OpenView Labs

DECEMBER 16, 2019

So if scaling your sales organization is a priority in 2020, here are the things you need to be aware of to make sure you do so successfully. In my experience both as a salesperson and as a recruiter, it’s primarily been four things: They want the work they’re doing to matter to them. that you’re invested in their success).

Sales Recruiting 53

Sales Recruiting Sales Hiring Scale Trends 53

SaaStr

AUGUST 7, 2021

I thought it might be helpful to assemble a checklist of 22 reasons I almost immediately pass on investing in start-ups that are still interesting. If I wouldn’t work for you … then I can’t help you recruit folks that will. You’re in sales. Recruit the VPs? Others bet on traction. And/or Late.

Sales Recruiting 336

Sales Recruiting Scale AWS Investment 336

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 310

Sales Hiring Scale Sales Recruiting Compensation 310

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 242

Sales Recruiting Sales Hiring Scale VP of Engineering 242

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

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. At Point Nine, we aspire to continuously share what we learn with our community and the extended startup ecosystem.

Sales Hiring 125

Sales Hiring Scale Technical Advisors Technical Cofounder 125

Kellblog

MAY 10, 2021

In this post, I’ll present what I view as the minimum sales management framework for an enterprise SaaS startup — i.e., the basics you should have covered as you seek to build and scale your sales organization [1]. Pipeline management rules, with an optional stage matrix. Management rules (e.g.,

Sales Hiring 111

Sales Hiring Scale Sales Recruiting Enterprise 111

OpenView Labs

FEBRUARY 3, 2022

As part of our last three annual finance and operating benchmarks surveys, we’ve asked nearly 2,000 startup founders and leaders of B2B SaaS businesses this simple question: “What’s keeping you up at night?”. It’s simply about which areas startup founders feel like they may be coming up short, not doing enough, or missing the mark.

Sales Hiring 82

Sales Hiring Sales Recruiting Scale Startup 82

Baremetrics

JUNE 30, 2021

You've got a brilliant SaaS startup idea. A startup financial model is the plan. In fact, we've already built the SaaS financial model you'll actually use — but let's take a look at why this is especially important for SaaS startups. 1 What Is a Startup Financial Model? What Is a Startup Financial Model?

Startup 98

Startup Sales Hiring Sales Recruiting Deferred Revenue 98

Buffer Resources

SEPTEMBER 11, 2023

I’ve never created LinkedIn content with the “goal” of lead generation or immediate-term sales. Another cool example I really like is Tito Bohrt — he stands out with the pseudo, “ Sales Mad Scientist ” — which demonstrates confidence and a unique identity online.

Sales Recruiting 127

Sales Recruiting Sales Hiring Scale Social Media 127

SaaStr

NOVEMBER 16, 2021

David Sacks: SaaS Background and Investments. David’s first foray into SaaS was in 1999 when he joined a startup that would become PayPal, starting as the product leader and later as the COO. In 2008, he founded Yammer, an enterprise software company that David grew to 500 employees and $60 million in sales. Head of Sales.

CTO Hire 237

CTO Hire Sales Hiring Sales Recruiting CTO 237

SaaStr

AUGUST 25, 2023

On top of that, founders are full of excuses preventing them from scaling. To some extent, if you have the hottest startup in the world, the full package, you can play some games with investors. 99% of startups aren’t that. 99% of startups aren’t that. For 99% of startups, when you want money, tell VCs you want money.

Part-Time VPE 174

Part-Time VPE Scale Sales Hiring CTO Hire 174

OpenView Labs

DECEMBER 8, 2020

According to First Round’s 2019 State of Startups report , sales leadership is the most difficult hire to make. Image: State of Startups. And with sales being a top priority for founders…. Image: State of Startups. …hiring a qualified sales leader is getting harder by the day.

Sales Hiring 81

Sales Hiring Sales Recruiting Scale Sales 81

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 124

Sales Hiring Sales Recruiting Scale Sales 124

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. We had two SDRs and one account executive.

Sales Recruiting 118

Sales Recruiting Scale Sales Hiring Customer Support 118

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. Strict sales volume does go a long way in achieving long-term revenue growth, but processes and cross-department alignment are what allow sales volumes to scale in the first place.

Scale 93

Scale Revenue Startup Sales Recruiting 93

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

OpenView Labs

MARCH 8, 2021

B2B sales involves one business selling its product to another business. Those with experience in both B2B and B2C sales know that B2B is a lot tougher—the deals are bigger, there’s often more than one decision-maker, and the competition is intense. For all those reasons, hiring and management must be on point.

Sales Hiring 80

Sales Hiring Scale Sales Recruiting B2B 80

Andreessen Horowitz

APRIL 23, 2024

At a16z’s recent Connect/Fintech event, a16z Partner Alex Immerman sat down for a broad conversation with Immad Akhund , co-founder and CEO of banking startup Mercury , and René Lacerte, founder and CEO of financial services company BILL. We’re experimenting with it, but we haven’t made a massive investment.

