SaaStr

MARCH 10, 2020

Rely on your success, know you are doing something right and scale faster. That was the most over the top entrance that the sales leader for a company that moves boxes around the world has ever gotten. We’ve scaled it pretty far pretty quickly. So we did about 442 million in sales last year. FULL TRANSCRIPT BELOW.

Scale 198

Scale Sales Hiring Sales Recruiting Scaling 198

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. Here are some things to remember when you think about scaling your next big SaaS company.

Sales Recruiting 173

Sales Recruiting Sales Hiring Scale Sales 173

SaaStr

AUGUST 25, 2019

SaaStr Scale is THIS THURSDAY in San Francisco! The Playbook to Building a Thriving Sales Culture with Fmr. PatientPop SVP of Sales Justin Welsh. The Playbook to Running Growth Experiments at Scale with Ex Machina Founder Guillaume Cabane. GRAB A FINAL, FINAL TICKET HERE ! VIEW THE FULL AGENDA. ATTENDEE PORTAL.

Scale 140

Scale Sales Recruiting Scaling Sales Hiring 140

SaaStr

MARCH 20, 2024

They discuss Sam’s learnings at Founders Fund, what the 2024 playbook looks like, hiring and motivating sales teams, and a handful of audience questions. On the sales side, people hired way too much. More salespeople do not equal more sales. Sam just finished 18 months at Founders Fund after joining in mid-to-late 2022.

Sales Hiring 255

Sales Hiring Sales Recruiting Scale Headcount 255

Sales Hacker

APRIL 23, 2024

Lessons learned from scaling innovative products and go-to-market motions at AWS. Strategies for recruiting exceptional talent and building a customer-centric culture. 21:12 – Linda’s strategy for recruiting and retaining exceptional talent at Common Room. It’s flexible, scalable ABM built for you.

Sales Recruiting 87

Sales Recruiting Scale AWS Management 87

SaaStr

JULY 9, 2019

Join Anish Shivdasani, CEO of Giraffe, as he provides unique African experiences learned from scaling to 1M users. 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. How’s it guys?

Scale 161

Scale Sales Recruiting Scaling SaaS Payments 161

OpenView Labs

APRIL 29, 2021

OpenView, Work-Bench , Primary Venture Partners , and Lerer Hippeau just hosted the fourth and final session of SaaS Growth Camp—a series for the firms’ portfolio companies tailored to the complex ideas behind SaaS growth and go-to-market strategies. Recruiting top talent is the common denominator across all scaling startups.

Sales Recruiting 81

Sales Recruiting Outsourcing Services Sales Hiring Scale 81

Intercom, Inc.

APRIL 22, 2019

Rick started Guru in 2013, after successfully founding Boomi (a cloud integration and data management company) and selling it to Dell. He joined me for a conversation on tackling issues that come up as you scale your customer experience. When scaling your customer experience, remember AI can’t simulate human empathy.

Scale 156

Scale Scaling AI Search Underperforming Technical Team 156

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. Gaetan Gachet ended up taking Algolia from $0 to $50m in ARR, and still serves as its Chief Strategy Officer today.

Sales Hiring 291

Sales Hiring Sales Recruiting Scale SMB 291

SaaStr

MAY 31, 2024

1: How Sales and Marketing Have Shifted Since 2020 Expectations and the types of people working in SaaS have shifted over the past few years, and much more in sales, marketing, and customer success. . #1: Up until 2020, the wave of passion for events and content was so strong that all he could do was ride the wave with no strategy.

Sales Hiring 226

Sales Hiring Sales Recruiting Marketing Scale 226

OpenView Labs

DECEMBER 16, 2019

So if scaling your sales organization is a priority in 2020, here are the things you need to be aware of to make sure you do so successfully. In my experience both as a salesperson and as a recruiter, it’s primarily been four things: They want the work they’re doing to matter to them. Hiring sales leaders will get harder.

Sales Recruiting 53

Sales Recruiting Sales Hiring Scale Trends 53

Intercom, Inc.

