SaaStr

JANUARY 10, 2020

Does Bob agree with the notion that channel sales have completely died in the world of SaaS? How does Bob think about when is the right time to hire a Head of Partnerships? Where do most startups go wrong both in hiring for partnerships and in the engagements themselves? Why is this? What are the drivers of its death?

Sales Hiring 131

Sales Hiring Scale Outsourcing Services CTO Hire 131

ChurnZero

DECEMBER 9, 2022

Additionally, “leapfrog” candidates—those who come from a level below the C-suite, such as senior vice presidents—now make up roughly 5% of new chief execs. More and more people are hiring leaders, not for past experience, but for capability and capacity. We hire a third-party firm.

CTO Coach 52

CTO Coach Customer Success VP of Engineering CTO Hire 52

ProfitWell

DECEMBER 6, 2019

That’s what David Apple—customer success and sales guru at Notion— is asking. Along with: What’s the ROI of your customer success manager? How many CSMs should you hire? On a global scale, on average, product marketers with strong leadership support earn almost $13k more a year than those without. What is their ROI?

Scale 43

Scale CTO Hire Sales Hiring New CTO 43

User Pilot

MARCH 7, 2024

of leadership roles. I wanted to learn more about what challenges are deterring women from entering leadership career paths in tech. It was an iPad interactive brochure and sales tool for sales centres. Then I got hired at a tech company in Lithuania before I knew what tech even was. Again…Why?

Technical Review 105

Technical Review CTO Coach Sales Hiring CTO Hire 105

OPEXEngine

JUNE 16, 2020

This all relates to a core Kellblog theme of ownership — who owns what — that I’ve explored in some of my most popular posts: What It Really Means to be a Manager, Director, or VP , which touches on the real differences between people operating at different levels. Hired CEOs: It’s the Board’s Company vs. It’s My Company to Run.

Sales Hiring 59

Sales Hiring CTO Hire Venture Capital Technical Advisors 59

SaaStr

MARCH 12, 2019

Erica Schultz is Chief Revenue Officer @ New Relic, the company that gives you the real time insights your software driven business needs to innovate faster. Prior to their IPO, New Relic raised over $214m in funding from some of the best in the business including Benchmark, Insight Venture Partners and Blackrock, to name a few.

Scale 165

Scale Enterprise Scaling Sales Hiring 165

SaaStr

SEPTEMBER 18, 2020

Immediately told them to hire 50 reps in a different city, in a different city, and they did. Jason Lemkin: 50 reps in a new city that you’ve never met, and hired in 60 days when you’re in the low millions ARR. So number six, thinking you’re getting away with under investing in management, up scaling in HR.

Sales Hiring 239

Sales Hiring CTO Hire Scale Investment 239

SaaStr

FEBRUARY 28, 2020

. * How does one know when we need to hire generalists vs specialists? Karl has been in every interview for every new hire for the first 6 years of the business, why? * Karl has been in every interview for every new hire for the first 6 years of the business, why? How does Karl structure the hiring process today?

Sales Hiring 221

Sales Hiring Scale CTO Hire CTO Coach 221

Tom Tunguz

OCTOBER 24, 2021

Great to see a lot of repeat attendees and some new ones. A thanks to [Marsh 00:00:34] for stepping in at the beginning of the month, and a great session with our own Jason Warner and Adrian, the CTO of Zendesk. Lionetti, the CMO at Confluent, and most recently, the CTO from Zendesk, Adrian. I’m Travis Bryant.

CTO Coach 127

CTO Coach Sales Hiring Sales Recruiting CTO Hire 127

SaaStr

JULY 30, 2018

At our inaugural SaaStr Europa last June, podcast host-with-the-most Harry Stebbings sat down with MuleSoft Founder and CTO Ross Mason to discuss the organization’s sales strategy, building a strong company culture, how to think about international expansion, and much more. That’s all written on our platform.

