SaaStr

FEBRUARY 12, 2022

What was the first warning sign your VP of Sales wasn't going to work out? A new VP of Sales doesn’t always double sales in 30 days — although it can happen in SMB sales. The old playbook does help, but every great VP of Sales knows they quickly have to evolve it to any new role.

Sales Recruiting 247

Sales Recruiting Sales Hiring Sales SaaS 247

SaaStr

MARCH 18, 2021

We’ve talked a lot about hiring a VP of Sales at SaaStr , and if you hire a stretch VP of Sales (as most of you will) … how much you can stretch. A related question is — just how quickly can you gain the requisite experience to be a true first time VP of Sales? Month 6: promoted to first SMB rep.

Sales Hiring 285

Sales Hiring Sales Recruiting SMB Sales 285

SaaStr

JANUARY 21, 2020

Justin Welsh, former SVP of Sales at PatientPop explains how he started in SaaS in 2009 as the second sales hire at Zocdoc. Justin used Sales Culture to grow a successful PatientPop team to 140 employees and 55 million in revenue. Justin Welsh | SVP Sales @ PatientPop. Want to see more content like this?

Sales Recruiting 258

Sales Recruiting Sales Hiring Scale Sales 258

SaaStr

AUGUST 26, 2022

As SaaStr Europa 2022 drew to a close, attendees took one more opportunity to ask Jason questions about topics like how to navigate the current market, the future of work, playing in a crowded space, and hiring your first VP of Sales. It was funny for Henry to say he segmented his sales team at 80 million in ARR. Transcript.

Sales Hiring 207

Sales Hiring Scale Sales Recruiting Scaling 207

SaaStr

OCTOBER 26, 2023

Co-founder and CEO at Greenhouse, Daniel Chait, sits down with SaaStr CEO and Founder Jason Lemkin to share what’s new at Greenhouse, a successful recruiting software company at $200M in ARR today. Getting off the ground is one thing — an easy pitch of being an HR tech startup focused on improving hiring.

Sales Hiring 210

Sales Hiring AI SMB Scale 210

SaaStr

JUNE 9, 2021

A ways back, I asked Brendon Cassidy, VP of Sales at LinkedIn, Adobe Sign / EchoSign, and Talkdesk to put together his playbook for double sales. … How We Increased Sales Nearly 100% In One Quarter at HackerRank – Brendon Cassidy. I thought it was a great checklist for all of us to take a look at.

Scale 270

Scale Sales Recruiting Sales Hiring Sales 270

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. As founders, we often get obsessed with “right timing” hires. More on that here. A lot faster.

Sales Hiring 288

Sales Hiring Sales Recruiting Scale SMB 288

SaaStr

NOVEMBER 16, 2021

You’ll need to hire aggressively to get to the next level and continue that rapid growth. But what roles should you hire for, and what will your org chart look like at each stage? In 2008, he founded Yammer, an enterprise software company that David grew to 500 employees and $60 million in sales. Head of Sales.

CTO Hire 245

CTO Hire Sales Hiring Sales Recruiting CTO 245

SaaStr

JANUARY 24, 2024

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. 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.

Scale 227

Scale Sales Hiring Scaling Revenue 227

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?

CTO Hire 182

CTO Hire Sales Recruiting Sales Hiring Scale 182

SaaStr

SEPTEMBER 11, 2023

They are all avoidable : #1: Stepping Out of Sales Ok really this is mistake #1, #2, #3, #4 and #5. I see way too many founders, in the transition from founder-led sales to their first (or second) VP of Sales, look to get that time back. Instead, how they spend time in sales changes. You start hiring faster.

Sales Hiring 262

Sales Hiring Scale Sales Recruiting Scaling 262

SaaStr

SEPTEMBER 14, 2023

In this Ask Me Anything Part 1, Lemkin answers the questions: Many VCs talk about funding, yet you’re so focused on sales. Question #1: Why Are You So Focused On Sales When Other VCs Are Focused On Funding? That VP of Sales came out of Salesforce. Lemkin’s Hail Mary was hiring Brendon Cassidy when that first VP of Sales quit.

