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 330

Sales Recruiting Sales Hiring Scale Sales 330

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. The bad news is it wasn’t driving the results they wanted.

Scale 273

Scale Sales Hiring Scaling Revenue 273

SaaStr

JUNE 21, 2024

Sam Blond, the former CRO at Brex with 15 years in tech sales, took the stage at SaaStr Europa 2024 to share nine easy sales concepts that so many get wrong. Sam got his first job in tech sales as an SDR for Jason Lemkin’s company, EchoSign, which later sold to Adobe and launched his career. They did this right at Brex.

Sales Recruiting 290

Sales Recruiting Sales Hiring Scale Outsourced Development 290

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. This has created large amounts of data for running teams. . This has created large amounts of data for running teams. .

Scale 227

Scale Scaling Sales Recruiting Sales Hiring 227

SaaStr

OCTOBER 30, 2021

Gorgias is the leading contact center for e-commerce and it’s been a fun one to track at SaaS, from 1,000 to 3,000 to now 7,000 customers. Their CEO will join us at SaaSr Scale 2021 on December 15 to talk about using data to get to 10,000 SMB customers! 7 Tips to get 7,000 Customers. Stay Laser-Focused.

Scale 284

Scale Sales Hiring Sales Underperforming Technical Team 284

SaaStr

OCTOBER 10, 2022

From a venture capital perspective, there’s now a premium on driving efficient growth rather than growth at any cost. . “Sales and marketing alignment is a terrific place to figure out and improve efficient growth.” . From the get-go, ensure alignment between sales and marketing teams on goals and anticipated outcomes.

Scale 325

Scale Sales Hiring Venture Capital Marketing 325

Intercom, Inc.

AUGUST 29, 2019

In this week’s episode we’ve dug down into the podcast vaults to bring you some of the best insights shared by our guests about scaling sales. It’s no surprise that one of the key levers for growth as you go from startup to scale-up is your sales team. Hiring for sales with John Barrows.

Scale 172

Scale Sales Hiring Scaling Payment Services 172

SaaStr

NOVEMBER 14, 2019

If your SaaS business has a sales team, there’s no way to grow 100% year-over-year without also growing your sales leadership. In this talk, CircleCI VP of Revenue Jane Kim will talk about the 5 mistakes all new sales leaders make. Let me start by telling you about my first role as a manager. FULL TRANSCRIPT BELOW.

Scale 178

Scale Sales Hiring Scaling Underperforming Technical Team 178

SaaStr

JULY 29, 2022

Jason recently opened up an AMA on Twitter Spaces to answer questions about how to scale faster. And I’ve watched them fairly quickly scale, to soon they’ll be at 10 million in revenue. As they scaled, they radically changed how they did sales. Jason Lemkin: Okay. Let’s get it going. Times are good.

Scale 273

Scale Scaling Sales Hiring Enterprise 273

SaaStr

JANUARY 29, 2023

Basically all of the SaaS CEOs/founders I know of have made at least one terrible VP+ level hire. Sometimes it’s VP Sales (OK, often, this is the most common mishire — another post here on what a really great VPS can do for you, and how a poor one can wreck your company, coming). Or at least generate the lead?

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Sales Hiring Scale Underperforming Technical Team Startup 336

SaaStr

NOVEMBER 26, 2019

Hear from Duo Security’s VP of Inside Sales America on how to build a $2.3B sales team. Jennifer Lawrence | VP, Inside Sales @ Duo Security. Today I’m going to start by telling you a little bit about me, a little bit about Duo, and then the secrets to building a killer inside sales org. Good afternoon.

Scale 285

Scale Sales Hiring Underperforming Technical Team Sales 285

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

SaaStr

JULY 10, 2021

So let’s take a look back to a deep dive with the CEOs on what they learned building their first senior teams: ———-. As a founder/CEO, building your first management team is something that you often lose sleep over. Which role should you hire for first? And for good reason. One thing is the timing.

Sales Hiring 261

Sales Hiring Underperforming Technical Team Development Team Review CTO Hire 261

SaaStr

MARCH 24, 2020

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. Once again, amazing job to the SaaStr team. FULL TRANSCRIPT BELOW.

Sales Recruiting 188

Sales Recruiting Sales Hiring Scale Underperforming Technical Team 188

Intercom, Inc.

