Tom Tunguz

DECEMBER 2, 2015

Last night, SaaS Office Hours at Redpoint welcomed Maia Josebachvilli , the VP of People and Strategy of Greenhouse. Specifically, she champions a metrics-based approach for developing world class recruiting teams. Maia reports these five strategic recruiting metrics to the executive team each quarter.

Sales Recruiting 108

Sales Recruiting Startup Sales Hiring Data Analysis 108

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. The three things that led to ramping up sales at Flock Safety were: Achieving product-market fit.

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Sales Recruiting Sales Hiring Scale Sales 166

SaaStr

JUNE 22, 2021

The other day I saw a VP of Sales flame out and resign with no notice from a SaaS company doing $10m ARR growing quickly. So I thought it might be helpful to brush off the topic of alignment between Sales and Marketing by updating a classic post on the topic. The original version here on Lattice Engines’ Sales and Marketing Hub.

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Sales Recruiting Scale Sales Hiring Revenue 296

SaaStr

OCTOBER 28, 2022

However, don’t this doesn’t mean that your sales teams shouldn’t bring in more revenue –– quite the opposite. Blond says, “You are going to need to figure out how to drive more revenue per sales rep if you are a lower-margin business.”. The 2022 Economic Climate, Barriers to Growth, and Recruitment.

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Sales Recruiting Sales Hiring Leadership Interviewing 189

SaaStr

SEPTEMBER 17, 2020

Director+ of Sales at Slack / Zoom / DropBox / Pick Your Brand Name SaaS Company. Because it’s not ARR growth or even an IPO alone that determines if a VP of Sales him or herself is great. And there were probably 100+ RVPs of Sales at that point. Because often, the managers were given a team, or a lot of it.

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Sales Recruiting Sales Hiring Sales Interviewing 287

Tom Tunguz

NOVEMBER 22, 2015

On December 2, SaaS Office Hours at Redpoint will welcome Maia Josebachvilli , VP of Strategy and People at Greenhouse, a fast growing recruiting software company. Maia is especially well known for her thought leadership in developing best in class recruiting metrics. She was also selected for Inc’s 30 under 30.

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Sales Recruiting Metrics SaaS Sales Funnel 100

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.

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Sales Recruiting Sales Hiring Scale Trends 53

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.

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Sales Hiring Sales Recruiting Scale Headcount 236

SaaStr

FEBRUARY 12, 2023

SaaStr 632: CRO Confidential: How To Adapt Your Sales Strategy To The Current Sales Environment with Sam Blond and Hannah Willson, SVP of Sales at Modern Health  2. SaaStr 630: Sales-led vs. Product-led? Top Podcasts This Week: 1. Today’s Startups Need Both with Jason Eubanks, CRO at Harness  5.

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Sales Recruiting Sales Hiring Venture Capital Sales 130

Incredo

MARCH 11, 2020

Associations face a unique challenge in marketing, in that they have to cater to a very specific audience and ensure they’re going to become long term members. And each association has different challenges to begin with, so traditional marketing strategies won’t work very effectively either. DOWNLOAD YOUR E-BOOK.

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Strategy Social Media Sales Recruiting Marketing 257

SaaStr

MARCH 25, 2023

So one recent survey we did really brought out a healthy debate: does your VP of Sales really need to be a product expert? Many of the comments said it was more important a VP of Sales understand process and leadership more than the product itself. They often melt. I say, you just gotta know the product. Not just with buzzwords.

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Scale Sales Hiring Sales Recruiting Sales 210

Sales Hacker

JUNE 10, 2021

There’s one thing recruiters are unanimous about. It’s that sales representatives are one of the toughest positions to hire for. The demand for sales reps is one of the highest of any job. Our recruitment team at EASI has gotten really good at this. Sales courses are largely absent from college curricula.

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Sales Hiring Sales Recruiting Sales Interviewing 103

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.

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Sales Recruiting Scale AWS Investment 334

SaaStr

MAY 6, 2021

You might never have considered a Chief Revenue Officer (CRO) because it’s not been a common role until very recently, and because you might not have the kind of revenue that needs its own manager. If you’re a company that has a 100% sales-driven business model, it makes sense to hire a big-deal revenue person. Is a CRO right for you?

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Sales Hiring Sales Recruiting Interviewing Revenue 219

Sales Hacker

DECEMBER 5, 2023

Tips for recruiting the best possible team members and how patience factors into that. 25:17) Writer’s PLG motion, including self-serve and sales-assisted, and how it’s used to turn small downloads into big enterprise accounts. (31:07) 31:07) A consultative sales process and messaging considerations. (36:56)

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Sales Recruiting Enterprise AI Banking 93

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 151

Sales Hacker

OCTOBER 17, 2022

As cross-functional leadership teams across the country clamor to prioritize and agree upon the top threats to address, many underestimate the importance of effective change management. Related: 6 Change Management Hacks for Sales and Marketing Alignment that Lasts. Map out your change management strategy.

