OpenView Labs

FEBRUARY 3, 2022

As part of our last three annual finance and operating benchmarks surveys, we’ve asked nearly 2,000 startup founders and leaders of B2B SaaS businesses this simple question: “What’s keeping you up at night?”. It’s simply about which areas startup founders feel like they may be coming up short, not doing enough, or missing the mark.

Sales Hiring 82

Sales Hiring Sales Recruiting Scale Startup 82

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. Yet in Mark’s experience working with and mentoring startups, he’s found that many entrepreneurs go with intuition over information.

Scale 226

Scale Scaling Sales Recruiting Sales Hiring 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

Sales Hacker

MARCH 17, 2021

While every entrepreneur dreams of scaling their startup into a multi-million dollar company, many do not understand all that goes into that dream. Strict sales volume does go a long way in achieving long-term revenue growth, but processes and cross-department alignment are what allow sales volumes to scale in the first place.

Scale 95

Scale Revenue Startup Sales Recruiting 95

SaaStr

JULY 9, 2019

Giraffe is a mobile job matching platform that helps medium skilled workers get access to opportunities and helps businesses to recruit staff faster, and easier, and more affordably than any other way. What does this mean for startups and tech companies? There is no startup ecosystem to speak of. I’m from South Africa.

Scale 169

Scale Sales Recruiting Scaling SaaS Payments 169

Sales Hacker

NOVEMBER 4, 2020

I was the new Vice President of International Sales & Managing Director for a work management software company called Wrike. Starting Your International Sales Team. The key to starting an international sales team is having the right people in your landing team. A mercenary is driven by the sale.

Sales Hiring 101

Sales Hiring Scale Sales Recruiting Sales 101

OpenView Labs

OCTOBER 26, 2021

Though, if we narrow it down to just the highly successful ones—that is, startups that exit for more than $100 million—it takes nearly double that time: 11 years. As of this year, Bloomberg reports that the median age of founders of successful startup s (which they define as companies that exited at more than $1 billion) was 34 years old.

Sales Hiring 82

Sales Hiring Scale Sales Recruiting Marketing 82

Tom Tunguz

JUNE 7, 2015

When a potential customer enters the consideration phase of the buyer journey, the marketing team transitions the lead to his sales account executive, who educates the customer from the consideration stage through purchase. In either case, marketing ushers customers through substantially more of the funnel, than in the past.

Sales Recruiting 100

Sales Recruiting Marketing SaaS Startup 100

SaaStr

NOVEMBER 2, 2019

Billion story from its launch in 2008 to its 2018 acquisition by Recruit Holdings. Hear about the early days of Glassdoor; tactical lessons on scaling—from building a business model and recruiting an all-star management team to advice on building a compelling, innovative company culture; and learn whyGlassdoor’s $1.2

Scale 137

Scale SaaS Payments Sales Recruiting Payment Services 137

Tom Tunguz

OCTOBER 1, 2015

Customer pull is an amazing feeling for a startup. While the volume varies by price point - freemium companies may have thousands of early customers, while $100k+ ACV companies may only have a handful - positive usage patterns indicate strong customer pull. So too does frequent product feedback. Product engagement remains high.

Sales Recruiting 100

Sales Recruiting Sales Hiring Social Media compliance 100

SaaStr

APRIL 23, 2019

Opening video: Hey, all these startups, they have a lot of trouble getting corporate credit cards. How they came up with the idea of Brex, and product market fit. Henrique: And we figured out there were all these startups in YC that couldn’t get a credit card, and had raised millions of dollars. Let us know.

Sales Hiring 164

Sales Hiring Sales Recruiting Scale Payment Methods 164

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. Steve has previously said, “Sales and marketing must be one team.” Why does he believe this is so important?

DevOps as a Service 100

DevOps as a Service Sales Recruiting Scale Sales Hiring 100

The Angel VC

AUGUST 10, 2011

Today I'd like to tell you a bit more about what we at Point Nine Capital are looking for in SaaS startups (other sectors are something for another blog post). One could almost say that CAC and CLTV are for a SaaS company what wholesale price and sales price are for a retailer. along the way.

Sales Recruiting 155

Sales Recruiting Startup Customer Lifetime Value SaaS 155

ProfitWell

SEPTEMBER 30, 2019

Today, our pricing analysts look at more Peloton problems —and what that could mean for startup IPOs. our good pal Hiten Shah, a master in the startup community—who shaped FYI, Crazy Egg , and Kissmetrics into the successes they've become, not to mention an advisor to 120 additional startup endeavors.