MARCH 12, 2019

A little over a year ago, I got the opportunity to start a new team within our sales organization – a team of Relationship Managers dedicated to growing our current customers at scale. The opportunity emerged out of a shift in how we practice sales. We had split into two distinct but complementary functions.

Sales Hiring 172

Sales Hiring Sales Recruiting Underperforming Technical Team Scale 172

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. You can have the great product and a great team, but the market of small or very niche.

Sales Recruiting 261

Sales Recruiting Sales Hiring Scale VP of Engineering 261

SaaStr

JULY 22, 2019

Hear from Roger Scott, New Relic’s EVP and Chief Customer Officer as he shares his 7 tips and tricks for keeping your customers happy— and how to do so at a large scale. That’s not a bad start. We work with mostly modern teams. Want to see more content like this? Join us at SaaStr Europa 2020. FULL TRANSCRIPT BELOW.

Scale 231

Scale Scaling Sales Hiring Underperforming Technical Team 231

SaaStr

NOVEMBER 1, 2022

We remain optimistic about the prospects of cross-border SaaS. Companies in our region are good at achieving PMF and scaling to $1 million-$5 million ARR efficiently. They are hiring leaders, building teams, and attracting advisors in the US while devouring the SV SaaS playbook. Silicon Valley has a deep talent bench.

Scale 293

Scale Sales Hiring Underperforming Technical Team Cybersecurity 293

SaaStr

APRIL 5, 2023

A bad experience with a revenue operations leader might taint your view of the position at all future companies, but that would be a mistake, as CRO Confidential podcast host Sam Blond learned first-hand. Considering aspects of sales and GTM strategies. A good range for this hire might be between 2-8 sales reps.

Sales Hiring 245

Sales Hiring Education Scale Strategy 245

Intercom, Inc.

APRIL 4, 2019

The fastest growing software companies in recent years all have something in common – they started with little to no sales team. But even for companies with this early viral growth, there comes a point in time when this organic growth needs to be supplemented with formal sales. Yes, Slack started off with no sales team.

Scale 162

Scale Sales Hiring Underperforming Technical Team Payment Services 162

Chart Mogul

JANUARY 9, 2025

So read on, and hopefully, your SaaS sales journey will be less about trial and error and more about steady progress toward success. Whats important to note is that each model targets a distinct customer persona and, therefore, has a unique approach to the customer journeyfrom brand awareness to sales and, ultimately, conversion.

Scale 52

Scale Sales Hiring Startup Sales Recruiting 52

Intercom, Inc.

JULY 11, 2019

But as the business becomes more successful – and there are resources to build a support team – additional layers begin to separate executives from their customers. If you’re a leader, he says, don’t try to scale your job. Here are five quick takeaways: Most sales and support teams talk about their jobs as a funnel.

Scale 188

Scale Scaling Sales Hiring Underperforming Technical Team 188

SaaStr

FEBRUARY 25, 2020

Kathy Lord, SVP of Sage People explains how asking hard questions, embracing feedback and making personal connections with your customers can move the sales journey from prospect to champion. We have heard a lot of sessions today around ramping up your lead gen, accelerating marketing. Want to see more content like this?

Scale 234

Scale Underperforming Technical Team Sales Hiring Software Review 234

SaaStr

JULY 1, 2021

For us, it’s about fixing this problem, serving the customer well, so a very service driven mindset, which I gave a talk on a few days ago here, has been a big part of Gusto and affected our hiring from the early days. The second is pulling more around values, and how we approached team building. Get tickets here. TRANSCRIPT.

VP of Engineering 293

VP of Engineering Sales Hiring Sales Recruiting Underperforming Technical Team 293

SaaStr

OCTOBER 26, 2023

Getting off the ground is one thing — an easy pitch of being an HR tech startup focused on improving hiring. Hiring is complicated, so you have to build a lot of software to get to $200M ARR. Now, over the next decade, they need to think about other things their customers do in hiring that aren’t done well and could be scaled.

Sales Hiring 281

Sales Hiring AI SMB Scale 281

SaaStr

JUNE 4, 2021

We can look back at how Datadog scaled. Pomel focused his session on: Making your SaaS startup customer-centric: Hw event marketing has helped him integrate his engineering and sales teams. The critical role of product managers and ways to utilize them effectively. We hired everybody on our teams.