Outsourcing Services 206

Outsourcing Services Sales Hiring Scale Sales Recruiting 206

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 264

Part-Time VPE Sales Recruiting Sales Hiring Scale 264

SaaStr

AUGUST 8, 2019

The first step in success with SMB clients is to recognize that it’s not a one size fits all scenario. Companies need a specialized approach for SMB accounts, different than the tactics used for Enterprise. We knew from the beginning that we had to be excellent in SMB sales because basically there is no other way around it.

Sales Recruiting 106

Sales Recruiting SMB Scale Sales Hiring 106

SaaStr

MARCH 19, 2021

I see this all the time in marketing hires that come out of non-demand gen roles. A head of sales that doesn’t recruit at least one strong rep in the first 90 days. A VP of Sales that has never done outbound, if they don’t take it on fairly early — they never really will. “9 months.”

Sales Recruiting 321

Sales Recruiting Sales Hiring SMB Engineering 321

SaaStr

AUGUST 8, 2019

The first step in success with SMB clients is to recognize that it’s not a one size fits all scenario. Companies need a specialized approach for SMB accounts, different than the tactics used for Enterprise. We knew from the beginning that we had to be excellent in SMB sales because basically there is no other way around it.

Sales Recruiting 107

Sales Recruiting SMB Scale Sales Hiring 107

Sales Hacker

JUNE 27, 2019

Hiring salespeople is an exciting time… it often means you’re ready to (or in the process of) scaling your business! However, it can also be quite a daunting task — one that I see trip up many businesses and resulting in painful mis-hires and blown opportunities. So how do you know which salesperson is the right hire for your business?

Sales Hiring 66

Sales Hiring Sales Recruiting Scale SMB 66

SaaStr

NOVEMBER 28, 2021

.” Nearly a decade and 500 episodes of the podcast later, we invited back our original SaaStr podcast host, Harry Stebbings of 20VC for a catch-up chat with Jason to discuss the world of venture today and how to scale a successful SaaS sales team from the bottom up. You never get to spend less time in sales as a SaaS CEO.

Scale 187

Scale Sales Hiring Sales Recruiting Scaling 187

Tom Tunguz

AUGUST 4, 2015

The prevailing wisdom for hiring the first VP of Sales is roughly $1M in ARR, or whenever the company has figured out some repeatable sales process. I catalogued the first VPS hire for about 20 fast growth SaaS companies founded in the past five or so years, and compared it to the date they were founded.

Sales Hiring 100

Sales Hiring Sales Recruiting Scale Startup 100

Sales Hacker

AUGUST 7, 2020

Fortunately, more organizers than ever before are consciously seeking out female sales experts for panels, presentations, and podcasts. At Sales Hacker, we’re serious about diversity, and for that reason, we’ve compiled a list of 530+ female sales experts to consider for your next event. Sales Development. Sales Growth.

VP of Engineering 121

VP of Engineering Sales Recruiting Sales Hiring Payment Services 121

SaaStr

APRIL 13, 2022

For 2 days, more than 50+ sessions and 75 expert speakers will be sharing their best practices in Barcelona on scaling, revenue, recruiting, expansion and so much more. 7 Tips for Nailing Your SMB Go-To-Market Strategy with PayFit’s CEO and Co-founder Firmin Zocchetto and. Check out the full detailed agenda here.

Sales Recruiting 211

Sales Recruiting Cloud Sales Hiring Scale 211

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

MARCH 10, 2020

Hiring senior leaders can set companies up to fail and see how sticking with a current, successful model can be the key to hypergrowth. 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.

Scale 195

Scale Sales Hiring Sales Recruiting Scaling 195

OpenView Labs

JANUARY 31, 2022

You are looking for tips on how to hire top talent, so now what? . Just a few bullet points with a basic overview of what the hire is responsible for can come easily. This is especially effective with hiring top talent for executive and leadership hires. . Do they understand your GTM motion (enterprise vs mid-market/SMB)?

Sales Hiring 60

Sales Hiring Interviewing Sales Recruiting SMB 60

Intercom, Inc.