Technical Advisors 159

Technical Advisors Scale Sales Hiring Sales Recruiting 159

SaaStr

APRIL 9, 2019

And also, we always prioritize the features requested by our existing customers over the new prospects. Not only for the product side, but for the sales and marketing side. Mallun Yen : So, you were an engineer by training and then you became an engineering leader, as the CTO of Webex, and then you became a CEO. Welcome Eric.

Sales Hiring 136

Sales Hiring Scale CTO Hire Marketing 136

SaaStr

MAY 16, 2021

But what they don’t have is a good enough founding team: Sometimes, if the prospective founder isn’t super technical, then the CTO/VPE isn’t really great. They’ve got a rent-a-CTO. Or sometimes they are great, but the team members are just not great enough for their new C-level roles (CEO, CTO, CMO, CSO, CBO, C?O).

Part-Time VPE 198

Part-Time VPE CTO Hire New CTO CTO 198

Intercom, Inc.

JULY 21, 2022

For Slack, that was clearly the engineering and dev communities, who love new tools. They love new ways of working and were happy to bring Slack into their functional teams and say, “Let’s experiment with this new way of working.” And it was very successful. Product can do a huge amount there.

Outsourcing Services 215

Outsourcing Services Sales Hiring CTO Hire Acquisition 215

SmartKarrot

FEBRUARY 16, 2022

He also founded SaaScribe to help founders, customer success teams , sales executives, marketing professionals, and growth hackers. He is the managing director at Foundry Group, and his insights on technology startups are useful. He is a SaaS sales & marketing enthusiast who shares his insights on the same on social media.

VP of Engineering 10

VP of Engineering Scale SaaS Venture Capital 10

Sales Hacker

SEPTEMBER 29, 2020

Subscribe to the Sales Hacker Podcast. Major challenges facing a new CEO [19:40]. Sales enablement is easy: all you have to do is create perfectly targeted content, stay informed on email best practices, drive more engagement quarter over quarter, spend less money, and do all of this with less time. We’re on iTunes.

Scale 107

Scale CTO Hire Scaling CTO Coach 107

SaaStr

OCTOBER 16, 2020

How does Paul think about driving really effective change management? When engaging with bottoms up sales models, where does Paul identify the tipping points of going from bottoms up to top down? * Why does Paul believe that the builders are the new pro athletes? Is there hiring decisions? Is it product decisions?

CTO Coach 179

CTO Coach Sales Hiring Software Review CTO Hire 179

SaaStr

DECEMBER 13, 2019

And by business technology function I want to define that because sometimes there’s a overlap with the CTO from an engineering side. Is that a new innovation in org structures and the remit of the role? My advice is hire earlier rather than later. And how have we seen that purchasing power of the CIO maybe change?

Technical Advisors 153

Technical Advisors Scale Technical Review Payment Solutions 153

SaaStr

APRIL 18, 2019

I remember when I was in business school the internet was brand new and back then the hero was Jerry Yang. And I thank a lot of that to actually Met Gourniak, who I hired at that time. And I started as an engineer and as an MBA and frankly in business school back then they didn’t even have a class on sales.

Sales Recruiting 170

Sales Recruiting VP of Engineering Scale SaaS Payments 170

Sales Hacker

AUGUST 18, 2020

This week on the Sales Hacker podcast, we’ve got a fantastic episode for you. He even managed to help pivot the company from a programmatic transactional revenue model to a subscription model over the course of, not just the last three months during COVID, but over the course of the last few years. Sales enablement is easy.

Subscription 106

Subscription Payment Features Scale Underperforming Technical Team 106

SaaStr

MAY 2, 2019

And then the sale will commence as far as the people and this was, we were multiple millions of dollars of revenue until I took the first call. That means lots and lots of hiring and I don’t want to say firing, we did fire anyone, but people get reshuffled, you know? Vlad: So what’s the new reality? Jonathan : Oh wow.

Scale 148

Scale Business Sales Hiring CTO Hire 148

Sales Hacker

MARCH 25, 2019

This week on the Sales Hacker podcast, we interview Simmone Taitt , CEO of HeartSpace Consulting , and a longtime sales leader and consultant in the New York community. How intuition and heart can be built into a sales organization. How to build diversity into your hiring practices. We’re on iTunes.

