SaaStr

NOVEMBER 16, 2020

You said before, to me, it’s the believing in kind of participatory leadership over servant leadership. I don’t subscribe to the servant leadership model. Harry Stebbings: I think that participation and leadership is almost like a luxury of later stage companies. Andy MacMillan: Yeah. Let’s do it.

Sales Hiring 196

Sales Hiring Scale Leadership Technical Review 196

Intercom, Inc.

JULY 28, 2022

Sanj started working at Salesforce back in 2005, when the company had around 1,000 employees and a few hundred million in revenue, and he was a part of its growth for 14 years, holding several leadership positions in multiple markets in EMEA. It’s very transparent, very collaborative, and filled with really smart, amazing people.

Scale 210

Scale Scaling Sales Hiring Sales Recruiting 210

Sales Hacker

SEPTEMBER 15, 2020

Key lessons learned in 10 years of top leadership [12:23]. At the moment, sales enablement is easy. As I said, we did some things right but we also struggled a bunch and never really got to product market fit or monetization strategy in the Sports Fight community. We’re on iTunes. And on Stitcher.

Leadership 63

Leadership Payments Scale Payment Methods 63

User Pilot

JULY 23, 2023

Key members of the GTM team: Go-to-Market Manager: Responsible for overseeing and coordinating the entire GTM process , ensuring alignment across go-to-market teams and successful product launches. For most companies, the go-to-market team includes the GTM Manager and product, marketing, and sales folks.

Marketing 71

Marketing Customer Lifetime Value SaaS Advertising 71

Sales Hacker

OCTOBER 30, 2018

Her award-winning sales firm Factor 8 has been instrumental in helping sales teams with their sales and management development programs. Her company #GirlsClub is dedicated to changing the face of sales leaders. Tonni Bennett – VP Sales at Terminus.

Sales Recruiting 111

Sales Recruiting VP of Engineering Scale Sales Hiring 111

SaaStr

NOVEMBER 16, 2021

Positions Needed: Enterprise AEs, Mid-Market & SMB AEs, SDRs, Sales Ops, Sales Engineer. Head of Marketing. Positions Needed: Demand Gen, Product Marketing, Sales Enablement, Events/Community. Team Size: 5 – 6. Director of CSM. Team Size: 4 – 8.

CTO Hire 245

CTO Hire Sales Hiring Sales Recruiting CTO 245

SaaStr

OCTOBER 22, 2020

As for Ryan, he has spent an incredible 9 years at Okta in numerous different roles starting with running the product marketing team before moving to run the marketing team, leading to his promotion to CMO close to 5 years ago now. How does Ryan ensure cross-function working seamlessly from the very beginning with marketing? *

Sales Hiring 165

Sales Hiring Scale Interviewing Technical Review 165

Sales Hacker

AUGUST 7, 2020

Leadership. Sales Development. Sales Growth. Sales Enablement. Enterprise Sales. Sales Operations. Sales Technology. Leadership. VP Nokia Software, North America Sales. Director, Sales Solutions, North America. Regional Vice President, Commercial Sales. Salesforce.

VP of Engineering 121

VP of Engineering Sales Recruiting Sales Hiring Payment Services 121

Sales Hacker

MAY 6, 2021

Using the aforementioned pipeline metrics to forecast the commercial business drivers well into the future, segmented by the lines of products, market segments, etc to report to the C-level executives and board of directors. Hands-on coaching of sales leadership and individual contributors. Their peers.

VP of Engineering 95

VP of Engineering Sales Hiring Sales Recruiting Sales 95

Sales Hacker

AUGUST 12, 2021

Start by making sure that your team has access to robust buyer personas built out by sales enablement and marketing, using data from historical deals. Although your reps need to ensure they’re including the right decision-makers in their sales strategy, this doesn’t mean they should focus solely on leadership.

Scale 119

Scale Technical Review Sales Underperforming Technical Team 119

Sales Hacker

MAY 26, 2021

There are so many dependencies involved with any sales organization and this is especially the case with larger and more complex products and companies. In order to make everything work, the sales ops team handles all of the backend processes. A career in sales, sales ops, or sales enablement?

Scale 60

Scale Sales Hiring Sales Outsourced Development 60

SaaStr

JUNE 3, 2020

How does this hire correlate to your hiring in sales enablement? We had grown a bunch, but our market had changed, and our go-to-market really needed to change as well. So we had a good head of sales prior, and he helped us grow a bunch. . * Why did Michael make the move to CRO 8 months ago?

Sales Hiring 173

Sales Hiring Scale Technical Advisors Systems Review 173

Sales Enablement, SaaS and Growth

MARCH 23, 2020

Customer > Team > Individual During my time at HubSpot, the leadership team shared this mental model to help with decision-making. One of the Amazon Leadership Principles , “Have Backbone; Disagree and Commit” does just that. Invent and Simplify This mental model is also part of the Amazon Leadership Principles.

