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Dear SaaStr: What Are Your Top Tips to Building Your First Sales Team?

SaaStr

Dear SaaStr: What Are Your Top Tips to Building A First Sales Team? It doesn’t matter how polished their resume is or how smooth they are in interviews. Later, you can develop formal training processes, but in the beginning, your involvement is critical. Let them hire a diverse, heterogeneous team and give them room to run.

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How to Train Your Sales Leaders: Key Learnings from HubSpot and BILL with Michelle Benfer

SaaStr

Having led sales teams of 500+ at BILL and 800+ at HubSpot, Michelle has unique insights into what makes great frontline managers and why investing in them is crucial for sustainable growth. “Some teams consistently sold more enterprise SKUs, others had high volume but low ACV. Shaping and maintaining company culture.

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The Future of AI in SaaS Sales with Henry Schuck, CEO of ZoomInfo and SaaStr CEO Jason Lemkin

SaaStr

On the topic of building SaaS companies, Henry kicks off the conversation with: “I think a lot of bootstrapped founders who are less capital infused have to actually be great at developing their people. “The best hack,” Jason adds, “is not recruiting one management team. It’s recruiting five or six.”

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AI, Sales + GTM in 2025/2026: This Changes Everything with Jason Lemkin and Owner CRO Kyle Norton

SaaStr

By the end of this quarter, team members who aren’t genuinely AI-curious should be let go. The 50/50 Team Is Coming Fast. CROs will need to manage teams that are 50% AI agents and 50% human by end of year. The performance distribution in sales teams will become dramatically wider, forcing tough talent strategy decisions.

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The Early Days: How Veeva Hit $100m ARR With Just $3m Raised — And a Deep Vertical Focus

SaaStr

Veeva is the dominant cloud software provider for life sciences – serving pharmaceutical, biotech, and medical device companies with mission-critical applications for drug development, clinical trials, regulatory compliance, and commercial operations. Don’t get discouraged.” It took Veeva about three or four years.”

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The Early Days: 5 Things Vanta Got Right, And 5 It Got Wrong, Getting to First $10m ARR

SaaStr

When validating Vanta’s initial concept, Christina didn’t just conduct interviews or send surveys. ” This approach gave them insights no amount of customer development interviews could provide. The lesson: you can’t pause business development for team building—you have to do both simultaneously.

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The $939B Question: Is AI Eating SaaS or Feeding It?

SaaStr

The Infrastructure Bypass Midmarket software companies are caught in a “pressure cooker” with fast-moving AI startups developing applications far more rapidly than traditional software companies on one side, and tech giants investing billions in proprietary AI tools on the other.

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