OCTOBER 26, 2021

Getting the team right is one of the hardest parts of scaling sales. But no sales team can afford to grow without intention. While building a sales team, we’ve focused a lot on our sales culture. Here’s how we went about growing a sales team that is both world class and culture-additive.

Scale 160

Scale Sales Hiring Sales Recruiting Sales 160

Intercom, Inc.

MAY 13, 2021

Although Linda started her career in sales, she has spent the past twelve years scaling post-sales teams and moving hyper-growth companies like Zendesk, Slack, and now Gong upmarket into the enterprise realm. What “customer success” looks like evolves as your company and customers scale upmarket.

Scale 177

Scale Customer Success Strategy Sales Hiring 177

SaaStr

AUGUST 25, 2023

On top of that, founders are full of excuses preventing them from scaling. 2 “Give the VP of Sales more time.” You can’t always expect a great VP of Sales to double sales in 30-60-90 days. But you have to see progress in one sales cycle. The best VPs of Sales hit the ground running. It never works, folks!

Part-Time VPE 182

Part-Time VPE Scale Sales Hiring CTO Hire 182

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. And now it’s all about like, can you really scale and execute? Dev Ittycheria : Thank you.

Sales Recruiting 248

Sales Recruiting Sales Hiring Scale VP of Engineering 248

Sales Hacker

JANUARY 20, 2022

Strong sales reps are the lifeblood of your business and how you choose to invest in them matters. For frontline sales managers, attributes like competency, quality of work, ease of execution, and length of contribution indicate reps’ overall job success, but you can’t rely on those inputs to tell you if they are personally satisfied.

Sales Recruiting 101

Sales Recruiting Scale Retention Sales 101

SaaStr

NOVEMBER 19, 2020

And your first VP of Marketing just increases qualified leads by 25%. More on that here and a great video discussion below: You’ll probably be ready for your first VP of Sales by $1m in ARR. Ideally, have your VP of Sales on board in time to hire reps 3-300. But you’ll need a manager to scale beyond 2.

Part-Time VPE 363

Part-Time VPE Sales Hiring CTO Hire Scale 363

SaaStr

JULY 14, 2022

We do that with a combination of industry-leading content and community connections. This led to our first meet-ups in 2013 and 2014, the first SaaStr Annual in 2015 , the industry’s leading podcast in 2016, the first SaaS founder coworking space in 2017, and SaaStr Pro , the first learning management system for SaaS founders in 2018.

Scale 279

Scale Sales Recruiting CTO Hire New CTO 279

SaaStr

JANUARY 27, 2021

If a VP of Sales can’t improve things in one sales cycle or less — she never will. In one sales cycle, or less. If a great VP of Marketing can double your inbound leads — of course you can afford her salary. It doesn’t work because freemium is rarely a go-to-market and marketing strategy.

Part-Time VPE 298

Part-Time VPE Sales Hiring Scale Sales Recruiting 298

Sales Hacker

JANUARY 30, 2023

The first goal of sales at a startup isn’t to bring in revenue — it’s to get customer feedback. I’ve used our sales process to iterate our way to product market-fit and wanted to share what I’ve learned along the way. Use sales conversations as a tool to get product feedback. So how do you get there?

Sales Recruiting 91

Sales Recruiting Product Marketing Scale Sales Hiring 91

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 80

Sales Hiring Scale Sales Recruiting B2B 80

User Pilot

MAY 20, 2024

The article shares 20 actionable customer retention strategies for your SaaS! Retention makes businesses more profitable by reducing the CAC and making account expansion easier. Here are 20 strategies to improve customer retention: Share customer testimonials and well-known customers to provide social proof and build trust.

Retention 105

Retention Strategy Sales Recruiting Scale 105

SaaStr

JUNE 15, 2021

Recruitment: Getting the right talent onboard is a critical step. Sales: You must understand how to grow your sales machine, and it isn’t easy. Sales: You must understand how to grow your sales machine, and it isn’t easy. In fact, you need both to optimally grow your sales efforts. Surprises Along the Way.

