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 219

Scale Sales Hiring Sales Recruiting Sales 219

SaaStr

OCTOBER 30, 2022

SaaStr 602: Secrets To Combining PLG and Enterprise Sales with Grammarly CEO Brad Hoover. ?. SaaStr 603: SaaStr CRO Confidential Presents the Ultimate Guide to Sales Compensation, Quotas and Recruiting with SaaStr CEO and Founder, Jason Lemkin. Secrets To Combining PLG and Enterprise Sales with Grammarly CEO Brad Hoover.

Sales Recruiting 270

Sales Recruiting CTO Compensation Software Review 270

SaaStr

JULY 18, 2023

Some engineers by training, others in sales or product originally. But a few uniting characteristics of the very best: Relentless Recruiters. You have to be constantly recruiting the best. The best founders usually spend at least 20% of their time recruiting. Some ruthless with competition, some more zen about it.

Sales Recruiting 205

Sales Recruiting Scale Scaling Engineering 205

Kellblog

MARCH 17, 2020

Rephrasing Lewis Carroll, “if you don’t know what you’re recruiting for, any candidate looks great.” ” I liken executive recruiters to Realtors. ” That know-not-what, by the way, is that it’s for sale. Let’s switch to executive recruiting. Sound judgment and maturity.

Sales Recruiting 77

Sales Recruiting Sales Enablement Startup Pricing 77

Tom Tunguz

SEPTEMBER 8, 2022

It formed the basis for a career at HubSpot predicated on consistent quantitative analysis to scale the go-to-market, which he detailed in the Sales Acceleration Formula in 2015. I think it’s still one of the best books on how to repeatably scale sales teams. What would the chart above look like for your sales team?

Sales Hiring 345

Sales Hiring Sales Recruiting Scale Marketing 345

SaaStr

APRIL 18, 2021

Continuous Recruiting? Great cultures will create low-turn-over environments — and ones that will self-perpetuate and recruit others to join. Great cultures will create low-turn-over environments — and ones that will self-perpetuate and recruit others to join. Especially in your sales team. Continuous recruiting.

Sales Recruiting 280

Sales Recruiting Branding Investment Sales 280

SaaStr

NOVEMBER 6, 2022

SaaStr 604: SaaStr CRO Confidential Presents How to Fundraise in Late 2022 with SaaStr CEO and Founder, Jason Lemkin. SaaStr 603: SaaStr CRO Confidential Presents the Ultimate Guide to Sales Compensation, Quotas and Recruiting with SaaStr CEO and Founder, Jason Lemkin. SaaS Multiples Are Down 75% From a Year Ag.

Sales Recruiting 220

Sales Recruiting Compensation Cloud Retention 220

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.

Sales Hiring 246

Sales Hiring Sales Recruiting Scale Headcount 246

Sales Hacker

AUGUST 7, 2020

When it comes time to book a speaker for your next panel, presentation, or podcast there’s a lot to consider. Fortunately, more organizers than ever before are consciously seeking out female sales experts for panels, presentations, and podcasts. Sales Development. Sales Growth. Sales Enablement. Leadership.

VP of Engineering 121

VP of Engineering Sales Recruiting Sales Hiring Payment Services 121

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

Sales Hacker

JUNE 10, 2021

There’s one thing recruiters are unanimous about. It’s that sales representatives are one of the toughest positions to hire for. The demand for sales reps is one of the highest of any job. Our recruitment team at EASI has gotten really good at this. Sales courses are largely absent from college curricula.

Sales Hiring 103

Sales Hiring Sales Recruiting Sales Interviewing 103

SaaStr

NOVEMBER 13, 2022

SaaStr 604: SaaStr CRO Confidential Presents How to Fundraise in Late 2022 with SaaStr CEO and Founder, Jason Lemkin. SaaStr 603: SaaStr CRO Confidential Presents the Ultimate Guide to Sales Compensation, Quotas and Recruiting with SaaStr CEO and Founder, Jason Lemkin. Hosted by Sam Blond, Partner at Founders Fund. ?.

Sales Recruiting 215

Sales Recruiting AWS Compensation Enterprise 215

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

Sales Hacker

MARCH 30, 2023

If you’re new to sales (or don’t have an economics degree), decoding the sales compensation plan on offer can make your head spin. There are 3 key questions you must ask your hiring manager or recruiter when offered a sales role to maximize your earnings and career potential. Variable OTE. Quota attainment.

Compensation 74

Compensation Underperforming Technical Team Sales Recruiting Sales Hiring 74

SaaStr

SEPTEMBER 23, 2021

Dig deeper on a lot of titles during recruiting. 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. A “VP of Revenue” for a VP of Sales job. But marketers never, ever know how to do sales.

Sales Hiring 267

Sales Hiring Sales Recruiting Growth Hacking Product Marketing 267

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 288

Sales Hiring Sales Recruiting Scale SMB 288

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 266

Sales Recruiting Scale Sales Hiring Scaling 266

SaaStr

MAY 3, 2021

A new edition, new services, an outbound sales team, an account management / upsell team. From $1m to $10m ARR or so, as you build your first management team: You shouldn’t be the VP of Sales Anymore As You Scale. You still need to spend 15-20% of your time in sales. Add a layer. Nor does your team.

Part-Time VPE 272

Part-Time VPE Sales Hiring Sales Recruiting Outsourcing Services 272

SaaStr

AUGUST 23, 2019

Even what we could consider “good problems” need preparation, and it starts by understanding your team and your goals, including knowing when and how to recruit members of your team, and building in a way that compliments your growth. Ep 259: We often focus on the positive sides of growth—but what about taking a look at the ugly sides?