Sales Hiring 68

Sales Hiring Revenue CTO Coach CTO Hire 68

Outseta

NOVEMBER 19, 2019

There’s typically direct responsibility for revenue performance, although the marketer’s impact on a business’ bottom line is less cut-and-dry than their counterparts in sales. That’s pretty wild if you think about it, but the source of the problem is quite clear to me: CMOs are failing to build trust with their CEOs and leadership teams.

Sales Hiring 50

Sales Hiring CTO Coach CTO Hire Underperforming Technical Team 50

Upscope

JANUARY 5, 2020

It’s the underpinning of your go-to-market strategy and impacts everything from marketing to sales, to customer success and the product itself. My really crude definition : When I come across a new product I tend think "Wtf is this? Is sending and receiving mails a new shiny technology? Why positioning matters?

Strategy 128

Strategy Marketing Sales Hiring Engineering 128

Sales Hacker

MAY 5, 2021

Listen to Hang Black’s podcasts to learn about the future of sales enablement or how to lead with empathy. RevOps leaders are talking about trends in the market, and how the move towards RevOps will change everything from marketing to sales development to post sales. Fixing visibility issues in your sales org.

Scale 99

Scale Technical Cofounder Technical Advisors Sales Hiring 99

ProfitWell

OCTOBER 1, 2019

A strong people strategy can create a noticeable competitive advantage by marrying culture, innovation, leadership, and inclusiveness. When HubSpot first launched its culture code, Dharmesh Shah, CTO and Founder of HubSpot, felt it was important to share it with candidates. Mistake 6) Mismanaging your people managers.

Company Culture 40

Company Culture Sales Recruiting Scale Software Review 40

SaaStr

JULY 10, 2021

As a founder/CEO, building your first management team is something that you often lose sleep over. Which role should you hire for first? For starters, your first hire should be someone who can complement your skills, someone who is strong in areas where you’re weak, but it goes much deeper than that. And for good reason.

Sales Hiring 256

Sales Hiring Underperforming Technical Team Development Team Review CTO Hire 256

Teamgate

JANUARY 14, 2019

Moreover, big brands have a fantastic infrastructure in place and you are working in-sync with other teams (marketing, production, sales), meaning that your campaigns are always amplified. Marketing encompasses all the outreach that is done to audiences as opposed to individuals (that would be sales).

Interviewing 81

Interviewing Startup Technical Review Technical Advisors 81

SaaStr

JUNE 28, 2022

Don’t force VCs to find out in due diligence that only 2 percent of the pool, not the customary 15 percent or so, is available for new hires. A charismatic CEO is able to get investor excited, but the CTO, and/or the rest of the team is just weak. But don’t disclose this at the last minute. Too many founder vesting issues.

Finance 282

Finance Technical Review CTO Hire New CTO 282

SaaStr

MARCH 31, 2024

At SaaStr Annual we had a great session with HubSpot Founder & CTO, Dharmesh Shah, and their Chief People Officer, Katie Burke, on building happier employees. We hire remarkable people, and we give them a lot of freedom for how they’re going to get their work done. Who actually knows stuff and does things?”

Part-Time CTO 258

Part-Time CTO CTO Hire CTO Coach CTO 258

SaaStr

JANUARY 14, 2020

What sets apart some of the most successful, high-growth companies we see today—Slack, Dropbox, Atlassian—has been their ability to tap into and master a new GTM strategy: B2C2B. We saw inside the company this tension between our classroom business and this new B2C digital business, and we knew we had to make a decision.

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B2B B2C Scale New CTO 132

SaaStr

JULY 19, 2019

Previously, Peter was also the CTO/CIO of CBS Interactive where he brought CBS into the cloud. At Sun, Peter was the CTO of the Liberty identity consortium that designed SAML 2. How has Peter found the transition from CTO to CEO this time? Here’s what Michael talks about: How quickly should you hire? Missed the session?

VP of Engineering 137

VP of Engineering CTO Hire Technical Review Sales Hiring 137