SaaStr

AUGUST 30, 2022

Great product, driven team, good early product-market fit, great vision. But after that, it starts to break down when you have to recruit a true management team, and in many cases, additional capital. They’ll know … Who can best recruit a management team? Check, check, check and check.

Sales Recruiting 223

Sales Recruiting Technical Cofounder Scale Investment 223

SaaStr

AUGUST 15, 2021

Are you both willing to go 18–24 months before initial product market fit? But one of you has to lead on Customers/Sales/Marketing and the other likely on Product/Engineering for it really to work. Most products do not sell themselves. Better recruiter than you. Are you both 100% all-in?

Sales Recruiting 272

Sales Recruiting Engineering Product Marketing Marketing 272

SaaStr

MARCH 5, 2021

Flock Safety’s Founder and CEO, Garrett Langley, and its VP of Growth, Alex Latraverse, know a bit about sales. Enough to go from 0 to 100 sales reps in about 18 months — and they’re looking to be well beyond 100 by the end of this month. The three things that led to ramping up sales at Flock Safety were: Achieving product-market fit.

Sales Recruiting 170

Sales Recruiting Sales Hiring Scale Sales 170

OPEXEngine

APRIL 12, 2022

Emboldened by this seeming endorsement, I dashed off what turned into a lengthy email on interviewing and recruiting, a topic about which I am passionate not because I think I am good at it but because I think I am not. Thoughts on The Recruiting Process. Remember it’s a mutual sales process. Know what you’re looking for.

Sales Recruiting 40

Sales Recruiting Sales Hiring Interviewing Finance 40

SaaStr

MARCH 20, 2024

They discuss Sam’s learnings at Founders Fund, what the 2024 playbook looks like, hiring and motivating sales teams, and a handful of audience questions. On the marketing side, people got ‘lazy’ under the guise of, “Let’s increase our paid online ad spend and turn that dial up and spend more.”

Sales Hiring 245

Sales Hiring Sales Recruiting Scale Headcount 245

Tom Tunguz

NOVEMBER 22, 2015

On December 2, SaaS Office Hours at Redpoint will welcome Maia Josebachvilli , VP of Strategy and People at Greenhouse, a fast growing recruiting software company. Maia is especially well known for her thought leadership in developing best in class recruiting metrics. She was also selected for Inc’s 30 under 30.

Sales Recruiting 100

Sales Recruiting Metrics SaaS Sales Funnel 100

Sales Hacker

APRIL 23, 2024

Linda Lian is Co-Founder and CEO at Common Room, the all-in-one customer intelligence platform that automatically surfaces signals across 30+ channels, reveals the person and account behind the signal, and automates actions like email messaging and team alerts. Why a modern go-to-market approach requires moving beyond legacy CRM systems.

Sales Recruiting 67

Sales Recruiting Scale AWS Management 67

SaaStr

AUGUST 26, 2020

Founder-led sales generally stops scaling around $1m-$2m ARR. A sign to hire a real sales leader. Over the years at SaaStr we’ve talked a lot about hiring a great VP of Sales, when it works, when it does, and how it moves the needle. To stick with founder-led sales longer than most folks do, i.e. past $1.5m-$2m ARR or so.

Sales Hiring 278

Sales Hiring Sales Recruiting Scale Sales 278

SaaStr

SEPTEMBER 23, 2021

Dig deeper on a lot of titles during recruiting. A "VP of Product Marketing" rarely knows anything about demand gen, ABM, etc. A "VP of Revenue" often knows nothing about inside sales or building a sales team. A "CRO" often doesn't want to do sales anymore. Sales is hard.

Sales Hiring 266

Sales Hiring Sales Recruiting Growth Hacking Product Marketing 266

OpenView Labs

JUNE 3, 2021

If you aren’t clear on what product marketing is, how it’s different from product management, and what the responsibilities of a product marketer are, you’re not alone. Specifically, I’m talking about product management and product marketing.

Product Marketing 93

Product Marketing Sales Hiring Startup Scale 93

SaaStr

MAY 6, 2021

A CRO owns and directs the strategy over a company’s revenue cycle, but there’s not a set standard for operational or management decisions: in addition to sales and sales development, they might be responsible for customer success, lead generation and pipelines, and even marketing and brand development.

Sales Hiring 228

Sales Hiring Sales Recruiting Interviewing Revenue 228

SaaStr

NOVEMBER 13, 2022

When You Fall Out of Product-Market Fit. SaaStr 603: SaaStr CRO Confidential Presents the Ultimate Guide to Sales Compensation, Quotas and Recruiting with SaaStr CEO and Founder, Jason Lemkin. 5 Interesting Learnings from Duolingo at $360,000,000 in ARR. Top Podcasts This Week: 1. Top Videos This Week: 1.