Sales Recruiting 132

Sales Recruiting Sales Hiring Sales Leadership 132

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

AUGUST 7, 2021

At a minimum, just delete this slide if you are presenting to any VC fund > $60m or so in size. If I wouldn’t work for you … then I can’t help you recruit folks that will. You’re in sales. Recruit the VPs? CEO Doesn’t like Sales — and The Hunt. And/or Late. This is just me.

Sales Recruiting 336

Sales Recruiting Scale AWS Investment 336

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 168

Sales Hiring Sales Recruiting Scale Sales 168

SaaStr

APRIL 16, 2021

Support and partner with sales. Having a CMO that is present, that is visible, is great for recruiting and much more. Own brand & brand positioning. It’s a big job. And part of being a good marketer is … well, marketing yourself. Many of the top CMOs are out there are always marketing. And that’s good.

Sales Recruiting 266

Sales Recruiting Sales Hiring Branding Product Marketing 266

SaaStr

OCTOBER 3, 2023

It’s so, so easy to stand out in recruiting if you’ve actually done your homework. I spent a week preparing and about halfway into that I realized that something was off about the pricing page, so I redid it from scratch and presented towards the end of the “workshop” Chalk and cheese I was told afterwards.

Interviewing 216

Interviewing Sales Hiring Sales Recruiting Consulting 216

SaaStr

JANUARY 24, 2024

How should you handle presenting challenges to your C-suite team when you’ve just joined the company? Lattice had a product-led growth flow on the website while the sales team was still trying to sell the PLG companies The good news is Lattice had a lot of activity and initiatives at play. Can you start and stop a PLG motion?

Scale 218

Scale Sales Hiring Scaling Revenue 218

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 258

Part-Time VPE Sales Recruiting Sales Hiring Scale 258

Buffer Resources

SEPTEMBER 11, 2023

I’ve never created LinkedIn content with the “goal” of lead generation or immediate-term sales. Another cool example I really like is Tito Bohrt — he stands out with the pseudo, “ Sales Mad Scientist ” — which demonstrates confidence and a unique identity online.

Sales Recruiting 127

Sales Recruiting Sales Hiring Scale Social Media 127

Sales Hacker

APRIL 19, 2022

In this article, I’ll outline the principles of compensation design , how to build sales compensation plans , and include resources to set OTEs and quotas that keep your reps happy and hungry for more. Why Sales Comp Planning is Key to Rep Retention. Who should be responsible for sales compensation planning?

Compensation 86

Compensation Sales Recruiting Sales Hiring Retention 86

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.,

Sales Hiring 111

Sales Hiring Scale Sales Recruiting Enterprise 111

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. Recruiting is easier, but the things that don’t change are customers don’t care.

Sales Recruiting 242

Sales Recruiting Sales Hiring Scale VP of Engineering 242

Sales Hacker

JUNE 7, 2021

Sales customer insights. This is important for anyone who prospects or handles inbound calls – could be both inside sales and field sales. Persona and market insights come in here – even though we’re at an early point in the sales process. But what are these insights that will transform the conversations salespeople have?

Sales Recruiting 107

Sales Recruiting Payment Services Payment Methods Sales 107

Sales Hacker

JULY 19, 2022

Celine, who transitioned from agency sales to SaaS, is the Vice President of Boardable. Join us for a great conversation about transitioning in sales and technology selling. Sometimes you have to take one step back to go two steps forward in sales. Sales is all about building internal relationships. powered by Sounder.

Sales Recruiting 82

Sales Recruiting VP of Engineering Sales Hiring Sales 82

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.

CTO Hire 237

CTO Hire Sales Hiring Sales Recruiting CTO 237

OpenView Labs

AUGUST 19, 2021

Sales recruiting is broken. The sad truth is that VP of Sales are turning over within 19 months —and that timeline is shrinking. . Not only that, the market has heated way back up and the VP of Sales is one of the most sought after roles. This isn’t linear and there are many shades of grey when it comes to sales. .

Sales Hiring 82

Sales Hiring Sales Recruiting Scale Startup 82

Sales Hacker

APRIL 17, 2018

Big announcement out of the Sales Hacker camp today. I’d dropped a note about a very exciting launch from Sales Hacker on our yearly recap and roadmap post last quarter. I’m thrilled to announce that the Sales Hacker Podcast is now live! Everything You Need To Know About the Sales Hacker Podcast.

Sales Recruiting 47

Sales Recruiting Sales Hiring Scale B2B 47

SaaStr

DECEMBER 3, 2020

403: Sam Taylor is the VP of Sales and Success @ Loom, the startup that helps you get your message across by making it easy to record instantly shareable videos. As for Sam, prior to Loom, Sam spent over 4 years at Salesforce following their acquisition of Quip, a startup Salesforce acquired for $750M where Sam was also the 1st sales leader.

Scale 171

Scale Sales Hiring Sales Recruiting Sales 171

SaaStr

FEBRUARY 7, 2023

Before you rush in for the sale, you need to assess everything. If she had rushed in for the deal, it likely would have fallen apart because, after a few conversations, it was clear that the enterprise didn’t want the solution as it was being presented but instead wanted something else. Remember, not every conversation is a sale.

Enterprise 139

Enterprise Technical Review Sales Recruiting Scale 139