SaaStr

MAY 4, 2022

These days, as the business lead for invoicing at Stripe, Xie has earned her own stripes in navigating the unique challenges of building and thriving in the SaaS marketplace. Maybe your billing system is not ready, your invoicing is a patchwork, or your reconciliation and invoicing have to be done manually.

Payment Features 255

Payment Features Payment Services Outsourcing Services Payment Solutions 255

SaaStr

APRIL 14, 2025

100+ scale-ups and start-ups showing you how they do it! 800+ VCs Ready to Invest This year, were bringing together over 800 VCs and investors, making SaaStr Annual 2025 the ultimate place to pitch, connect, and secure funding. And we’ve got an AI Demo Stage running all day, every day this year, right in the heart of Annual.

VP of Engineering 204

VP of Engineering CTO Coach VPCs (Virtual Private Cloud) Scale 204

SaaStr

JULY 22, 2020

I’m not ashamed to admit that when I set up our first SaaS sales comp plan, I had no idea what I was doing. But I did all the sales myself, and stupidly, had no sales comp plan at all ??. Then, as we first scaled up a sales team, we ended up literally copying Salesforce’s comp plan. A boiler room.

Scale 363

Scale Sales Hiring Sales SaaS 363

Stax

MAY 6, 2025

As your business grows, the tools powering it need to evolve tooand that includes your payment solution. While many platforms are built for getting started, not all are designed to support scale. Volume caps, poor integrations, manual reconciliation, and clunky mobile checkout are all signs your current system wont scale with you.

Payment Solutions 88

Payment Solutions Payment Methods Payment Services Payments 88

Clouded Judgement

JUNE 17, 2025

As a public company with significant scale, it’s hard to grow quickly if you have to rely solely on new customers for that growth. Here’s the data: Sales Efficiency: Gross Margin Adjusted CAC Payback Demonstrating the ability to efficiently acquire customers is the fifth aspect of a successful quarter.

Cloud 277

Cloud Software Benchmarks Retention 277

SaaStr

JANUARY 24, 2024

Mark Roberge , SaaStr fan-favorite and Co-Founder and Managing Director of Stage 2 Capital brought together some of the top CROs in SaaS during the SaaStr Annual to share some of their greatest learnings and pivotal moments leading some of the Cloud 100 SaaS companies. What should you look for in an Enterprise rep vs. a Mid-Market rep?

Scale 268

Scale Sales Hiring Scaling Revenue 268

SaaStr

JUNE 19, 2024

Bitly CEO Toby Gabriner and CPO Kelsey Stevenson share the three secret ingredients that helped them when scaling to $100M ARR and what they could have done differently. Kelsey joined them as CPO, and they started experimenting with less expensive packages downmarket where customers could go online and set up a subscription.

Scale 294

Scale Scaling Underperforming Technical Team User Experience 294

SaaStr

FEBRUARY 9, 2024

In this latest episode of CRO Confidential , Sam Blond, Partner at Founders Fund and former CRO at Brex, sits down with the CRO of Zapier, Giancarlo Lionetti (GC), to chat about Product-Led Growth (PLG) and Go-To-Market (GTM). Everything from hiring on the GTM side to layering in a sales-led motion into PLG. At the same time?

Scale 311

Scale Sales Hiring Sales Marketing 311

SaaStr

JANUARY 5, 2022

We restructured all of our messaging around our Content Cloud to create a simplified go-to-market message that says what it does, and does what it says. There’s no denying that renewals are the most important motion in SaaS and subscription. Improvements for a sales team and process are a ‘no finish line’ business.

Scale 294

Scale Scaling Sales Hiring Software Review 294

SaaStr

APRIL 30, 2025

ServiceTitan, the operating system for the trades, continues to scale impressively, with $772M in FY25 revenue, $800m+ ARR and a clear path to $1B ARR. market cap (12x ARR) This is what a 12x ARR vertical B2B leader looks like today. This shift has been critical to scaling beyond $500M ARR. Accelerating at Scale.

Payments 141

Payments Payment Services SaaS Payments Payment Solutions 141

SaaStr

NOVEMBER 28, 2022

What is the secret to aligning go-to-market teams and finance teams? These two departments are a SaaS company’s most important; without their alignment, there is no growth or scale. was pretty simplified, mostly made up of annual or monthly subscriptions. Governance is a critical component of how you grow and scale.

Scale 246

Scale Finance Sales Hiring Scaling 246

SaaStr

OCTOBER 5, 2022

In a volatile economic climate and market, founders must employ smart growth strategies while focusing on efficiency. Confluent’s President of Field Operations, Erica Schultz, explores different tactics businesses can employ to scale revenue and increase efficiency in the current macro environment.

