Sales Hacker

MAY 9, 2025

Hello and welcome to The GTM Newsletter by GTMnow – read by 50,000+ to scale their companies and careers. Many venture capital firms shifted their investments almost entirely into AI startups. Dont lead with tech. Lead with the real problem your buyer is facing. Bad: We use AI to streamline sales workflows.

AI Search

Sales Hacker

JULY 11, 2025

Hello and welcome to The GTM Newsletter by GTMnow – read by 50,000+ to scale their companies and careers. This path is best for automating glue work: outbound, follow-ups, lead research, CRM updates. Leading a team that follows process, but needs leverage. Each stage adds more automation, context, and scale.

AI Search

SaaStr

DECEMBER 18, 2024

What do you recommend for scaling beyond a founder-led sales motion after attaining $1-2M ARR? Question #1: As a bootstrapped company at $35M ARR with 60% gross margins but slower growth (<40%), should we raise venture funding? It just won’t happen and venture capital breaks. Do a spreadsheet.

Venture Capital

SaaStr

JUNE 8, 2025

So Rory from Scale, Harry from 20VC and me were back this week on another deep dive on just what’s happening in B2B today: The latest mega raise from Thoma Bravo If OpenAI is eating B2B The MCP threat to SaaS When to Hold and When to Fold as a VC and much more! But the parts after were good. That’s a DPI game.

AI

SaaStr

JULY 11, 2025

A look at current market pricing shows the industry’s commitment to this approach: Despite the economic challenges, virtually every major AI coding tool still leads with per-seat pricing because it works for most use cases. Sales teams love the scalable revenue model. Users love the predictability. The downside?

Pricing

SaaStr

APRIL 8, 2025

A deep dive with three leading AI investors who collectively manage billions in venture capital and have backed some of the most innovative companies in artificial intelligence. Take FeatureByte – they can tell prospects: “This process normally takes 6 months and $2M per dataset. The market is saturated.

Scale

SaaStr

AUGUST 1, 2025

A SaaStr Annual live break down on how ServiceTitan and its CRO scaled from $30M to $860M+ ARR in 7 years by obsessing over plumbers, revolutionizing sales with AI, and never compromising on customer immersion. Ross Biestman joined ServiceTitan in 2018 as employee #354 when the company was doing less than $30M ARR.

Scale

SaaStr

JUNE 26, 2025

Mark Zuckerberg’s $100 billion AI budget isn’t venture capital—it’s insurance. The Great Loyalty Exodus: What It Means for Venture Economics The conversation revealed a deeper cultural shift in Silicon Valley’s approach to loyalty and commitment. When ChatGPT mobile downloads (29.5

Artificial Intelligence

SaaStr

JULY 31, 2025

We’re back on 20VC, with Harry, Rory from Scale and SaaStr’s Jason Lemkin. Temporal diversification… but I see actually cadence of deployment can lead to relevance in a way that really benefits that manager.” ” The venture world is experiencing its most dramatic structural shift in decades.

AI Search

SaaStr

JULY 27, 2025

Why Everyone Is Winning Scale Matters ADP’s revenue is expected to increase 6.5% The AI and Automation Reality The global HR payroll software market is being revolutionized by AI-powered innovations, with Oracle, SAP, ADP, Sage, and Paychex leading the charge. year-over-year to $4.97 billion for the fiscal 2024 second quarter.

Scale

SaaStr

JULY 10, 2025

.” Market dynamics now favor extreme concentration of success, making early leads nearly insurmountable. The venture capital and SaaS landscape is experiencing seismic shifts that will fundamentally reshape how companies compete, hire, and operate. 1% equity stakes to each AI engineer – unsustainable math at scale.

AI

Sales Hacker

JULY 1, 2025

Previously, Austin led the growth team at Ramp, where he scaled the org from 1 to 25+ and pioneered a product-led, experiment-driven GTM approach. With a background in investment banking and venture capital, Austin brings a uniquely analytical and first-principles mindset to modern B2B growth. That’s where TriNet comes in.

Technical Advisors

Sales Hacker

JULY 25, 2025

Hello and welcome to The GTM Newsletter by GTMnow – read by 50,000+ to scale their companies and careers. The goal of this capital is typically to find initial PMF over an 18-24 month runway. Over 12,000 companies now use Vanta to scale security and compliance as easily as they scale their software.