Startup 40

Startup Technical Cofounder Sales Recruiting Healthcare 40

SaaStr

SEPTEMBER 27, 2019

As for Ryan, prior to G2 he was Senior Director of Global Marketing at Hubspot where among many other achievements, he scaled HubSpot’s marketing-generated sales revenue by 330% year-over-year. Due to his success, Ryan has been named to Forbes’ List of World’s Most Influential CMOs. Which is a super useful tactic.

Sales Hiring 141

Sales Hiring Sales Recruiting Scale Software Review 141

Intercom, Inc.

APRIL 18, 2019

This is episode six of Scale , a brand new podcast series on moving from startup to scale up. Focus on people, not just product. Why do most startups fail? No, 42% of startups fail because they didn’t solve a market need. Herein lies the challenge for any category creator: no pre-existing market exists.

Scale 112

Scale Sales Recruiting Marketplace as a Service Sales Hiring 112

SaaStr

FEBRUARY 2, 2024

The backup of 2020 was great, 2021 comes in and somehow we have 600 unicorns and everyone can burn 500 million a year or have huge sales teams. This is so different than the days of 2021 when a $200M ARR company might’ve had 2,000 or more employees, and maybe a startup doing just $50M had 700 employees. ” #3.

Sales Recruiting 297

Sales Recruiting Trends Sales Hiring Software Review 297

SaaStr

APRIL 30, 2022

Check out this 2018 Europa session with Guillaume Princen, Head of France and Southern Europe @ Stripe, where he talks about the metrics you need to be focused on in your startup. How much is a customer going to bring you over his lifespan using your product? The key here is knowing what your sales model is. MRR, obviously.

SaaS Payments 234

SaaS Payments Metrics Payment Methods Scale 234

SaaStr

AUGUST 20, 2020

343: Kyle Parrish is the Head of Sales @ Figma, the company that helps teams create, test and ship better designs from start to finish. In Today’s Episode We Discuss: * How Kyle made his way into the world of SaaS and sales and came to be Head of Sales at one of the fastest-growing companies in Figma. What worked?

Sales Hiring 206

Sales Hiring Sales Recruiting Scale Technical Advisors 206

OpenView Labs

JUNE 10, 2019

Inner Workings of Product Management at Product Led Growth Companies. At product led growth (PLG) companies like Atlassian and Intercom, product management may look very different from a ‘traditional’ SaaS company. PLG and Product Management: Tips from Sendgrid’s VP of Product.

Management 55

Management SaaS Scale Sales Recruiting 55

SaaStr

JULY 1, 2021

There’s a time and a place for it, but a startup, the lifeblood, is getting s**t done. I want to come be your VP of sales and, you’re going to meet me for the first time. Spencer : For me, the key things for a VP of sales is, “OK, tell me about your best reps. This thing in the product, or how we do culture.

VP of Engineering 272

VP of Engineering Sales Hiring Sales Recruiting Underperforming Technical Team 272

Natalia Luneva

NOVEMBER 17, 2021

It depends on your personal ambition, the kind of company you want to build, how big the market opportunity is and the market dynamics. The next steps for a SaaS Company that has product-market fit, lots of paying customers and is ready to raise a seed round. You basically want to run it like a sales process.

Sales Recruiting 52

Sales Recruiting Venture Capital Investment Technical Review 52

SaaStr

FEBRUARY 22, 2019

Matt Turck talks with three hyper-growth stage Co-Founders and CEOs on three roadblocks when scaling past $15M ARR: hiring, culture, and sales. Ticket prices go up March 1st! Matt Turck – Managing Director at FirstMark. So we decided to take you to know three specific topics which are hiring, culture and sales.

Sales Hiring 120

Sales Hiring Scale Sales Recruiting Company Culture 120

OpenView Labs

SEPTEMBER 22, 2021

This spelled trouble for the pricing model and scalability of the business, and ultimately Itxaso had to pass. “It It’s hard to gauge that early on because recruiting your first 5-10 hires inherently means leaning on your network, so the sample size is relatively small,” she continues. It’s all about nailing product-market fit.

Technical Review 73

Technical Review Scale Development Team Review Software Review 73

SaaStr

JULY 30, 2020

356: Pete Kazanjy is the Co-Founder @ Atrium, the startup providing proactive, always-on insights for sales operations, managers, and leaders. Alongside Atrium, Pete is also the Founder of Modern Sales Pros, a community of 15,000 focused on sales operations and sales management. Stop asking questions.

Part-Time VPE 210

Part-Time VPE Scale Sales Recruiting Sales Hiring 210

Unbounce

JUNE 16, 2020

especially for SMB SaaS startups. Today, small and medium SaaS businesses are discovering the power of using partners to help sell their products. Your partners act as an outsourced sales and marketing team. Increased Product Focus. Is your sales process simple and streamlined? Reduced Cost.