VP of Engineering 245

VP of Engineering Scale Scaling Sales Hiring 245

SaaStr

JULY 15, 2022

Jason recently opened up an AMA on Twitter Spaces to answer questions about scaling from $1M to $10M. We did a good AMA on this scaling at SaaStr Europa in Barcelona, a couple weeks back. That will scale, and then take those emails after four great pieces of content and do a weekly webinar and do a weekly get-together for them.

Scale 286

Scale Outsourcing Services Sales Hiring VP of Engineering 286

Stax

JULY 2, 2025

We recently had the privilege of sitting down with a panel of payments experts from Stax for a masterclass on this critical topic. Our host, Ray Lau , VP of Marketing, led an insightful discussion with Jeremy Krahl , SVP of Payment Partner Growth; Fred Nelson , VP of Sales Enablement; and Brandon Ewell , Partner Growth Manager.

Merchant Services 68

Merchant Services Payments SaaS Payments Payment Services 68

SaaStr

MAY 22, 2022

The #1 Mistake I See Founders Make When They Hire Their First VP of Sales. SaaStr 555: Secrets to Building a High-Performing Revenue Marketing Engine with Demandbase VP of Marketing Tracy Kraft. SaaStr 554: The Builders and Sellers Playbook: Proven Models that Help GTM and Product-led Teams Scale with CircleCI CEO Jim Rose.

Scale 293

Scale Sales Hiring Payment Features Marketing 293

SaaStr

APRIL 2, 2019

She will share her top 5 lessons learned in building and scaling SaaS businesses from $1M to $500M in ARR including expanding to serve upmarket customers, moving from product to platform, and how to hire well to drive breakthrough customer experiences and business growth. First strategy, expand your market.

Scale 247

Scale Sales Hiring Scaling Strategy 247

SaaStr

JUNE 22, 2025

The IPO market has been … on fire in 2025. initial public offering on Friday, becoming the latest enterprise software company to test increasingly receptive public markets. They signal a company systematically preparing for the scrutiny and operational demands of public markets. But we may have our first.

B2B 184

B2B Payments SaaS Payments Payment Services 184

SaaStr

APRIL 9, 2025

Subscription backlog up 19.7%, to $25 Billion (!). 27%+ Free Cash Flow margins, 26% non-GAAP profit margins, and $8 Billion in the bank, so generating massive cash $57 Billion market cap, so trading at 6x+ ARR Workday is 20 years old this year. . #4. But a reminder of how critical being multi-product is to scaling. #5.

Outsourcing Services 281

Outsourcing Services Scale Systems Review AI 281

SaaStr

SEPTEMBER 15, 2020

And, when you do, do you even think about sale tax compliance? vary on how they handle sales tax and SaaS. It can be confusing to understand how and where you should charge sales tax. Let’s explore a few more ways in which sales tax compliance could impact your growing business. Here’s why you should. .

Payment Services 332

Payment Services compliance SaaS Payments Scale 332

SaaStr

MAY 12, 2022

Offering its services as a freemium-based model, CircleCI recognizes driving trials as the cornerstone of a go-to-market strategy for any developer tool. . Jim Rose, CEO of CircleCI, leverages his experience marketing to software developers to discuss the merits of moving from a subscription-based to a usage-based business model.

Scale 258

Scale Payments SaaS Payments Payment Services 258

SaaStr

APRIL 20, 2020

The last thing anyone needs is another CRM, another invoicing app, another quoting tool, another recruiting app, etc. But 8 times out of 10, it shows the earliest stages of real product-market fit, i.e., potentially having something. Because SaaS and recurring revenue compounds. You have time to work with those prospects.

Scale 362

Scale Payment Features Engineering Product Marketing 362

SaaStr

MAY 15, 2022

SaaStr 554: The Builders and Sellers Playbook: Proven Models that Help GTM and Product-led Teams Scale with CircleCI CEO Jim Rose. SaaStr 555: Secrets to Building a High-Performing Revenue Marketing Engine with Demandbase VP of Marketing Tracy Kraft. Top Videos This Week: 1. appeared first on SaaStr.

Scale 267

Scale Sales Hiring Payment Features Marketing 267

SaaStr

MARCH 31, 2022

This episode is an excerpt from a session at SaaStr Scale. So for the audience, cloud giants are turbocharging startup sales, and the predominant reason for this is because they’re fundamentally changing IT budgets at the customers that we’re all selling to. Jabari Norton, VP WW Partner and Alliances, Sumo Logic.

Scale 256

Scale Marketplace as a Service Cloud SaaS Payments 256

SaaStr

MAY 26, 2021

How do you leverage a corporate blog to actually generate leads? The last thing the world needs is another one about a boring vendor, telling the world how insightful they are, written by their junior marketing manager. And yet … done right, they are a critical part of your marketing and sales toolkit.

