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. Flock Safety is a hardware-enabled SaaS company dedicated to stopping crime.

Sales Recruiting 184

Sales Recruiting Sales Hiring Scale Sales 184

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.

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Sales Recruiting Sales Hiring Interviewing Finance 40

SaaStr

NOVEMBER 16, 2021

As your SaaS company grows and you go through various fundraising stages, your company size also grows. David Sacks, Co-Founder and General Partner at Craft Venture,s shares wisdom from his years of experience in SaaS to help you build your org chart for each step of your company’s fundraising journey. Head of Product.

CTO Hire 256

CTO Hire Sales Hiring Sales Recruiting CTO 256

SaaStr

NOVEMBER 13, 2022

Gartner: SaaS Spend In the Enterprise Will Grow 17% to $195 Billion in 2023. 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. Top Podcasts This Week: 1.

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Sales Recruiting AWS Compensation Enterprise 235

Andreessen Horowitz

OCTOBER 16, 2023

One of the toughest challenges for founders — and especially technical founders who are used to focusing so much on product features over sales — is striking “product-market fit”. What does this mean for product design and product management? the night before it was to IPO).

Product Marketing 78

Product Marketing Scale Sales Hiring Sales Recruiting 78

User Pilot

JULY 27, 2023

Confused about trying to understand SaaS roles? SaaS companies have many moving parts, and it can be difficult to determine who does what. In this article, we’ve outlined the major roles that move the needle in terms of product growth alongside their KPIs and current salary ranges. What is a SaaS business model?

Sales Hiring 98

Sales Hiring SaaS Payments Sales Recruiting CTO Hire 98

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.

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Sales Hiring SMB Sales Recruiting Payment Methods 168

SaaStr

JUNE 15, 2021

Every SaaS founder dreams of their company becoming a unicorn. 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.

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Sales Recruiting Scale Software Delivery Travel 208

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

AUGUST 25, 2023

Hundreds of thousands of experts are telling you how to succeed in SaaS. SaaStr Founder and CEO Jason Lemkin shares the 10 worst pieces of SaaS advice, excuses, and mistakes founders make, and what to do instead If you want advice, you probably won’t get it from VCs, but ask anyway. #2 2 “Give the VP of Sales more time.”

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Part-Time VPE Scale Sales Hiring CTO Hire 181

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. From a GTM execution standpoint, they weren’t focused.

Scale 235

Scale Sales Hiring Scaling Revenue 235

SaaStr

MARCH 19, 2021

Recently, I met with a great SaaS founder doing about $1.5m 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 was a bit skeptical. Something sounded off. Never will.

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Sales Recruiting Sales Hiring SMB Engineering 322

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.

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Sales Hiring Sales Recruiting Product Marketing Acquisition 247

SaaStr

NOVEMBER 12, 2022

I’ve had the privilege to invest one way or another in about 35 SaaS companies, both as a VC and as angel. Let me make a list, of at least 10 Risks Different SaaS VCs Do and Do Not Like To Take. In SaaS, VCs seem to split two ways on the engineering team. Most won't ever be discussed or end up public.

Scale 343

Scale Sales Recruiting Machine Learning Artificial Intelligence 343

Sales Hacker

DECEMBER 8, 2023

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. For example, updates on more customers using the product. Use timing as a forcing function.

Sales Recruiting 101

Sales Recruiting Generative AI AI AWS 101

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. We’re just not far enough along in SaaS 3.0 to breed enough veterans here for all the next-generation SaaS companies.

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Sales Hiring Part-Time VPE Scale Sales Recruiting 284

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.

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Sales Recruiting Sales Hiring Scale VP of Engineering 253

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

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 95

VP of Engineering Sales Hiring Sales Recruiting Sales 95

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

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.

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Sales Recruiting VP of Engineering Scale Sales Hiring 111

The Angel VC

APRIL 1, 2017

At the excellent SaaStr Annual 2016 conference about a year ago, a very experienced SaaS CEO said on stage that an internal recruiter can be a startup CEO’s secret superpower. Being willing to invest in an internal recruiter or talent manager (or more broadly, an HR person) early on requires pretty big balls a lot of confidence.

Sales Hiring 168

Sales Hiring Sales Recruiting Startup Software Review 168

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. Well, you have to build a direct sales force. We said, “How important is Giraffe to you in your recruitment process?”

Scale 169

Scale Sales Recruiting Scaling SaaS Payments 169

Tom Tunguz

JUNE 7, 2015

The role of the marketing team within SaaS has stretched from simply engendering awareness and creating interest, to guiding customers much deeper into the funnel. In traditional go-to-market models, marketing teams fill the very top part of the funnel. This change has three important ramifications for SaaS startups.