Scale 317

Scale Underperforming Technical Team Sales Hiring Engineering 317

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. How can you capture, qualify and convert the right leads for your business while working within your means?

Sales Hiring 183

Sales Hiring Scale Sales Recruiting Technical Advisors 183

Intercom, Inc.

SEPTEMBER 19, 2019

This is the recipe for a mediocre sales team. Like a sports franchise, a top team should be both collaborative and competitive. On this week’s episode, I caught up with Steli to chat all things sales. When not writing his sales handbook, he’s been overseeing the change from Close.io to Close.com. Short on time?

Sales Hiring 184

Sales Hiring Scale Underperforming Technical Team Sales 184

Neil Patel

OCTOBER 25, 2020

If you are looking to scale up your marketing, you will need talented people that can take charge of and execute your strategy. But should you build your own in-house marketing team or hire an agency partner? They act as a substitute for an in-house team, serving the same labor function but outside of the organization.

Sales Hiring 145

Sales Hiring Outsourcing Services Underperforming Technical Team Sales Recruiting 145

OpenView Labs

MARCH 8, 2021

B2B sales involves one business selling its product to another business. Those with experience in both B2B and B2C sales know that B2B is a lot tougher—the deals are bigger, there’s often more than one decision-maker, and the competition is intense. For all those reasons, hiring and management must be on point.

Sales Hiring 98

Sales Hiring Scale Sales Recruiting B2B 98

SaaStr

MARCH 26, 2019

Scaling the company’s employee base, sales teams, marketing, and operations—all while preserving its culture—has required a laser focus on first principles, smart processes, and effective hiring. In this talk, Claire will share these and other lessons for scaling high-growth organizations. Our team is in Room 111.

Scale 160

Scale Payment Services Payment Methods Scaling 160

Sales Hacker

APRIL 25, 2019

My cost-conscious lens (plus our proven outbound sales program) has served my company, Leadium, well. I am passionate about helping small to medium-sized businesses (SMBs) accelerate their growth with outbound sales. The SMB Decision: In-House vs. Outsourced Sales Development.

Outsourcing Services 95

Outsourcing Services Sales Hiring Sales Outsourcing Outsourced Development 95

Sales Hacker

JUNE 3, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Rick Kelley is the former VP of Metas Global Business Group, where he led a $10B+ revenue organization and played a pivotal role in building out Metas go-to-market teams across North America and EMEA. Rick, welcome to the podcast.

Sales Hiring 83

Sales Hiring Scale Sales Recruiting Sales 83

SaaStr

JUNE 20, 2023

Almost everyone in sales seems to be into real estate, either “multi-family” real-estate or getting their broker’s license. Or other so-called “passive” income streams that really often take many hours to manage. About 3,000 of you think it’s just fine for even a VP of Sales to have a side hustle.

Underperforming Technical Team 322

Underperforming Technical Team Scale Sales Hiring Startup 322

SaaStr

JULY 29, 2019

Because later you’ll see just having gotten on one more jet, made one more key hire, and then a few years down the road, you might be $1m, $2m, $5m further along in ARR. Not Paying Up for Top Hires, and #2. Under-Hiring. Yes, a true VP, or even a stretch VP, will cost a lot more than a manager or individual contributor.

Sales Hiring 220

Sales Hiring Venture Capital Scale SaaS 220

SaaStr

JUNE 7, 2021

If you don’t have tickets, lock in Early Bird pricing today and bring your team! When you get that thing where you’re a rational person and you think it will be great and 99 out of 100 people think it’s bad, that’s when you have opportunity. I was a software developer, a product person. Get tickets here.

Sales Hiring 339

Sales Hiring Underperforming Technical Team SaaS Headcount 339

SaaStr

OCTOBER 4, 2024

In today’s dynamic SaaS landscape of hyperfuncational SaaS, the journey of building a product that customers adore, while simultaneously scaling revenue to nearly $1B, is still quite a feat. But in consumer that just doesn’t work. At the time, Shopify was still a new player. What product would you recommend?

Revenue 307

Revenue Scale Underperforming Technical Team Sales Hiring 307