michelle shared. Set clear goals to ensure that your frontline managers are executing properly in their interviewing and hiring cycles, and measuring the impact of their new hires every 6 months.

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Sales Hiring Scale Underperforming Technical Team Sales 260

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.

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Scale Sales Hiring Scaling Sales Recruiting 261

SaaStr

OCTOBER 10, 2023

On a sales front, how do you evolve past founder-led sales, or together with it, so that you can scale your organization? PST, Laura Connell, Partner at Atomico, shares how to scale beyond founder-led sales on your path to Series B. It’s not a repeatable process, and it doesn’t scale. Time is the enemy.

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Scale Sales Hiring Scaling Sales 277

FastSpring

JANUARY 23, 2025

In this episode of Growth Stage, we interview Flippa CEO Blake Hutchison about how Flippa works, as well as insights on what you should know if you’re a digital business owner looking to sell your business. Podcast Full Interview: Audio Listen online or find it on more podcast services. And that’s substantial scale in.

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Scale Entrepreneurship Scaling Underperforming Technical Team 120

SaaStr

AUGUST 21, 2021

In the age of the customer, how can growing companies scale their CX efforts over time and through expansion? Ginger Conlon, the Director of Thought Leadership at Genesys, interviews Hubspot CEO, Yamini Rangan, about best practices in delighting customers and aligning efforts across the organization. #1 Key Takeaways.

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Scaling Enterprise Company Culture Interviewing 284

SaaStr

MARCH 23, 2025

5 Key Learnings from Scaling from 3 to 75 Go-To-Market Team Members in Less Than 12 Months The latest SaaStr CRO Confidential is out and Sam Blond did a great deep dive with Graham Mareno, VP of Worldwide Sales at Codeium. The 5 Key Elements of Codeium’s GTM Scaling Playbook 1. What is Codeium and Windsurf?

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Sales Recruiting Sales Hiring Scale AI 242

Intercom, Inc.

DECEMBER 22, 2020

This year, we launched Scale , a new content strand focusing on how industry leaders are propelling their companies forward by keeping their customers front and center. . When we created Scale, we had no idea what the year would hold in store; we simply knew that investing in long-term customer relationships was the key to success.

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Scale Scaling Customer Support Interviewing 220

SaaStr

AUGUST 2, 2021

Aneesa Sayall (VP of Strategic Operations Customer & Partner Org at ServiceNow) interviews Lara Caimi, the ServiceNow Chief Customer & Partner Officer, about the journey to $15 billion and how building partnerships help propel the business. And remember to scale. You scale the hell out of it. ServiceNow Takeaways.

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Outsourcing Services Scale Scaling Outsourced Development 284

SaaStr

MARCH 3, 2023

At SaaStr APAC 2023, Scott Pugh, VP of Sales at Figma, shared how to scale these two sales teams while building culture. Pugh’s strategy is simple, albeit not always easy: Recruitment — how to hire the best talent to scale your sales organization. Diversity is really important when scaling. Create a buddy system.

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Scale Sales Recruiting Sales Hiring Scaling 273

SaaStr

APRIL 4, 2022

Weimer organizes her team at Podium by the seven pillars of revenue marketing: Marketing Operations: Marketing operations cover scaling of the campaign execution process, marketing tools, forecasting, attribution and reporting, and driving improvements to campaign quality metrics and infrastructure. . Affecting change in the sales ecosystem.

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Scale Revenue Scaling Marketing 274

Tom Tunguz

SEPTEMBER 8, 2022

That result alone should encourage rethinking of AE interviewing. It formed the basis for a career at HubSpot predicated on consistent quantitative analysis to scale the go-to-market, which he detailed in the Sales Acceleration Formula in 2015. I think it’s still one of the best books on how to repeatably scale sales teams.

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Sales Hiring Sales Recruiting Scale Marketing 349

SaaStr

OCTOBER 3, 2022

For key or small businesses, scale down the number of resources you bring to bear. To this end, their hiring journey—from sourcing to interviewing to offering—should be as seamless as possible. Try to attach data to every action and make your plays repeatable at scale. You don’t need to apply the full coverage model to everyone.

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Scale Sales Hiring Sales Recruiting Scaling 273

Intercom, Inc.

SEPTEMBER 10, 2020

Applying data and science to scaling has become easier because of the shift that’s happened in the software industry over the past 15 years, from outside sales to inside sales. 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

MARCH 16, 2025

Hire for the Stage Youre At Early on, you dont need someone whos scaled a company from $100M to $1B. Force Yourself to Interview 30 Candidates for VP Roles Yes, 30. Use Screening Filters Create simple tests to weed out unqualified candidates before the first interview.

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Software Review Interviewing Engineering Startup 162

SaaStr

JANUARY 18, 2023

Unicorn companies often need to scale quickly to meet the demands of their rapidly growing customer base. Yet, scaling a company isn’t always about hiring more people. Instead, conduct thorough reference checks and recruit more qualified candidates to interview. Attaining unicorn status can be incredibly difficult.

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Scale Underperforming Technical Team Scaling Interviewing 246

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. While it may seem smart when you have five or fewer salespeople to sell anything and everything between $3k and $100k, that won’t scale. Attune sellers for one or the other.

Scale 273

Scale Sales Hiring Scaling Revenue 273

Intercom, Inc.

DECEMBER 10, 2020

Not only is it the name for his own interview series, it’s the evolution of his own thinking about the attributes that leaders need today. If a company has lots of small customers, then managing those touchpoints can become challenging as you scale. Understanding customer outcomes at scale.

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Scale Customer Success Scaling B2B 223

SaaStr

AUGUST 31, 2022

The stage of scaling from $10 million to $100 million ARR may seem like a daunting task, but it is an exciting one. Pieterjan Bouten, Co-Founder and Executive Chairman at Showpad, reveals lessons learned and mistakes to avoid while scaling your business. As you scale, you’ll have more stakeholders to manage and unify.

