SaaStr

MAY 26, 2025

So what does that mean for inside sales? A 50/50 Sales Team. At least for SMB and more routine mid-market sales. By 2026, these same AI systems will have evolved to manage entire sections of the sales process autonomously. An A+ AI will soon join every sales call, for real. Probably something similar by 2026.

Scale 233

Scale Sales Hiring AI Sales 233

SaaStr

DECEMBER 20, 2024

Former Head of Revenue at BILL and HubSpot Americas leader Michelle Benfer recently joined us on a SaaStr Workshop Wednesday share her insights on one of the most critical roles in any SaaS organization: the frontline sales manager. “At HubSpot, I had over 100 frontline sales managers reporting to me.

Sales Hiring 260

Sales Hiring Scale Underperforming Technical Team Sales 260

SaaStr

MARCH 1, 2025

And CEO David McJannet came to SaaStr Annual a little ways back to share his top scaling learnings. CEO Dave McJannet shared his systemic approach to scaling companies through distinct growth phases. The best leaders have experience with both startups and scale to navigate the in-between. 30-100M: Scaling phase.

Scale 178

Scale Systems Review Scaling Leadership 178

SaaStr

JUNE 4, 2025

The 40% Problem: How AI Will Finally Fix Sales Coverage and Customer Face Time A wake-up call from HubSpot’s CEO Yamini Rangan on why your sales team is failing 60% of their accountsand how AI will change everything There’s a brutal truth about B2B sales that most founders refuse to acknowledge. Forty percent.

Scale 241

Scale AI Underperforming Technical Team Sales 241

SaaStr

MARCH 18, 2025

It’s an incredible look back on scaling and more: Colin Jones, first Chief Revenue Officer at Wiz. Colin joined Wiz in February 2021 when the company was near zero revenue. Rather than seeing this as a liability, Wiz leveraged it as a strategic advantage — even in its sales team.

Scale 178

Scale Sales Hiring Scaling Headcount 178

SaaStr

JANUARY 9, 2025

Dear SaaStr: What Are Some Successful SaaS Leaders Without Sales Teams? Many that are self-serve and SMB-focused can start off without a sales team … for a while. But almost none stay without a sales team … forever. Yes, Atlassian since well past its IPO had almost no direct sales team. Maybe on Day 0.

Scale 274

Scale Sales Hiring Sales Headcount 274

SaaStr

NOVEMBER 13, 2024

Klaviyo dominates marketing in the Shopify ecosystem and in ecommerce, and just keeps on scaling. But it’s clear that it’s still in the investing phase, and increasing spend in sales & marketing. Just not as quickly as overall revenue growth. #4. A third of revenue is from outside the Americas. #5.

Scale 301

Scale SMB Scaling Enterprise 301

SaaStr

OCTOBER 18, 2024

I bootstrapped ZoomInfo to 25 million in revenue. You can talk about the roadmap or sales strategy until you’re blue in the face, but if you don’t have the team to do it at scale, there’s no point in talking a ‘big game.’ Everything in post-sales is ahead of sales when it comes to AI, far ahead.

Sales Recruiting 305

Sales Recruiting Sales Hiring Scale AI 305

SaaStr

JANUARY 17, 2025

So what gets you more high-quality leads and ultimately business — smaller, more “intimate” industry events? And your top prospects? There is no question the ideal event in theory is just you and you alone … and 50-100 of the very top prospects in the world. But — it’s the wrong question.

Scale 293

Scale Marketing Travel B2B 293

SaaStr

JUNE 18, 2025

5 Interesting Learnings: The Core 5: Revenue & Growth Metrics 1. The Learning : At scale, customer count growth in your premium tier matters more than total customer adds. The Learning : At scale, customer count growth in your premium tier matters more than total customer adds. scale is still a stong growth engine.

Scale 224

Scale Headcount Outsourced Development Operational efficiency. 224

SaaStr

FEBRUARY 10, 2025

From Sales-Led to Product-Led: How Apollo.io 25x’d Revenue and Crossed $100M ARR Apollo.io, an all-in-one go-to-market platform, underwent a significant transformation in its business model that led to remarkable growth. They shifted to a fully self-service model, moving away from the traditional sales-driven approach.

Scale 155

Scale Scaling Outsourced Development Sales 155

SaaStr

JUNE 24, 2025

We’re living through the biggest transformation in B2B sales since the birth of SaaS itself. The latest from 2025 survey data by ICONIQ from 205 GTM executives across leading B2B SaaS companies The data tells a stark story. This isn’t about sprinkling ChatGPT into your sales process.