Payments 103

Payments Forecasting Payment Services Payment Solutions 103

Chart Mogul

SEPTEMBER 19, 2019

But sales is the one thing founders cannot oversee — without it your startup will die. Startup founders are stretched thinly like silly putty. But the one thing you must think about is sales. Without sales, your startup dies. Yet, sales is all too often a dirty word. Your first sales playbook.

Sales Hiring 93

Sales Hiring Scale Sales Recruiting Startup 93

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 99

Sales Hiring Scale Sales Recruiting Sales 99

Tom Tunguz

AUGUST 15, 2021

Invest in great managers early. Let’s compare the organizational chart of two different startups. On the left, the startup is flat. When startups start, they tend to look like the company on the left. The structure on the right divides the recruiting work in thirds.

Sales Recruiting 363

Sales Recruiting Sales Hiring Scale Headcount 363

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

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. Average salary: $46,035/yr.

Sales Hiring 98

Sales Hiring SaaS Payments Sales Recruiting CTO Hire 98

SaaStr

APRIL 23, 2019

Opening video: Hey, all these startups, they have a lot of trouble getting corporate credit cards. Anu: So, without further ado, Henrique, I know that when you first applied to YC, you actually applied with a VR startup idea, but the video showed all about credit card. Expense management was something people care about.

Sales Hiring 151

Sales Hiring Sales Recruiting Scale Payment Methods 151

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 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 94

Sales Hiring Scale Sales Recruiting Sales 94

Buffer Resources

SEPTEMBER 11, 2023

I’ve never created LinkedIn content with the “goal” of lead generation or immediate-term sales. Another cool example I really like is Tito Bohrt — he stands out with the pseudo, “ Sales Mad Scientist ” — which demonstrates confidence and a unique identity online.

Sales Recruiting 52

Sales Recruiting Sales Hiring Scale Social Media 52

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. Before Quip, Sam spent an incredible 3 years at Dropbox where he was the first enterprise sales rep in the entire company. Should you hire 2 at a time?

Scale 171

Scale Sales Hiring Sales Recruiting Sales 171

Natalia Luneva

NOVEMBER 11, 2021

How he founded Sales playbook. I founded SalesPlaybook after getting frustrated by the lack or absence of sales support for startup founders. A lot of these companies have never done outbound sales and they don’t have a repeatable process in place and they haven’t really nailed down their ideal customer profile.

Sales Recruiting 52

Sales Recruiting Sales Hiring Scale Sales 52

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 81

Product Marketing Scale Sales Hiring Sales Recruiting 81

Chart Mogul

SEPTEMBER 19, 2019

But sales is the one thing founders cannot oversee — without it your startup will die. Startup founders are stretched thinly like silly putty. But the one thing you must think about is sales. Without sales, your startup dies. Yet, sales is all too often a dirty word. Your first sales playbook.

Sales Hiring 52

Sales Hiring Scale Sales Recruiting Startup 52

Tom Tunguz

DECEMBER 11, 2012

Tech startups write a ton of code. But to be successful, the product must be supported by a litany of great “invisible” technology - the internal tools and products that help a company scale. They are the skeleton of the startup. It was the only way we could scale. Like Google, startups build many of these tools in house.

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Sales Recruiting Scale Software Travel 100

OpenView Labs

OCTOBER 26, 2021

Though, if we narrow it down to just the highly successful ones—that is, startups that exit for more than $100 million—it takes nearly double that time: 11 years. As of this year, Bloomberg reports that the median age of founders of successful startup s (which they define as companies that exited at more than $1 billion) was 34 years old.

Sales Hiring 82

Sales Hiring Scale Sales Recruiting Marketing 82

Neil Patel

OCTOBER 25, 2020

If you are looking to scale up your marketing, you will need talented people that can take charge of and execute your strategy. Scaling a business isn’t easy. Two of the key challenges that come with scaling are getting the right talent and getting enough new customers. Read on to find out which decision is better for you.

Sales Hiring 145

Sales Hiring Outsourcing Services Underperforming Technical Team Sales Recruiting 145

SaaStr

APRIL 17, 2019

What were Steve’s biggest takeaways from seeing the hyper-scaling at AppDynamics? Steve has previously said, “Sales and marketing must be one team.” Where does Steve find common points of tension between sales and marketing? Speaking of developer-first, how can startups compete in a war for talent against FB and Google?

DevOps as a Service 100

DevOps as a Service Sales Recruiting Scale Sales Hiring 100

The Angel VC

DECEMBER 12, 2018

While this is generally true for most companies, it’s particularly true for SaaS businesses, which invest heavily in product development, sales, and marketing upfront and get payments from customers over a delayed period of time, usually several years. The main reason is that your customer acquisition costs are highly front-loaded.

Sales Recruiting 106

Sales Recruiting SaaS Payments Sales Hiring Scale 106