Underperforming Technical Team 213

Underperforming Technical Team Scale Sales Hiring Marketplace as a Service 213

Sales Hacker

APRIL 16, 2018

Here are three ways marketers can use recorded calls to be a better partner to their sales teams: 1) Validate buyer personas. 3) Identify sales enablement opportunities. Buyer persona research typically occurs during an organization’s marketing infancy, but it needs to be revisited on an ongoing basis.

Data 62

Data Technical Review Sales Marketing 62

Sales Hacker

SEPTEMBER 22, 2020

If you missed episode 127, check it out here: Leadership Lessons From 10 Years of Democratizing Youth Sports w/ Brian Litvack. Sales enablement is easy, right? He has an extensive background overseeing large and small global teams in sales and operations, along with a proven track record of generating revenue growth.

Scale 69

Scale Development Team Review Sales Hiring Leadership 69

OpenView Labs

JULY 8, 2019

I put together a survey and collected a lot of feedback, then we pulled company leadership together and locked ourselves in a room for a couple days. First rule is that your go-to-market strategy should drive your pricing and packaging, not the other way around. Can I do my job better with this product?)

Pricing 61

Pricing Sales Hiring Underperforming Technical Team SaaS 61

OpenView Labs

AUGUST 9, 2019

I have spent much of my career in product marketing roles at fast-growing companies. At Glassdoor and Lever, we doubled in size each year; and Reflektive —where I am now Head of Marketing—was recently recognized by Deloitte as the 13th fastest-growing technology company in North America. Sales Reps. Step 2: Straw Man.

Pricing 40

Pricing Sales Hiring Underperforming Technical Team SaaS 40

SaaStr

JUNE 10, 2020

Second, product market fit. Product market fit matters more than ever and technology is what’s going to get us out of this, the understanding of data and getting the insights and how fast we move in tech. And really our approach to our customers and the market had to pivot immediately. And so we built.

Travel 173

Travel Marketing Scale Outsourcing Services 173

SaaStr

SEPTEMBER 18, 2020

Henry Schuck: It’s a multi year commitment, and I think the other piece around this is, great, you launched your product. What’s the go to market motion look like? What does sales enablement motion look like? What does the product marketing look like, and the battle cards look like?

Sales Hiring 243

Sales Hiring CTO Hire Scale Investment 243

SmartKarrot

APRIL 7, 2021

Provide overall account leadership. Apply here: [link] Role: Director, Customer Success Location: New York, NY, US Organization: eMarketer As a Director of Customer Success, you will actively coach a team of Customer Success Managers to their full potential, address issues with leadership.

Customer Success 10

Customer Success Leadership Sales Enablement Retention 10

SaaStr

APRIL 17, 2019

Prior to Harness, Stephen was VP of Marketing at Glassdoor, managing a team of 52 in product marketing, helping grow B2B revenue from $19m to $90m in just 2 years, leading to their $1.2Bn acquisition. In fact, at AppDynamics and Glassdoor, 50% of marketing’s comp was attached to revenue. billion acquisition.

DevOps as a Service 100

DevOps as a Service Sales Recruiting Scale Sales Hiring 100

SaaStr

AUGUST 27, 2019

This is generally the first zero to $1 million in ARR, with the founder trying to find product market fit and getting those very first customers. And the purpose is you need to understand what are the sales cycle lengths, what are the ASPs, what are the right use cases to target, what’s the right messaging?

Sales Recruiting 130

Sales Recruiting Sales Hiring Scale Sales 130

Hull

JANUARY 30, 2020

In Part 4: Choosing Your Marketing Technology Stack , we shared the MarTech Napkin - our framework for how you should choose tools for sales, marketing, and all things customer-facing. To recap, early stage (or pre-product/market fit) companies do not have complex data or multiple different tools.

Scale 75

Scale Scaling Data Technical Review 75

Sales Hacker

MAY 8, 2018

Coordinating retention and revenue growth to ensure product-market fit. I was fortunate enough at Greenhouse to have a really good sales enablement person who was great at helping with training. From a product perspective—we can talk all day about product fit, product market fit and all that.

Sales Hiring 44

Sales Hiring Scale Management Sales 44

Sales Hacker

DECEMBER 1, 2020

And moving into different levels of responsibility on the marketing side, running product marketing, running full marketing teams, CMO role, et cetera. And that tends to make the messages stick just from a sales enablement and getting the team on board with an idea. I want to be part of that again.

VP of Engineering 63

VP of Engineering Branding Scale Marketing 63

Sales Hacker

FEBRUARY 19, 2019

Lauren Bailey’s award-winning sales firm Factor 8 has been instrumental in helping sales teams with their sales and management development programs. She also founded #GirlsClub , which is dedicated to changing the face of sales leadership by helping more women gain the skills and experience needed to apply.

VP of Engineering 11

VP of Engineering Sales Hiring Sales Underperforming Technical Team 11

Unbounce

JUNE 16, 2020

Treat it like a checklist: First, have you achieved some level of product-market fit? Partners need to trust that you have a stable and reliable product if they’re going to invest in you. Is your sales process simple and streamlined? Will your leadership team prioritize and scope the program across the organization?

Outsourcing Services 131

Outsourcing Services Sales Recruiting Scale SaaS 131