Sales Recruiting 197

Sales Recruiting Scale Software Delivery Travel 197

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

Natalia Luneva

NOVEMBER 24, 2021

On this episode of the podcast, I interview Arthur Nobel and we discuss scaling SaaS companies. What we discovered is companies sometimes struggle with scaling so we dived into the reasons for that. Levers of scaling a SaaS company. He is passionate about enabling entrepreneurs to realize their vision.

Scale 52

Scale Scaling Sales Recruiting SaaS 52

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 173

Scale Sales Hiring Sales Recruiting Sales 173

SaaStr

APRIL 26, 2022

It’s the never-ending stereotype –– marketing and sales are eternal “frenemies.” In this session, Tolithia Kornweibel, CRO at Gusto, shares advice on creating sustainable partnerships between marketing and sales. . Tip Three: Better Recruiting. Tip One: Don’t Believe the Hype As You’re Hiring. Tip Two: Always Be Networking.

Leadership 188

Leadership Sales Hiring Sales Recruiting Scale 188

Casey Accidental

JANUARY 23, 2019

Uber started to build up world class acquisition teams in HQ that didn’t have full control on how to scale customer acquisition. Local teams were still doing scrappy tests that didn’t scale, and not managing budgets as efficiently. Now, they are not booting hosts off the platform who choose not to adopt these strategies.

Scale 73

Scale Marketplace as a Service Outsourcing Services Scaling 73

SaaStr

MAY 2, 2021

“Lessons in Scaling a Low Code Platform with Airtable’s CEO Howie Liu” How did Airtable remake a cateogy? “A Step by Step Guide to Build a Marketing Strategy to Take You to the First $100M with Snowflake” An A+ session from SaaStr Build 2021. #5. Learn from CEO Howie Liu here! #3.

Sales Recruiting 143

Sales Recruiting Scale CTO Scaling 143

SaaStr

AUGUST 7, 2021

Exit Strategy Slide. An Exit Strategy Slide almost by definition tells me you aren’t. If I wouldn’t work for you … then I can’t help you recruit folks that will. You’re in sales. Recruit the VPs? CEO Doesn’t like Sales — and The Hunt. So do something different.

Sales Recruiting 336

Sales Recruiting Scale AWS Investment 336

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 103

Sales Hiring Scale Sales Recruiting Sales 103

InsightSquared

MARCH 6, 2018

Sales operations has been around for quite some time, but lately the function has been gaining momentum. Instead of behind-the-scenes sales support, sales ops now acts as a strategic partner for sales VPs and leadership. Start building out your sales operations department by hiring someone to own your CRM.

Sales Recruiting 119

Sales Recruiting Scale Sales Hiring Sales 119

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. Starting a new sales team is not unlike doing improv.

Sales Hiring 171

Sales Hiring Sales Recruiting Underperforming Technical Team Scale 171

User Pilot

MAY 30, 2024

Overlapping responsibilities and conflicting priorities are just a couple of the many friction points between product managers and product marketing managers – leading to inefficient workflows and potential product failures. Product managers focus on building the right product.

Product Marketing 103

Product Marketing Interviewing Management Scale 103

Buffer Resources

SEPTEMBER 11, 2023

This trend leverages social media platforms to build connections and establish meaningful relationships with potential business prospects — and when it comes to social selling, LinkedIn is the MVP. It’s the first impression you’ll make on prospective employers, clients, partners, or investors — so make it count.

Sales Recruiting 136

Sales Recruiting Sales Hiring Scale Social Media 136

Tom Tunguz

NOVEMBER 24, 2018

You might have a few account executives and a sales leader in place; maybe some revenue and a handful of customers. The sales team costs real money, and the question before the company is: how do you know what quota plan to assign to the account executives? Stage 1: Management by Objectives.

Compensation 141

Compensation Sales Recruiting Sales Hiring Scale 141

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