Outsourcing Services 289

Outsourcing Services Scale Leadership Mobile 289

SaaStr

MAY 8, 2022

SaaStr 552: 5 Lessons on Building Your Sales Organization for Scale with Than Hancock, EVP of Sales @ Podium and Carlie Adams, Head of West Coast Sales @ Podium. SaaStr 549: From 0 to $500 Million ARR in 6 years: Learnings from Innovating in Underserved Markets with Samsara CPO Kiren Sekar. Co-Founder Lloyed Lobo.

Scale 278

Scale Engineering Payment Features Sales 278

SaaStr

MAY 15, 2024

A lot of you reading SaaStr are probably more B2B SaaS oriented and may not be paying attention to the consumer market, but it’s already massive and is continuing to grow quickly. In this week’s Workshop Wednesday, RevenueCat CEO Jacob Eiting and Growth Advocate David Barnard share their annual State of Subscription Apps report with us.

Payment Features 294

Payment Features Subscription B2B Mobile 294

SaaStr

AUGUST 16, 2023

You probably can’t make it in a large, crowded market if you have “no new innovative product offering.” Crowded large markets are good. That means you can scale quickly — if, if, you hit it. But, in a crowded market, you probably have to be 10x better than the current market leaders.

Marketing 245

Marketing Payment Features Scale Finance 245

Clouded Judgement

JUNE 27, 2025

Or at least, they don’t hold if you’re trying to build a breakout company… So many of these markets are still wide open. In a greenfield market, the first company to get real usage becomes the category. And in a greenfield market, speed matters more than polish. And they’re HUGE. Nobody owns them yet.

Cloud 157

Cloud Sales Hiring Scale Investment 157

SaaStr

AUGUST 30, 2021

But even with SMBs, it’s the bigger ones that are driving growth at scale — 50% of ARR is now from customers with more than 250 employees. Going a smidge upmarket is key to Freshworks’ putting up the big numbers at scale. #2. 62% of revenue from annual subscriptions. NRR of 118%.

Scale 361

Scale SMB Scaling Payment Features 361

SaaStr

JULY 20, 2024

Dedicated Slack Channel For Every Metric From the early days at Secureframe, they have had a dedicated Slack channel for every metric: every net new sale, every expansion, every churn, and every expense. Work with Great Executive Recruiters ”The first time I saw an invoice for an executive search, I think I had a heart attack,” Shrav joked.

Sales Recruiting 292

Sales Recruiting Sales Hiring Scale Engineering 292

SaaStr

FEBRUARY 15, 2024

“Doubling Down” is a new series where we hear from top B2B SaaS investors on their most recent activities and takes on the current market. Metronome’s sophisticated billing and subscription management platform enables companies to easily manage and automate complex billing and invoicing processes.

Scale 278

Scale Software Review Payment Features AI 278

SaaStr

APRIL 1, 2022

5 Interesting Learnings: #1, 16,000 customers at an average of $100,000 per customer — with a mix of inside sales, field sales, and free trials. Multi-product is the key to growth at scale. As we’ve seen so many times in this series, it’s hard to scale past $100m ARR or so with a single product line.

Scale 306

Scale Cloud Scaling Payment Features 306

SaaStr

MAY 1, 2021

In scaling the cash-flow side of SaaS, there’s almost nothing more powerful than a nnual contracts combined with prepaid cash. Nothing is a bigger headache in a Fortune 500 company that having to go back to procurement every single month to get an invoice approved. And as a result, even more chose monthly subscriptions.

Payment Features 286

Payment Features Scale SMB Churn 286

SaaStr

DECEMBER 27, 2020

But New Relic has continued to scale, crossing $650,000,000 in ARR (or so) and a $4B market cap. It’s the secret to scaling effectively. This is fairly common as companies go more enterprise, and the sales team especially wants to limit the use of free accounts and pilots. An incredible streak.

Scale 339

Scale Outsourced Development SMB Cloud 339

Stax

MAY 13, 2025

Fee structures matter; understand the differences between interchange plus, flat rate, tiered, and subscription pricing to find the most transparent and cost-effective option. Talk to sales What Are Credit Card Merchant Services? Together, these tools form the foundation of your ability to process payments reliably and securely.

Merchant Services 88

Merchant Services Payment Services Payment Methods SaaS Payments 88

SaaStr

JUNE 28, 2021

This usually doesn’t happen in the very early days, when you just have a few employees and almost no real marketing or sales expense. It’s just, to invest in sales and marketing now, and make those extra hires, the burn rate is growing even faster at 12% a month after $100k MRR. This sounds about right.

Sales Hiring 325

Sales Hiring Scale Payment Features Finance 325

SaaStr

NOVEMBER 19, 2020

Sales might want a tighter “gate” to convert to paid. Subscriptions can fuel payments and merchant revenue. Subscriptions can fuel payments and merchant revenue. As more and more SaaS apps add a payments element, that payments element can really scale over time.

Payments 363

Payments Merchant Services Payment Solutions Scale 363