SaaStr

JUNE 17, 2023

The toughest part in the end is always recruiting. Recruiting. Over time, that’s recruiting more and more senior folks, so the target changes. As your company scales, you’ll start to hit 15%+ attrition in your employee base just naturally each year. You’ll have to be recruiting new ones all the time.

Sales Recruiting 174

Sales Recruiting Scale Compensation Business Model 174

SaaStr

MARCH 7, 2021

I thought it would be worth drilling down deeper into each of them, and sharing the learnings and mistakes: 1/ Spending less time fixing things, more time recruiting senior folks to own them. No one spends enough time recruiting as it is, after $1m ARR or so. Yes, you can manage the sales team yourself. You can do this.

Part-Time VPE 264

Part-Time VPE Sales Recruiting Sales Hiring Scale 264

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

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 225

Sales Hiring Sales Recruiting Marketing Scale 225

Sales Hacker

JANUARY 20, 2022

Strong sales reps are the lifeblood of your business and how you choose to invest in them matters. For frontline sales managers, attributes like competency, quality of work, ease of execution, and length of contribution indicate reps’ overall job success, but you can’t rely on those inputs to tell you if they are personally satisfied.

Sales Recruiting 101

Sales Recruiting Scale Retention Sales 101

SaaStr

AUGUST 7, 2020

A few factors that contribute to high-performing sales teams: High quota attainment. The best startups invest in their sales teams and work hard so most of the reps hit and exceed quota. Turning over a sales team is very hard on the organization. A great VP of Sales is worth her weight in gold.

Sales Hiring 317

Sales Hiring Scale Sales Recruiting Compensation 317

SaaStr

NOVEMBER 12, 2022

I’ve had the privilege to invest one way or another in about 35 SaaS companies, both as a VC and as angel. They understand why they got “No”s in the early, pre-traction days, and even, in the early-ish days when they had a handful of customers but wasn’t really taking off yet (my favorite time to invest).

Scale 339

Scale Sales Recruiting Machine Learning Artificial Intelligence 339

SaaStr

MAY 31, 2021

” now we have a strong team, enough revenues to start taking things more seriously, and a global (if accidental) footprint. I’ve also invested in 24+ next-generation SaaS companies, mostly successes, and had a chance to watch and learn from them as well, with a new lens. Sales — Not Easier. I’m not.

Sales Recruiting 320

Sales Recruiting Sales Hiring Scale Branding 320

SaaStr

JANUARY 25, 2021

And then, I would have invested more wisely in Year 1 especially. Not Hiring 2-3 Sales Reps to Start. More on that here: When You Hire Your First Sales Rep — Just Make Sure You Hire Two. Scaling Too Slowly — and Too Quickly. But I also tried to scale up too quickly after our Series A.

Sales Recruiting 264

Sales Recruiting Sales Hiring Scale SaaS 264

SaaStr

JULY 25, 2021

They talked about product adoption, sales alignment, freemium models and lessons they have learned throughout their successful SaaS careers. As two CEO who love the art of sales and scaling, this one really was special. And now it’s all about like, can you really scale and execute? Dev Ittycheria : Thank you.

Sales Recruiting 247

Sales Recruiting Sales Hiring Scale VP of Engineering 247

SaaStr

JANUARY 27, 2021

The advice and thinking that leads you to make important mistakes there really is no need to make: “Ask VCs for Advice When You Want Money, Money When You Want Advice” I don’t know who started this, but they must be smarter and more perceptive than me. In one sales cycle, or less. Not always, but usually.

Part-Time VPE 297

Part-Time VPE Sales Hiring Scale Sales Recruiting 297

SaaStr

AUGUST 25, 2023

On top of that, founders are full of excuses preventing them from scaling. 2 “Give the VP of Sales more time.” You can’t always expect a great VP of Sales to double sales in 30-60-90 days. But you have to see progress in one sales cycle. The best VPs of Sales hit the ground running. It never works, folks!

Part-Time VPE 181

Part-Time VPE Scale Sales Hiring CTO Hire 181

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 152

Scale Payment Services Payment Methods Scaling 152

Intercom, Inc.

MARCH 12, 2019

A little over a year ago, I got the opportunity to start a new team within our sales organization – a team of Relationship Managers dedicated to growing our current customers at scale. The opportunity emerged out of a shift in how we practice sales. greater revenue expansion than their counterparts who made fewer calls.