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SaaStr

JANUARY 26, 2025

Here’s what it really took for Attentive to go from $0 to $500M ARR in just 7 years, sending over 32B text messages and generating $20B+ in revenue for their 8,000+ customers. CEO Amit Jhawar joined us at SaaStr Annual for a deep dive: 1. Solve The Hard Problem First And Patent It The first key insight?

Technical Review 262

Technical Review Payment Solutions Scale Payment Services 262

SaaStr

MAY 20, 2025

Convergent evolution from 2 very different start-ups that now have many similarities at scale. HubSpot has twice the revenue (and thus twice the ARPU), but also was founded 6 years earlier. Customer Base : ~258,000 customers across 135+ countries Revenue : $2.63 The new customer count just keeps on growing.

SMB 272

SMB Scale Education AI 272

SaaStr

DECEMBER 25, 2024

Today, the most efficient public SaaS company is probably Doximity, at about $700,000 in revenue per employee. If you are sales-driven, youll usually stall out at $1.5m-$2m in ARR or so if you dont start growing the team to the next level, The First 50. Youll need another sales rep at least per every $500k in new ARR.

Sales Hiring 261

Sales Hiring Scale SaaS AI 261

SaaStr

AUGUST 5, 2024

How do you leverage your customer success team to drive revenue growth? Hook’s Head of Customer, Natasha Evans, took the stage at SaaStr Europa to discuss the three things leaders should focus on to fuel revenue growth. It will help drive revenue growth, which is the name of the game. That’s how you drive alignment.

Scale 284

Scale Customer Success Scaling Revenue 284

Tom Tunguz

FEBRUARY 26, 2025

The very best companies lead their customers in that dance. They prioritize revenue growth, market share and profit maximization differently. Maximization (Revenue Growth) - maximize revenue growth in the short term. Penetration pricing leads to land-and-expand sales tactics.

SaaS Payments 283

SaaS Payments Pricing Strategy Scale 283

SaaStr

DECEMBER 26, 2024

Gong has its 2025 State of Revenue out. That ties to our overall rough sales cycle data here: Dear SaaStr: What’s a Good Benchmark for B2B Sales Cycles? Is usually see 15%-20% as start-ups scale, but 25% is probably the right target as you scale. You can grab it here. Thats a bit higher than I expected.

Scale 284

Scale Benchmarks B2B Enterprise 284

SaaStr

SEPTEMBER 11, 2024

Lucid is the leading provider of visual collaboration software with over 70M users worldwide. Stephanie Couzin, the VP of GTM Strategy and Ops, and Roderick De Greef, the VP of Sales and GM EMEA, share Lucid’s transition from a PLG company to a PLG and Sales-Led company. This is where product-led sales comes in.

Scale 307

Scale Scaling Sales Hiring compliance 307

SaaStr

JANUARY 16, 2025

Workato’s SVP of Embedded Sales and Director of Solutions Marketing joined us at SaaStr Annual to talk about how to nurture customers — a great topic in general, but especially for embedded sales and APIs that can take a while to scale. The Second Most Important SaaS Hire? Customer Success. But the results?

Sales Hiring 246

Sales Hiring Scale Sales Churn 246

SaaStr

OCTOBER 16, 2024

Even With a Big Enterprise Push for Years, 60% of Revenue Still From Mid-Market and SMB RingCentral closed 20 $1M+ TCV deals last quarter. of revenue in 2021 to 15.7% 16,000 Channel Partners A very large percent of RingCentral’s revenue comes from the channel. Fast forward to today, it’s at: $2.43

Scale 284

Scale Compensation SMB Cloud 284

SaaStr

DECEMBER 19, 2023

Dear SaaStr: What are the signs that an enterprise SaaS startup is ready to scale by hiring more sales people? In the early days, it’s simply that you have a few more leads than you can currently handle. Plus — following up on the 50 qualified leads from the month before. To a point. appeared first on SaaStr.

Sales Hiring 301

Sales Hiring Scale Scaling Sales 301

SaaStr

AUGUST 15, 2024

There’s always someone a few years ahead of you on the scaling journey who can share their lessons learned. Robbie O’Connor, the GM EMEA at Notion and the first European hire at Asana and Dropbox takes the stage at SaaStr Europa to talk about the building blocks required to scale GTM teams and operations. Timing is also essential.

