SaaStr

MARCH 17, 2021

The other day, I met with a great founder who talked with me about how he was about to top his VP of Sales. in ARR in pretty short order, recruiting a great small team of reps under her, and had really nailed the formula. Or for another example, let’s look back at the Algolia’s CSO presentation at SaaStr Europa.

Sales Hiring 300

Sales Hiring Sales Recruiting Scale SMB 300

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. A data-driven framework for scaling. Mark’s latest ebook, The Science of Scaling , outlines a precise framework for success.

Scale 227

Scale Scaling Sales Recruiting Sales Hiring 227

SaaStr

AUGUST 11, 2021

A ways back at SaaStr, we did a post “If Your VP Sales Isn’t Going to Work Out — You’ll Know in 30 Days” At first, so many VPs of Sales I know hated the post. A great VP can’t always double sales in a month or two. Now first, this trick requires you have your VPs present at board meetings.

Sales Recruiting 300

Sales Recruiting Scale Sales Hiring Scaling 300

SaaStr

MARCH 25, 2023

So one recent survey we did really brought out a healthy debate: does your VP of Sales really need to be a product expert? Many of the comments said it was more important a VP of Sales understand process and leadership more than the product itself. Be present. They often melt. I say, you just gotta know the product.

Scale 285

Scale Sales Hiring Sales Recruiting Sales 285

SaaStr

JANUARY 24, 2024

How should you handle presenting challenges to your C-suite team when you’ve just joined the company? She was hired because they saw a bit of softening in new business growth, and she came to help diagnose what was going on and help scale the business. Can you start and stop a PLG motion? How do you diagnose and solve churn?

Scale 268

Scale Sales Hiring Scaling Revenue 268

SaaStr

MARCH 7, 2021

I thought it would be worth drilling down deeper into each of them, and sharing the learnings and mistakes: 1/ Spending less time fixing things, more time recruiting senior folks to own them. No one spends enough time recruiting as it is, after $1m ARR or so. Yes, you can manage the sales team yourself. You can do this.

Part-Time VPE 286

Part-Time VPE Sales Recruiting Sales Hiring Scale 286

OpenView Labs

APRIL 29, 2021

Recruiting top talent is the common denominator across all scaling startups. Nine out of 10 founders and CEOs I connect with are involved in recruiting on a weekly, if not daily, basis. Many of them are learning on the fly and trying to juggle being CEO and Chief People Officer/Lead Recruiter/Brand Evangelist all at once.

Sales Recruiting 98

Sales Recruiting Outsourcing Services Sales Hiring Scale 98

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 sales side, people hired way too much. More salespeople do not equal more sales. Sam just finished 18 months at Founders Fund after joining in mid-to-late 2022.

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Sales Hiring Sales Recruiting Scale Headcount 294

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.

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Sales Recruiting Sales Hiring Scale VP of Engineering 258

SaaStr

MARCH 22, 2022

I really appreciate you coming to talk about how to attract, hire, and build a more diverse sales team in your organization. So before I get started, I wanted to talk about something that one of my AEs said in a team meeting, while I was preparing for this presentation. ” And it was such an impactful statement at that time.

Sales Hiring 258

Sales Hiring Sales Recruiting Scale Sales 258

SaaStr

JULY 13, 2023

Startups come in all shapes and sizes on various stages of a timeline, yet it’s not surprising how many have the same questions and concerns about how to scale from x to y to z, the right time to hire and fire, and how to keep a team motivated during hard times. Q: Where Should SDRs Report — Marketing or Sales?

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CTO Hire Sales Recruiting Sales Hiring Scale 241

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. It’s pretty good, someone did a Tweet storm the other day on Zeb from ClickUp’s presentation at SaaStr Annual 2020. It was packed.

Scale 286

Scale Outsourcing Services Sales Hiring VP of Engineering 286

SaaStr

SEPTEMBER 25, 2020

379: From how many reps to hire, to compensation models, here are the top 10 mistakes founders make when hiring their first sales teams and how to avoid them. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. This episode is sponsored by Outgrow.