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Sales Recruiting Marketing SaaS Startup 100

SaaStr

MARCH 24, 2020

Nothing matters but recruiting and using your personal network. Sam Blond, CSO at Brex explains why recruiting, networking and employee happiness is the key to this playbook on recruiting your sales team. Sam Blond | Chief Sales Officer @ Brex. I’m doing The Playbook To Recruiting Your Sales Team.

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Sales Recruiting Sales Hiring Scale Underperforming Technical Team 136

SaaStr

MARCH 10, 2020

That was the most over the top entrance that the sales leader for a company that moves boxes around the world has ever gotten. So we did about 442 million in sales last year. The top 25 freight forwarders combined to do 100 billion a year in sales. We are not a SaaS business, despite being invited to this conference.

Scale 210

Scale Sales Hiring Sales Recruiting Scaling 210

Tom Tunguz

FEBRUARY 24, 2015

Once a startup has found an initial product market fit, the business must evolve the way it models its growth. Before product market fit, a startup’s financial projections focus on costs. At the core of effective revenue forecasts lie the Fundamental Unit of SaaS Growth.

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Sales Recruiting Revenue Startup Sales Hiring 111

User Pilot

APRIL 19, 2024

From framing your initial question to extracting valuable customer insights, we’ll walk you through the lean market research process step-by-step. You will learn effective techniques for collecting and analyzing data , with practical tips on applying your findings to benefit your SaaS.

Market Research 52

Market Research Sales Recruiting Marketing Underperforming Technical Team 52

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?”. Competitive pressures and changing customer needs can be captured by a great marketing or product marketing lead.

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Sales Hiring Sales Recruiting Scale Startup 82

Sales Hacker

MARCH 29, 2022

In this episode of the Sales Hacker Podcast, we have Tom Lavery , CEO & Founder at Jiminny , a conversation intelligence platform that helps companies create high performance culture. The expanding market opportunity in SaaS. Subscribe to the Sales Hacker Podcast. Sam Jacobs: Welcome to the Sales Hacker podcast.

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Sales Recruiting SaaS B2C Innovation 79

Tom Tunguz

OCTOBER 1, 2015

In addition, vibrant word of mouth proxied by social media mentions/follows, Github stars/forks for open source projects, and newsletter subscriber counts mark products with substantial latent demand. As a seed stage company grows, hires a sales team and deploys the product to more customers, the signs of customer pull evolve.

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Sales Recruiting Sales Hiring Social Media compliance 100

Natalia Luneva

NOVEMBER 24, 2021

On this episode of the podcast, I interview Arthur Nobel and we discuss scaling SaaS companies. We found out that there is a lot of content surrounding product-market fit, there is also a lot of content around a company doing an IPO and the founder reflecting on the journey. Levers of scaling a SaaS company.

Scale 52

Scale Scaling Sales Recruiting SaaS 52

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?

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DevOps as a Service Sales Recruiting Scale Sales Hiring 100

SaaStr

NOVEMBER 2, 2019

As for Krish, under Krish’s leadership the team has grown to over 300 people and over 5,000 clients making it one of the next generation in truly global SaaS businesses started in India. In Today’s Episode We Discuss: * How Krish made his way into the world of SaaS and came to found one of India’s fastest growing SaaS companies in Chargebee?

Scale 137

Scale SaaS Payments Sales Recruiting Payment Services 137

User Pilot

SEPTEMBER 29, 2023

The product development process is part art, part science, and all important to the success of your SaaS. In this article, we've got a comprehensive review of the entire product development process. While product development describes the process of creating the product itself (i.e.

Development 105

Development Software Review Sales Recruiting Technical Review 105

Intercom, Inc.

JULY 28, 2022

And for Intercom’s VP of Sales EMEA, Sanj Bhayro , scaling is just what you need to invest in to ensure growth becomes as constant and linear as it can be. Sanj has plenty of experience scaling sales teams at growing businesses, and that’s precisely why, as of November of last year, he‘s overseeing EMEA sales at Intercom.

Scale 210

Scale Scaling Sales Hiring Sales Recruiting 210

Kellblog

JULY 17, 2022

Create a product. Get product-market fit (PMF), i.e., determine some problem you solve for some person with some product. Go sell some software to prove there’s a market. Plannuh for marketing, Place for SaaS). This is not product positioning; we cover that next. Go sell some software.

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Branding Startup Software Sales Recruiting 130