Sales Hiring 171

Sales Hiring Sales Recruiting Underperforming Technical Team Scale 171

Sales Hacker

MARCH 17, 2021

While every entrepreneur dreams of scaling their startup into a multi-million dollar company, many do not understand all that goes into that dream. Getting past the first stage of revenue growth and building an initial customer base is the easy part, but what happens when you hit a revenue plateau and can’t seem to take that next step?

Scale 96

Scale Revenue Startup Sales Recruiting 96

SaaStr

APRIL 5, 2021

Because at this scale, there will be room at the bottom. But then the leaders break through, achieve Scale, and the outlines become clear. And at a sales perspective, they’ll move to optimizing revenue per lead, over closing every possibly lead. Harder to Recruit. Not usually. More on that here.

Scale 239

Scale Sales Recruiting Underperforming Technical Team Pricing 239

Sales Hacker

NOVEMBER 4, 2020

I was the new Vice President of International Sales & Managing Director for a work management software company called Wrike. Starting Your International Sales Team. The key to starting an international sales team is having the right people in your landing team. A mercenary is driven by the sale.

Sales Hiring 103

Sales Hiring Scale Sales Recruiting Sales 103

SaaStr

DECEMBER 3, 2020

403: Sam Taylor is the VP of Sales and Success @ Loom, the startup that helps you get your message across by making it easy to record instantly shareable videos. As for Sam, prior to Loom, Sam spent over 4 years at Salesforce following their acquisition of Quip, a startup Salesforce acquired for $750M where Sam was also the 1st sales leader.

Scale 173

Scale Sales Hiring Sales Recruiting Sales 173

InsightSquared

MAY 15, 2019

It’s one of my favorite questions to ask a fellow professional in sales operations. Insurance sales rep. Account Manager. Sales Operations is Still Developing. Sales operations as a profession is growing, yet it is a comparatively new function in businesses. Sales Ops is Many Disciplines in One.

Sales Recruiting 110

Sales Recruiting Scale Technical Review Sales 110

Tom Tunguz

MAY 15, 2017

How much revenue do you want to book for your SaaS startup next quarter? It’s another thing altogether to have the sales team staffed to close that amount of business. The bookings capacity of the business is the amount of business a sales team should book in a certain period. So does recruiting time.

Sales Hiring 114

Sales Hiring Sales Recruiting Scale Sales 114

Buffer Resources

SEPTEMBER 11, 2023

This trend leverages social media platforms to build connections and establish meaningful relationships with potential business prospects — and when it comes to social selling, LinkedIn is the MVP. It’s the first impression you’ll make on prospective employers, clients, partners, or investors — so make it count.

Sales Recruiting 134

Sales Recruiting Sales Hiring Scale Social Media 134

SaaStr

FEBRUARY 7, 2023

Nabbing enterprise clients could mean fewer deals to reach revenue goals. Just one enterprise client could lead to more thanks to the power of word-of-mouth and familiarity — “If this enterprise company likes their solution, then I’ll probably like it too.” Before you rush in for the sale, you need to assess everything.

Enterprise 139

Enterprise Technical Review Sales Recruiting Scale 139

User Pilot

MAY 30, 2024

Overlapping responsibilities and conflicting priorities are just a couple of the many friction points between product managers and product marketing managers – leading to inefficient workflows and potential product failures. What are some key differences in priorities between PMs and PMMs?

Product Marketing 103

Product Marketing Interviewing Management Scale 103

SaaStr

NOVEMBER 25, 2019

With Dreamforce and SaaStr Europa and Scale behind us, little tiny Team SaaStr is 100% focused on 2020 SaaStr Annual. On everything on how to get more leads, do ABM right, work with mentors, build a world-class CS team, and so much more. Women in Revenue Sessions. Recruiting Fair. The headline metrics: 15,000+ attendees.

New CTO 259

New CTO Sales Recruiting CTO Coach Scale 259

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 136

Scale Sales Hiring Sales Recruiting Technical Advisors 136

Intercom, Inc.

OCTOBER 7, 2021

In 2018, it became clear we needed to scale, and fast – our APAC customer base had increased more than 900%, and about 10 to 12% of the company’s revenue was already there. Liam: Samira Alamudi is a Sales Development Manager in our Sydney office as part of the Asia Pacific or APAC team. Offices come later.