Sales Hiring 239

Sales Hiring Sales Recruiting Scale Sales 239

SaaStr

NOVEMBER 16, 2021

You can find the full slide deck from David’s presentation on Slideshare. In 2008, he founded Yammer, an enterprise software company that David grew to 500 employees and $60 million in sales. Head of Sales. Positions Needed: Enterprise AEs, Mid-Market & SMB AEs, SDRs, Sales Ops, Sales Engineer.

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CTO Hire Sales Hiring Sales Recruiting CTO 278

SaaStr

APRIL 7, 2022

The company scaled from a hundred people to 800, last I know, but it changes every day. We’re in the business of robots, software robots, an industry … There was a great presentation earlier, you all probably heard with the category awareness, category urgency, and I’d add one more, company urgency. Luciana: Okay.

Sales Hiring 269

Sales Hiring Scale Sales Recruiting Outsourcing Services 269

Sales Hacker

AUGUST 29, 2019

Have you ever wondered how other sales professionals are tackling their roles? Today, we’re pulling back the curtain on the day-to-day for a sales recruiting firm owner, and for that, we talked to Amy Volas. What You Sell/Quick Pitch: Taking the cringe out of sales recruiting for startups. Structuring their days?

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Sales Recruiting Sales Hiring Scale Sales 66

Sales Hacker

OCTOBER 18, 2024

Hello and welcome to The GTM Newslettr by GTMnow – read by 50,000+ revenue professionals weekly to stay up-to-date and scale their companies and careers. Jonathan Moss (EVP at Experity) showcased an Account Plan GPT that streamlines sales and marketing account research for outbound efforts. Link to GPT. Link to GPT.

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Sales Recruiting Software Review Scale AI 99

Intercom, Inc.

FEBRUARY 6, 2020

When Yvonne joined in 2016, the business unit consisted of just 10 people across product, engineering, sales, and marketing. Our Senior Director of Demand Generation Brian Kotlyar recently spoke with Yvonne about her experience scaling Udemy for Business. Turning a sales objection into a unique differentiator.

Marketplace as a Service 243

Marketplace as a Service Scale Sales Recruiting Business 243

SaaStock

FEBRUARY 13, 2019

Talkpush is a conversational recruiting CRM that allows employers and job seekers to connect in new ways across the globe. It also gives recruiters a faster process through its chatbot and application management tool. It is a platform for inventory and order management that helps owners and distributors. Founded : 2012.

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SaaS Payments Payment Solutions Merchant Services Payment Methods 225

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

SaaStr

APRIL 23, 2019

And can you talk a little bit about touching on the hiring point, because you did say that you focused a lot on talent, and recruiting. And coming from Brazil without a big network in Silicon Valley, un-launched, without a website, it was actually really hard to recruit the first ten people. I’m going to go, and scale it up.”

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Sales Hiring Sales Recruiting Scale Payment Methods 209

Chart Mogul

JANUARY 9, 2025

So read on, and hopefully, your SaaS sales journey will be less about trial and error and more about steady progress toward success. Whats important to note is that each model targets a distinct customer persona and, therefore, has a unique approach to the customer journeyfrom brand awareness to sales and, ultimately, conversion.

Scale 52

Scale Sales Hiring Startup Sales Recruiting 52

Intercom, Inc.

MARCH 8, 2018

In a time where buyer behavior has rendered cold calling nearly obsolete, successful sales prospecting begins with using tools like live chat and social media to build relationships. He’d go on to become the VP of Sales at Sprinklr, guiding the company through its own high growth period, before striking out on his own.

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Social Media Scale Sales Hiring Sales Recruiting 187

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.,

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Sales Hiring Scale Sales Recruiting Enterprise 127

Intercom, Inc.

MARCH 14, 2019

This is episode one of Scale, a brand new podcast series on moving from startup to scale up. “What I’ve always tried to do, for example when I’m recruiting for a customer advisory council, is to think very carefully about the company’s objectives. 6 ways to create a customer-centric culture.

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Scale Sales Recruiting Sales Hiring Company Culture 178

Stax

MARCH 18, 2025

It can be easy to consistently double revenue if you’re an early-stage company, but as you scale up, sustaining that becomes more difficult. Often abbreviated to CLV or LTV, this is the amount of revenue generated by a customer as long as they have an account with your SaaS company. Customer acquisition cost.