SEPTEMBER 8, 2021

When it comes to launching sales teams in hyper-growth startups, few people have walked the walk as much as Maggie Hott. She “stumbled” into it, as she told us, first as one of the earliest sales hires of Eventbrite, where she stayed for four years, and then into Slack in early 2015 as the first sales rep in the Bay Area.

Scale 118

Scale Sales Hiring Sales Recruiting Underperforming Technical Team 118

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

Andreessen Horowitz

APRIL 23, 2024

Whether it’s creating better tools to write code and test code, better tools for customers to engage with reps, better tools for sales teams to engage with their prospects, all those things are happening inside of Bill. Both of you sell into SMBs, which is a notoriously difficult segment. It scales with your customers.

Payments 96

Payments Forecasting Payment Services Payment Solutions 96

Intercom, Inc.

JUNE 21, 2018

Whether you’re at an early-stage startup that’s just made its first sales hires, or part of a fast-moving sales team in a large organization, the key to success often comes down to efficiency. Then, the sales team went to work. In his opinion, the hiring process is a preview of their sales technique.

Sales Hiring 183

Sales Hiring Scale Sales Recruiting Technical Advisors 183

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.

Scale 134

Scale Sales Hiring Sales Recruiting Technical Advisors 134

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 196

Part-Time VPE Scale Sales Recruiting Sales Hiring 196

SaaStr

SEPTEMBER 7, 2019

Hiring a VP that doesn’t work out is tough. You hire a bunch of folks that don’t perform. So if you do make a mis-hire — and everyone does — at least course correct quickly. Some crystal-clear signs you made a senior mis-hire: Too defensive re: their poor performers. But never in a manager. .

Sales Hiring 139

Sales Hiring Sales Recruiting Scale SMB 139

SaaStr

JULY 10, 2021

As a founder/CEO, building your first management team is something that you often lose sleep over. Which role should you hire for first? For starters, your first hire should be someone who can complement your skills, someone who is strong in areas where you’re weak, but it goes much deeper than that. And for good reason.

Sales Hiring 254

Sales Hiring Underperforming Technical Team Development Team Review CTO Hire 254

Intercom, Inc.

JULY 29, 2021

Ever since he was hired as the Director of EMEA Sales at BrowserStack , a web and mobile testing platform that lets developers test their websites and mobile applications across browsers, operating systems, and mobile devices, he had to completely rethink how to successfully onboard hundreds of salespeople just as everyone was going remote.

Sales Hiring 223

Sales Hiring Scale Sales Recruiting Underperforming Technical Team 223

Sales Hacker

JANUARY 29, 2018

In this blueprint, we provide insights on how to structure your sales organization. The changes in SaaS require that we no longer look at salespeople as individual contributors, but rather a team that crosses disciplines, not just within sales but also across other parts of the organization such as marketing and product.

Sales Recruiting 75

Sales Recruiting Scale Sales Hiring Sales 75

Sales Hacker

SEPTEMBER 16, 2019

One of the biggest decisions you can make when setting up your sales team is whether to focus primarily on inside or outside sales. They seem to be completely at odds, with one focused on clients with a high acquisition cost and high ACV (annual account value), the other focused on a high sales velocity. Hiring guide.

Sales Hiring 81

Sales Hiring Scale Sales Recruiting Payment Methods 81

Sales Hacker

APRIL 21, 2020

Can you ever be sure you’re hiring the right salesperson? When I first wrote this article, we were in a very different place, with unemployment at an all-time low and sales hiring a top priority. That secret weapon is a hiring scorecard. Fortunately, my client used their hiring scorecard to sidestep a costly mis-hire.

Sales Hiring 95

Sales Hiring Interviewing Sales Recruiting Underperforming Technical Team 95

OpenView Labs

JUNE 17, 2019

And unfortunately, on more than one occasion, I’ve seen this FOMO cause them to lose remarkable salespeople and sales leaders that were previously beyond excited to work with them. hire them immediately. One client of ours who hires like this has grown 5x in 2 years! There is a reason you need to hire, right?

Sales Recruiting 53

Sales Recruiting Sales Hiring Scale Sales 53