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Sales Recruiting Underperforming Technical Team Strategy Management 77

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 281

Sales Hiring Sales Recruiting Scale SMB 281

User Pilot

SEPTEMBER 14, 2023

It’s important to define and execute a clear user segmentation strategy for a number of reasons: customer segmentation helps you personalize in-app experiences, improve retention , and drive product success. Segmentation has been proven to improve a vast range of product success metrics (not just sales efforts).

Strategy 105

Strategy Sales Recruiting Onboarding Churn 105

Buffer Resources

SEPTEMBER 11, 2023

I’ve never created LinkedIn content with the “goal” of lead generation or immediate-term sales. Another cool example I really like is Tito Bohrt — he stands out with the pseudo, “ Sales Mad Scientist ” — which demonstrates confidence and a unique identity online.

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Sales Recruiting Sales Hiring Scale Social Media 130

SaaStr

FEBRUARY 27, 2023

This was Storyblok’s strategy when it started expanding its team. Storyblok started with a leadership-first hiring plan and a recruitment strategy that involved the following: A test to know how candidates handle different tasks and their expertise level. You spread your hiring net and draw in as much talent as possible.

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Scale Sales Hiring Sales Recruiting Scaling 180

SaaStr

JULY 29, 2021

Someone great at something core you aren’t: Sales, Engineering, Marketing. Great at sales. If you hire someone to do the first sales, you’ll never understand it yourself. When you go to hire your first sales rep, hire 2. 50% of the job for a VP is recruiting. A bit more here. Great at engineering. More here.

Sales Hiring 296

Sales Hiring Sales Recruiting Interviewing Engineering 296

Sales Hacker

MAY 6, 2021

What’s the difference between a VP of Sales and a Chief Revenue Officer (CRO)? The VP of Sales. Great VPs of sales have gravitas and tact, command the room and hold their end of the table regardless of who is on the other side. Singular focus on sales. As the title would hint at, the VP of Sales should focus on sales.

VP of Engineering 93

VP of Engineering Sales Hiring Sales Recruiting Sales 93

SaaStr

AUGUST 9, 2022

Investments I've made that didn't work out: – Momentum investment – CEO a bit of bulls**t artist – CEO good at sales but weak product team / CTO. This has been a total negative strategy for me. There are ways to make this strategy work. Some sales-y, some very technical. CEO of bit of a b.s.

Investment 247

Investment Sales Recruiting CTO Startup 247

SaaStr

OCTOBER 3, 2023

It’s so, so easy to stand out in recruiting if you’ve actually done your homework. At a C-level you are interviewing the client to identify culture fit, blockers, budget, vision and can you execute, fund and build your strategy.” I ended the interview (politely) after 10 minutes and told him to watch the video.

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Interviewing Sales Hiring Sales Recruiting Consulting 208

Sales Hacker

JULY 25, 2022

Here’s the thing about driving a car — and about running a sales org: Bumps in the road are inevitable. One of the best ways to ensure every part of your engine is running smoothly is to build sales performance dashboards for everyone on your team. What is a sales performance dashboard? What is a sales performance dashboard?

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Sales Recruiting Engineering Revenue Sales Enablement 99

Sales Hacker

MARCH 30, 2023

If you’re new to sales (or don’t have an economics degree), decoding the sales compensation plan on offer can make your head spin. There are 3 key questions you must ask your hiring manager or recruiter when offered a sales role to maximize your earnings and career potential. Variable OTE. Quota attainment.

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Compensation Underperforming Technical Team Sales Recruiting Sales Hiring 74

Mucker Capital

NOVEMBER 8, 2023

In this Mucker Growth session, Rosabel Tao from Fire & Bridge delves into the critical field of startup positioning strategy and its crucial role in shaping enduring brands. Defining the customer precisely is crucial to focus on the right approach, rather than using a scattergun strategy.

Branding 98

Branding Startup Development Strategy 98

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.

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Sales Recruiting Scale Software Delivery Travel 184

SaaStr

SEPTEMBER 5, 2022

Going from sales-led to PLG is doable, but it is not easy. Sales-led organizations struggle to adapt to a PLG mindset.”. Let’s use sales-led organizations as a comparison point. If a company has started out with a heavy sales focus, its onboarding process within the actual product may not be intuitive enough for customers.

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Sales Recruiting Business Pricing Churn 231

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.

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Sales Hiring Sales Recruiting Startup Compensation 183

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.

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VP of Engineering Sales Recruiting Sales Hiring Payment Services 121

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.

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Sales Recruiting Scale Retention Sales 98

SaaStr

DECEMBER 11, 2020

On how to recruit in the early days, when not everyone gets it. The Q+A at the end is especially good — stay for it: #3: “Zendesk’s Secret Sauce to Scaling to $1B: SMB and Mid-Market Success” with VP Global SMB Sales Sharon Prosser and VP GTM Strategy Astha Malik. . How to recruit in a less hot space.

Scale 170

Scale Sales Recruiting Scaling SMB 170

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?

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Sales Recruiting Product Marketing Scale Sales Hiring 88

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 236

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. Moving upmarket means larger customers and higher revenue, but it’s not without its challenges.

Scale 177

Scale Customer Success Strategy Sales Hiring 177