Scale 117

Scale Payment Services Payments SaaS Payments 117

SaaStr

SEPTEMBER 7, 2019

A great manager is highly aware and transparent re: who on their team is the best, mid-pack, and not performing. If they are too defensive about their non-performers, that’s a sign of a manager that can neither deliver nor scale. A VP of Sales that has only done inbound? All true VPs know recruiting is job #1.

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Sales Hiring Sales Recruiting Scale SMB 175

SaaStr

SEPTEMBER 26, 2019

Building a sales team that can go from $0-$50M (Video + Transcript). Gaetan Gachet | SVP of Sales @Algolia. It’s an honor to be here with this mythical creature, this sales leader that goes from zero to 50 million in the same job. He has a whole French sales team and office that only speaks English in Paris.

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Scale Sales Hiring Sales Recruiting Technical Advisors 141

Sales Hacker

DECEMBER 21, 2017

What is Sales Operations? Sales operations refers to the unit, role, activities and processes within a sales organization that support, enable, and drive front line sales teams to sell better, faster, and more efficiently. But perhaps more than anything else, sales operations brings a system to selling. Technology.

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Scale Sales Recruiting Sales Hiring Technical Review 104

SaaStock

FEBRUARY 14, 2019

Talk: Scaling & Exiting: Dreams, Designs & Dramas. He has given his memorable presentations around the world. The company’s best-selling book, Predictable Revenue , details the hugely successful outbound process and sales created specifically for Salesforce. Starting as VP of Sales, in less than two years he became CEO.

Technical Review 207

Technical Review Scale Entrepreneurship Sales Hiring 207

Intercom, Inc.

JUNE 9, 2021

At the start of March last year, as the scale of the threat became more apparent, we realized we had to transition our in-person employee onboarding experience to a completely virtual program – within three days. It was also my first official week in the People Development Program Manager role, which certainly added to the challenge!

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Onboarding Sales Hiring Scale Systems Review 254

Unbounce

JULY 15, 2020

Our team has years of experience running everything from large-scale, in-person conferences (you can get your tickets to CTAConf21 right here ) to smaller-scale virtual events (like Marketing Optimization Week ). The theme for Digital Agency Day was growth—how agencies can scale up with tactics from the top experts in their industry.

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Sales Recruiting Scale Social Media Engagement 145

Sales Hacker

SEPTEMBER 28, 2021

In this episode of the Sales Hacker Podcast, we have Hakim Myers , Business Recruiter at Nextdoor , where he recruits for people, finance, and legal functions for startups. Join us for a revealing conversation on sales and talent from the perspective of a recruiter in an executive search firm. powered by Sounder.

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Sales Recruiting Retention Scale Sales Hiring 102

Sales Hacker

JUNE 3, 2025

Over his 15-year career at Meta, Rick was instrumental in driving international expansion, especially across Europe, the Middle East, and Africahelping to localize strategy, scale high-performing sales teams, and bring new ad products to market. Rick is the former managing director of Meta Ireland. Rick, welcome to the podcast.

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Sales Hiring Scale Sales Recruiting Sales 83

The Angel VC

AUGUST 10, 2011

One could almost say that CAC and CLTV are for a SaaS company what wholesale price and sales price are for a retailer. Costs of goods sold are minimal for a company selling software over the Web, and costs like product development decrease as a percentage of revenue when you get to bigger scale. along the way.

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Sales Recruiting Startup Customer Lifetime Value SaaS 155

FastSpring

JUNE 11, 2024

Affiliate marketing can be a great growth lever to scale your digital product business, but how can you drive meaningful growth with the right affiliates without losing out to fraud or shady attribution schemes? How to go about recruiting the RIGHT affiliates to help drive meaningful growth in your business.

Sales Recruiting 114

Sales Recruiting Software Review Payment Solutions SaaS Payments 114

Sales Hacker

JANUARY 21, 2019

This week on the Sales Hacker podcast , we talk to Bill Binch , Chief Revenue Officer for Pendo and a former sales executive at Marketo who, over close to 10 years, helped guide the company through multiple phases of growth including both an IPO and an acquisition. . The challenges of managing a global team. What You’ll Learn.

Scale 16

Scale Sales Recruiting Sales Hiring Scaling 16