Scale 309

Scale Sales Hiring Scaling Innovation 309

SaaStr

MARCH 23, 2025

5 Key Learnings from Scaling from 3 to 75 Go-To-Market Team Members in Less Than 12 Months The latest SaaStr CRO Confidential is out and Sam Blond did a great deep dive with Graham Mareno, VP of Worldwide Sales at Codeium. The 5 Key Elements of Codeium’s GTM Scaling Playbook 1. What is Codeium and Windsurf?

Sales Recruiting 227

Sales Recruiting Sales Hiring Scale AI 227

SaaStr

AUGUST 9, 2024

From startup to $500M CARR, Spencer Burke, SVP of Growth at Braze, shares how Braze scaled a growth and customer success team. In this AI moment we’re in, there are still many moments in scaling a company where intuition still matters. You don’t have to leave as the organization scales. This isn’t new.

Scale 290

Scale Sales Hiring Scaling Startup 290

SaaStr

JANUARY 12, 2025

Top Posts: #1: 2025 And The Rise of the Mech AE (Account Executive) #2: 2025 Should Be Better Than 2024 For Almost All Leading Public SaaS Companies #3: 38% of Bootstrapped Start-Ups Have Solo Founders. But Only 17% of VC-Backed Ones Do. And 10%-12% of Ones That IPO. #4: appeared first on SaaStr.

Sales Hiring 279

Sales Hiring Scale Scaling Revenue 279

SaaStr

JANUARY 3, 2025

.” If you have a SaaS company above 2 million in revenue, both Brian and Jason agree that at that point, all that matters is the management team. Or a great growth marketer paired with a great sales team will punch above their weight class. In sales, t he more SMB you are, the more you should lean on your bench.

Sales Hiring 284

Sales Hiring Scale Systems Review Interviewing 284

SaaStr

MAY 29, 2025

At SaaStr + AI Summit 2025, Jason Lemkin and Kyle Norton CRO of $1B+ vertical SaaS leader Owner (where Jason is on the board) did a deep dive on AI in Sales today. The AI-Native CRO: How Revenue Leaders Must Evolve or Risk Obsolescence 4 Top Learnings for Revenue Leaders 1. And where it will be very soon.

Sales Hiring 228

Sales Hiring Underperforming Technical Team AI Scale 228

SaaStr

FEBRUARY 12, 2025

Meet Wyatt Jenkins: From Construction Sites to Chief Product Officer If you want to understand how vertical SaaS companies scale to $1B+ in revenue while staying true to their customers, there’s no better person to learn from than Wyatt Jenkins, Chief Product Officer at Procore Technologies.

Construction 250

Construction Scale SaaS Travel 250

SaaStr

MARCH 7, 2025

The right person to lead finance at a Series A company looks very different than the right person to lead finance at a true pre-IPO company (that is near an IPO). While other businesses with <$10M in revenue may need a true CFO because of their complexity. So when do I need a true CFO? It depends.

Scale 315

Scale Finance Headcount Leadership 315

SaaStr

JULY 12, 2024

Scaling to $150M ARR and beyond is no simple task. Will this change as Grafana Labs scales? Those were the innocent days with no customers, revenue, or responsibilities. But they’re still one of the last remaining open-source companies at scale. All they sold was the visualization layer with no sales team.

Scale 291

Scale Scaling Sales Hiring Sales Recruiting 291

SaaStr

DECEMBER 22, 2023

At the SaaStr Annual, Kiren Sekar, Samsara’s Chief Strategy Officer and founding chief Product Officer shared five lessons he learned along the way from scaling six products to $100M+. Lesson 1 — The Magic “Scale or Pivot” Metric With so many different SaaS metrics out there, which metric can really steer a business?

Scale 306

Scale Scaling Strategy Sales Hiring 306

Sales Hacker

OCTOBER 29, 2024

David Knight is the Co-founder and CEO of Avarra, an AI-powered platform that simulates human-to-human interactions to accelerate sales onboarding and training. Discussed in this Episode: The power of AI simulations in providing experiential learning for sales reps. The future of AI in sales training and enablement.

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Scale Scaling Sales Funnel AI 113

SaaStr

MAY 3, 2025

Heres how Id break it down: 0 t o $ 1M ARR: Founder-Led Everything Sales : Founders should lead sales. No VP of Sales yetdont even think about it. Having said that, if you have a steady stream of leads and customers, you really can’t hire a great VP of Demand Gen / Growth too early. More on that here.

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Sales Hiring Part-Time VPE CTO Hire Scale 234