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Scale Underperforming Technical Team Scaling Company Culture 246

SaaStr

JULY 29, 2022

Jason recently opened up an AMA on Twitter Spaces to answer questions about how to scale faster. And I’ve watched them fairly quickly scale, to soon they’ll be at 10 million in revenue. As they scaled, they radically changed how they did sales. Jason Lemkin: Okay. Let’s get it going. Times are good.

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Scale Scaling Sales Hiring Enterprise 273

SaaStr

SEPTEMBER 13, 2020

And what I wish I’d done better as a SaaS CEO: Force yourself to interview 30 candidates for each VP position. You’ll have to, to get through 30 interviews. After each of those 30 interviews — email over a note on your feedback. Do that extra podcast, that extra event, that extra blog post, that extra press interview.

Sales Recruiting 363

Sales Recruiting Sales Hiring Interviewing Scale 363

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) Has the org scaled? And so the ramp was just bananas.

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Scale Engineering Acquisition Scaling 101

SaaStr

APRIL 2, 2019

She will share her top 5 lessons learned in building and scaling SaaS businesses from $1M to $500M in ARR including expanding to serve upmarket customers, moving from product to platform, and how to hire well to drive breakthrough customer experiences and business growth. And by that I mean, put people in the job.

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Scale Sales Hiring Scaling Strategy 248

SaaStr

MAY 10, 2024

Keep Your Hiring Standards High Interviewing is believed to be the most predictive part of the hiring process, but it actually isn’t. Part of the reason we fail at this is the average interview is only about 10% better than flipping a coin and predicting job success. Scored – all interviewers use a scorecard.

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Sales Hiring Scale Sales Interviewing 245

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. Sessions typically focus on real metrics, strategies, and lessons learned, not theoretical concepts.

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Sales Recruiting Scale CTO Hire Sales Hiring 195

SaaStr

NOVEMBER 18, 2021

With nearly a full hour of Q&A with a phenomenal communicator as our guest, our “Off The Record” interview with Pat Grady (Partner at Sequoia Capital) surfaced a number of actionable insights for Founders. We’ve excerpted 10 key highlights from our interview below: #1 – Habits Of Exceptional CEOs.

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Scale Company Culture Interviewing Finance 335

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.

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Scale Outsourcing Services Sales Hiring VP of Engineering 293

SaaStr

DECEMBER 15, 2023

All day we’ll get 25 of the Best Apps and Best Vendors in SaaS together live with the SaaStr community to show hundreds of CXOs and thousands of SaaS execs why to use your app. We have limited space for a handful of Gold sponsors to host 15-minute demos.

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Scale Interviewing Trends Innovation 300

SaaStr

JANUARY 5, 2024

For context – Ashley had previously helped Sam scale Brex’s outbound sales from $2M to over $300M in ARR as Senior Director of SDR. Ashley joined Brex at $2M in ARR, and she was tasked with taking what existed and scaling it. Her first assignment was hiring SDRS. How do you suss out the characteristics described above?

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Sales Hiring Sales Recruiting Scale Outbound Sales Team 311

SaaStr

OCTOBER 7, 2020

As you scale up in SaaS, one thing I can almost guarantee is that you are going to hire some VPs who were either fired or quit their last role. And more importantly, change happens at start-ups as they scale. But I’ve generally found that candidates who bash their prior boss in an interview tend to do it again at their next gig.

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Sales Hiring Scale Interviewing Startup 362

SaaStr

FEBRUARY 4, 2020

So a playbook on scaling high performance organizations in 30 bit minutes. So big, big scale. Once you clarify your expectations, you really set up a good tight interview process with questions that you can calibrate equitably on and some of the questions around trust are simply, is trust given or earned? FULL TRANSCRIPT BELOW.

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Scale Underperforming Technical Team Scaling Leadership 249

SaaStr

JULY 14, 2024

Hiring and Interviewing Tips: Jason emphasizes the importance of interviewing at least 30 candidates for a role and consulting with an expert in the field to interview the final candidate. He highlights that many companies, like Canva and Asana, start with PLG but eventually incorporate a sales-led motion as they scale.

Sales Hiring 258

Sales Hiring Outsourcing Services Scale Interviewing 258

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. So how did they do it? Mistake 1: Not being honest about your talent.

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Scale Sales Hiring Interviewing Engineering 273

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. Let them grow and hire and scale as far as humanly possible.

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Scale Compensation Interviewing Scaling 293

SaaStr

OCTOBER 2, 2024

It’s hard to scale if you don’t. And have them interview the top 1-2 candidates for each role. Dear SaaStr: Why Do Founders Hire So Many Terrible VPs that Mislead Them? I think it’s a combination of three factors: Trusting your team. Needing a team. You can’t do it all yourself. Because … then you don’t know. They’ll know.

Sales Hiring 284

Sales Hiring Scale Interviewing Engineering 284

Tom Tunguz

NOVEMBER 18, 2019

These questions are also excellent interviewing questions. When evaluating candidates, use structured interviews and work projects to maximize chances of success. Structured interviews are the best predictive factor of job success with 28% correlation. The unstructured interview (let’s have a conversation!)

Product Marketing 267

Product Marketing Startup Marketing Interviewing 267

SaaStr

FEBRUARY 12, 2024

To $300k-$400k+ per employee at scale. I bet you get an interview. I thought we’d be behind them by now, that the cuts were sort of a one-off. But now everyone is focused on getting more and more efficient. So cuts continue. And business software spend is set to cross $1 Trillion this year for the first time ever!

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Sales Hiring Scale Sales Interviewing 317