Sales Recruiting 214

Sales Recruiting AWS Compensation Enterprise 214

SaaStr

JULY 11, 2023

How do you win with a high-velocity sales strategy in a fast-moving, competitive market? In a special session of Workshop Wednesday, Gorgias Founder & CEO Romain Lapeyre and Gorgias VP of Sales & Partnerships Aasif Osmany share their learnings, advice, and hacks for optimizing your sales process. Mid-Market?

Sales Hiring 157

Sales Hiring SMB Sales Recruiting Payment Methods 157

SaaStr

APRIL 16, 2021

Own product marketing. Own customer marketing (hopefully). Support and partner with sales. And part of being a good marketer is … well, marketing yourself. Many of the top CMOs are out there are always marketing. A CMO has to: Own demand gen (hopefully). Own brand & brand positioning.

Sales Recruiting 266

Sales Recruiting Sales Hiring Branding Product Marketing 266

User Pilot

APRIL 19, 2024

Looking for the best way to do market research? From framing your initial question to extracting valuable customer insights, we’ll walk you through the lean market research process step-by-step. Get ready to empower your decisions with real-world market intelligence. Why should you do market research? The outcome?

Market Research 52

Market Research Sales Recruiting Marketing Underperforming Technical Team 52

SaaStr

JANUARY 24, 2024

What should you look for in an Enterprise rep vs. a Mid-Market rep? Solving High Volume, Low Conversion at Lattice Dini Mehta joined Lattice at $3M in revenue when it had just 10 people in seat for Go-To-Market and 7 salespeople. How do you diagnose and solve churn? From a GTM execution standpoint, they weren’t focused.

Scale 217

Scale Sales Hiring Scaling Revenue 217

SaaStr

JUNE 15, 2021

Product-Market Fit: There’s no shortcut –– finding the perfect target will always take time and hard work to get right. Finding the product-market fit is still the same iterative process. Recruitment: Getting the right talent onboard is a critical step. In fact, you need both to optimally grow your sales efforts.

Sales Recruiting 190

Sales Recruiting Scale Software Delivery Travel 190

Tom Tunguz

AUGUST 2, 2019

If you must choose a long term headquarters for your startup, call an executive recruiter who focuses in that city. VP Engineering, VP Product, VP Sales, VP Customer Success, VP Marketing, or VP Operations. After establishing product market fit, the startups grow their management team to scale.

Sales Recruiting 224

Sales Recruiting Sales Hiring Startup Scale 224

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

MARCH 19, 2021

She was telling me about her VP of Marketing who, in the Bay Area, she was paying $95,000. Because that’s rather low for a true VP out here in the Bay Area (see typical VP Marketing comp packages here ). I see this all the time in marketing hires that come out of non-demand gen roles. I was a bit skeptical. Get you leads.

Sales Recruiting 311

Sales Recruiting Sales Hiring SMB Engineering 311

Tom Tunguz

APRIL 21, 2020

The customer story typically originates from two founts; either the founders or product marketing. Regardless, the message should be promulgated through every channel: sales, marketing, press, recruiting, events, etc. The more you can spread the narrative, the greater the potential force for your business.

Sales Recruiting 321

Sales Recruiting Banking Engineering Customer Support 321

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. You can have the great product and a great team, but the market of small or very niche.

Sales Recruiting 242

Sales Recruiting Sales Hiring Scale VP of Engineering 242

Tom Tunguz

JUNE 11, 2020

Recently, we welcomed Hollie Wegman to SaaS Office Hours to talk about marketing to developers. During our chat, Hollie shared some valuable wisdom from her experience as a marketing leader at Segment, Envoy, Mulesoft, and Salesforce. A recruiter in the audience submitted a question often discussed in startup boardrooms.

Sales Hiring 249

Sales Hiring Sales Recruiting Product Marketing Acquisition 249

Sales Hacker

DECEMBER 8, 2023

Rather, how you go-to-market is a significant determinant of success. Likewise, the new products you launch do not determine your success. Instead, how you launch them into the market is a huge factor in success. Today, we’re diving straight into the details with product marketing leaders. Show, don’t tell.

Sales Recruiting 99

Sales Recruiting Generative AI AI AWS 99

SaaStr

JULY 15, 2019

Are you both willing to go 18–24 months before initial product market fit? But one of you has to lead on Customers/Sales/Marketing and the other likely on Product/Engineering for it really to work. Most products do not sell themselves. Better recruiter than you. Are you both 100% all-in?