Sales Recruiting 118

Sales Recruiting Scale Sales Hiring Customer Support 118

FastSpring

AUGUST 23, 2019

With the right planning and strategy in place, investing in an affiliate program is a great way to scale a software company and drive more online sales. In our latest webinar, FastSpring Affiliate Marketing Manager Mark Jacobs, guided attendees through the exciting world of affiliate marketing.

Sales Recruiting 87

Sales Recruiting Scale Software Sales 87

SaaStr

MARCH 18, 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. Here’s what Claire talks about: How to avoid trapdoor decisions when scaling. Lessons for scaling high-growth organizations.

Scale 116

Scale Payment Services Payment Methods Sales Hiring 116

Natalia Luneva

NOVEMBER 24, 2021

On this episode of the podcast, I interview Arthur Nobel and we discuss scaling SaaS companies. Arthur is a Principal at Knight Capital – an investment firm that specialises in B2B software businesses. What we discovered is companies sometimes struggle with scaling so we dived into the reasons for that.

Scale 52

Scale Scaling Sales Recruiting SaaS 52

Sales Enablement, SaaS and Growth

JUNE 26, 2018

Today, everyone working in and around sales and marketing knows that bots are hot, in vogue and quite simply, of the moment. In my role leading sales enablement at HubSpot in EMEA, we deliberately carve out time to think about ways to leverage tools, technology and software that will make sales reps more effective.

Sales Enablement 100

Sales Enablement Scale Sales Recruiting Sales Hiring 100

User Pilot

JULY 27, 2023

Account Managers: They serve as the lead point of contact for all customer account management matters. Product Marketing Manager: This person is tasked with developing product marketing campaigns , crafting compelling marketing messages, and coming up with ideas to retain customers.

Sales Hiring 98

Sales Hiring SaaS Payments Sales Recruiting CTO Hire 98

Intercom, Inc.

MAY 13, 2021

Few people have more experience with this move than Linda Lin , Director of Customer Success at the revenue intelligence platform Gong. Although Linda started her career in sales, she has spent the past twelve years scaling post-sales teams and moving hyper-growth companies like Zendesk, Slack, and now Gong upmarket into the enterprise realm.

Scale 177

Scale Customer Success Strategy Sales Hiring 177

Mucker Capital

APRIL 2, 2024

In this Mucker Growth session, Mike Genstil with ValueCore delves into the concept of value selling and its application in enterprise sales. As a founder, ideally you want your sellers, marketers, and product leaders aligned in transforming product features into value-based messages to accelerate sales cycles and secure corporate deals.

Sales Recruiting 52

Sales Recruiting Technical Review Enterprise Cybersecurity 52

Sales Hacker

SEPTEMBER 30, 2020

Companies were growing their sales organizations and bringing in more revenue. Companies everywhere have frozen their hiring and laid off workers — with sales reps often among the first to go. I’ll be honest: as the leader of a sales-focused recruiting company, this has been tough for me and my team.

Sales Hiring 97

Sales Hiring Scale Sales Recruiting Sales 97

Andreessen Horowitz

OCTOBER 16, 2023

One of the toughest challenges for founders — and especially technical founders who are used to focusing so much on product features over sales — is striking “product-market fit”. So in that shift from product-market fit to product-market-SALES fit, how much should you optimize your go-to-market for product… and even the other way around?

Product Marketing 80

Product Marketing Scale Sales Hiring Sales Recruiting 80

Valuize Consulting

JANUARY 25, 2024

In the rapidly evolving B2B recurring revenue economy, the focus on Digital Customer Success is more pertinent than ever. Greg, Karen and Leah generously shared their learnings, challenges and triumphs in building, scaling and maturing their Digital CS programs.

Customer Success 52

Customer Success Sales Recruiting Scale Strategy 52

FastSpring

AUGUST 2, 2019

Starting, or investing in, an affiliate program is a great idea for just about any online business. For software and SaaS companies, in particular, having the right affiliate partners can help them scale their business to the next level by driving more online sales. How to recruit the best affiliates for your unique program.

Sales Recruiting 60

Sales Recruiting Scale Software Sales 60