Outsourcing Services 131

Outsourcing Services Sales Recruiting Scale SaaS 131

SaaStr

MARCH 1, 2019

What time frame from SAL to closed lead suggests product market fit? What one question must all founders be asking in the sales process? * Where should the responsibility for upsell lie, customer success or sales? Should sales commission be paid on renewals? When I was about 17 I got my first taste of startups.

Scale 119

Scale SMB Sales Recruiting Sales Hiring 119

SaaStr

MAY 15, 2020

333: Bridget Gleason is the Head of Sales and Customer Success @ Tidelift, the company providing managed open source, backed by maintainers. Before Tidelift, Bridget was VP of Sales @ Logz.io and before that was VP of Corporate Sales @ Sumo Logic where she drove ARR up by a record 237%.

Sales Hiring 207

Sales Hiring Scale Technical Review Outsourcing Services 207

SaaStr

AUGUST 27, 2019

How to Design a Sales Comp Plan to Get You to $100M with Work-Bench, Movable Ink, MongoDB and Concert Finance. This panel will speak tactically to various comp design options as a way for management to determine and promote ideal behavior in their front-line teams. Meghan Gill | VP of Sales Ops @ MongoDB. FULL TRANSCRIPT BELOW.

Sales Recruiting 142

Sales Recruiting Sales Hiring Scale Sales 142

Intercom, Inc.

JUNE 3, 2021

” And in Intercom and elsewhere, we’ve been thinking about what that actually means for startups, for seed-stage companies, all the way through to mid and late-stage companies. Let’s just take, as a target case, a PM or a manager of PMs in a startup who’s being told, “Hey, let’s go and accelerate.”

Strategy 228

Strategy Software Review Development Team Review Sales Recruiting 228

SaaStr

JUNE 11, 2019

Lloyed : Startup-. Keith : The other thing someone said to me that really resonated and has become an important lesson is you can raise the odds of success at any startup from the very early days from something like the proverbial one to 10 percent that people talk about to probably 30 to 40 percent just by changing the team composition.

Merchant Services 223

Merchant Services Part-Time VPE Sales Hiring Scale 223

SaaStr

JULY 15, 2022

As a tiny startup who might be commercializing its first product, are there any general guidelines that you can stick to that would prevent the massive companies out there from crushing the baby? And you can build that in a way with the startup that you can’t in a bigger company. But even the CEO of a four-person startup.

Scale 250

Scale Outsourcing Services Sales Hiring VP of Engineering 250

Incredo

NOVEMBER 1, 2019

Do you want to grow your SaaS sales team and improve your processes? maintain healthy atmosphere in your Smarketing team, make smart choices regarding your SaaS sales model, strategy, pricing, . build smoother connections both with your prospects through optimized sales process. And from SaaS sales models to SaaS pricing.

SaaS Payments 157

SaaS Payments Payment Methods Sales Recruiting Sales Hiring 157

SaaStr

JUNE 23, 2019

Lloyed : Startup-. Keith : The other thing someone said to me that really resonated and has become an important lesson is you can raise the odds of success at any startup from the very early days from something like the proverbial one to 10 percent that people talk about to probably 30 to 40 percent just by changing the team composition.

Merchant Services 192

Merchant Services Part-Time VPE Sales Hiring Scale 192

SaaStr

JULY 1, 2020

An open discussion with Sam Blond, CSO at Brex, and Kristen Habacht, VPS at Atlassian, about adjusting their sales process during Covid-19. Kristen Habacht runs EDR sales at Atlassian, which I got a check today, $40 billion-$50 billion company. She manages a huge global team. Four, people in the sale? Jason Lemkin: None.

Merchant Services 187

Merchant Services Scale Sales Recruiting Sales 187

SaaStr

MARCH 6, 2020

313: Today we deep dive into what startups can learn from the large SaaS incumbents of today. 314: According to a study from SiriusDecisions, the majority of buyers (81%) today make purchase decisions based on buying experience, over product or price. This episode is sponsored by TaxJar. It works really well.

Scale 221

Scale Sales Hiring Sales Recruiting Underperforming Technical Team 221

OpenView Labs

JUNE 16, 2020

The best companies are tweaking sales systems, adjusting their go-to-market strategy and rediscovering customers’ needs as they evolve. Related: The Recession Planning Framework for SaaS Startups. Experimenting with product/market fit. Pivoting sales to meet buyers. Experiment with product/market fit.

Sales Hiring 54

Sales Hiring Sales Recruiting SaaS Payments Underperforming Technical Team 54