Sales Recruiting 185

Sales Recruiting Engineering Product Marketing Marketing 185

Sales Hacker

MAY 6, 2021

From B2C consumer-focused tech to the next B2B enterprise cloud giants, B2B, and B2C technology companies are springing up left and right and sprinting toward multi-billion dollar valuations (whether on the private or public markets) faster than ever. What’s the difference between a VP of Sales and a Chief Revenue Officer (CRO)?

VP of Engineering 93

VP of Engineering Sales Hiring Sales Recruiting Sales 93

Tom Tunguz

NOVEMBER 9, 2019

The most frequent mishire in startups is the first head of marketing. Many different disciplines fall under marketing’s purview. The question facing founders recruiting marketers is: which is the most important to prioritize? Each of these kinds of marketers have critical skills for a startup. Why is this?

Scale 223

Scale Startup Sales Recruiting Sales Hiring 223

SaaStr

NOVEMBER 16, 2021

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. Head of Marketing. VP Sales (45 Employees).

CTO Hire 237

CTO Hire Sales Hiring Sales Recruiting CTO 237

Tom Tunguz

NOVEMBER 16, 2015

As he told me a few days ago, he has observed the lack of sales management and sales execution skills as one of the most consistent deficiencies limiting the potential of early stage SaaS companies. Sales execution deficiency manifests itself at roughly the same time as product market fit.

Sales Hiring 184

Sales Hiring Sales Recruiting Startup Compensation 184

SaaStr

JULY 30, 2020

Able to close first $1m in revenues (sales); or. Able to architect and lay out The Next Big Thing (product); or. Able to magically bring customers and users to almost any product (marketing). If the founder/CEO is a magician in one area, and is tenacious and driven, she or he can recruit the rest. engineering); or.

Sales Recruiting 166

Sales Recruiting Sales Hiring Engineering Product Marketing 166

Tom Tunguz

APRIL 21, 2020

The customer story typically originates from two founts; either the founders or product marketing. Regardless, the message should be promulgated through every channel: sales, marketing, press, recruiting, events, etc. The more you can spread the narrative, the greater the potential force for your business.

Sales Recruiting 226

Sales Recruiting Banking Engineering Customer Support 226

User Pilot

JULY 27, 2023

Customer Onboarding Specialist: Responsible for helping new customers get up and running with the company’s products. Account Managers: They serve as the lead point of contact for all customer account management matters. They also manage finances and supervise one or more engineering teams.

Sales Hiring 98

Sales Hiring SaaS Payments Sales Recruiting CTO Hire 98

SaaStr

FEBRUARY 1, 2021

If you don’t think you need a great VP of Sales, Product, Marketing, Customer Success, and Engineering — then all that all that means is you’ve never worked with a great one. Head of Marketing – Where Can I Settle? But for most of you, you’re not ready to hire a entire marketing team.

Sales Hiring 271

Sales Hiring Part-Time VPE Scale Sales Recruiting 271

Sales Hacker

AUGUST 7, 2020

Fortunately, more organizers than ever before are consciously seeking out female sales experts for panels, presentations, and podcasts. At Sales Hacker, we’re serious about diversity, and for that reason, we’ve compiled a list of 530+ female sales experts to consider for your next event. Sales Development. Sales Growth.

VP of Engineering 121

VP of Engineering Sales Recruiting Sales Hiring Payment Services 121

Intercom, Inc.

SEPTEMBER 10, 2020

It’s an approach that’s served him well along the road to building the HubSpot sales team, where he was CRO for nine years. That experience led to his bestselling book, The Sales Acceleration Formula. The framework consists of three elements: product-market fit, go-to-market fit, and growth and moat.

Scale 226

Scale Scaling Sales Recruiting Sales Hiring 226

SaaStr

NOVEMBER 12, 2022

Some VCs will pay up even for very little growth and revenue so long as the management team is strong. They believe a strong team can literally will revenue into existence as long as there is the most basic product-market fit. And there is a lot of truth to this. Pilots-Don’t-Count Risk. It just varies.

Scale 338

Scale Sales Recruiting Machine Learning Artificial Intelligence 338

Sales Hacker

OCTOBER 30, 2018

Welcome to Sales Hacker’s first-ever Influential Women in Sales list! In this exclusive list, we wanted to honor not just female leaders that promote their own sales platform (no shame in that!) They say “You can’t be what you can’t see,” and the sales floor is no exception.

Sales Recruiting 111

Sales Recruiting VP of Engineering Scale Sales Hiring 111