Scale

Sales Hacker

APRIL 25, 2025

Hello and welcome to The GTM Newsletter by GTMnow – read by 50,000+ to scale their companies and careers. acquisition and later scaling Cartas revenue from $20M to $450M, Jeff has seen every kind of market cycle, product pivot, and team evolution. Great reps know when to lead, and when to pass. Theyre timeless.

Scale

SaaStr

DECEMBER 27, 2020

Q: How do Venture Capital Firms really feel about founder salaries? Let me add just one thought to the discussion on founder salaries, once you are venture-backed. If the founders are the highest compensated people in the start-up, at least pre-Scale (e.g., 10k a year. 10k a month. Incentives are not aligned here.

Venture Capital

Sales Hacker

JUNE 10, 2025

With over two decades of experience leading marketing ops, sales ops, and go-to-market infrastructure, Andy is a true pioneer of modern RevOps. How to Work with VC Talent Teams ” → A tactical guide on how to engage with venture capital talent teams effectively (e.g., What GTM functions (e.g.

Sales Recruiting

Sales Hacker

FEBRUARY 14, 2025

Hello and welcome to The GTM Newsletter by GTMnow – read by 50,000+ to scale their companies and careers. Raising a fund, securing capital for a startup, or even selling into the enterprise all share a common foundation: relationship-driven sales. For a few months, it felt like we were trying to scale an impenetrable wall.

Development Team Review

SaaStr

JULY 2, 2024

Logan Bartlett, Managing Director at Redpoint Ventures, shares their yearly “State of the Market” report to understand what is and isn’t happening in venture capital today. Software businesses, for the most part, require heads to grow a business through sales reps or customer support. Now, it’s even higher at 17,700.

Venture Capital

SaaStr

APRIL 24, 2021

Q: Is venture capital really necessary to do a start-up? Atlassian never raised any primary capital and waited many years until raising money at all for secondary liquidity. Atlassian took years longer to get to scale. But most leading SaaS companies raised money, at least as soon as things took off.

Venture Capital

Sales Hacker

FEBRUARY 24, 2025

Hello and welcome to The GTM Newsletter by GTMnow – read by 50,000+ to scale their companies and careers. Think of it this way: Every video you publish is like hiring both a tireless marketer and sales rep who work 24/7, never ask for a raise, and keep getting better at generating demand over time. Pain-point explainers.

B2B

SaaStr

SEPTEMBER 9, 2022

Back in the day, premium comp for some software sales execs made simple and easy sense. Traditional software had 90% gross margins, and the classic enterprise sales reps, the best ones, could close a million or more dollars a year. Either higher quotas, lower attainment, or for a while, even more venture capital.

Scale

SaaStr

JANUARY 9, 2023

Later stage venture capital has evaporated, and budgets are at least under more scrutiny. Well at a practical level, many SaaS companies are doing a Strategic Sales & Marketing Retreat. What’s a Strategic Sales & Marketing Retreat? Second, you slow or stop sales hiring. Not for all of us, but most.

Scale

SaaStr

JUNE 20, 2019

And generally, they prefer a new lead investor for the next round, and often, the most prestigious one possible. These days, more larger VCs are pre-empting the next round in their top companies without a new, outside lead. If your lead won’t bridge you, a bridge gets really hard. But that’s not a bridge.

Venture Capital

SaaStr

SEPTEMBER 8, 2024

So just as supply chain logistics juggernaut Flexport was beginning to scale, founder CEO Ryan Petersen came to SaaStr Annual to share his top lessons — and mistakes. When building a list, try to define your potential customer as granularly as possible – size, location, industry, ideal buyer, sales process, technology stack, etc.

Sales Recruiting

SaaStr

OCTOBER 25, 2023

For part one of this Ask Me Anything session, Jason covers everything you need to know about hiring your first VP of Sales, what he really thinks about AI, what the future of lead generation in 2024 looks like, and much more. Q: What is the Future of Lead Generation, and How Do You Stand Out? People don’t do that today.

Scale

SaaStr

JULY 11, 2024

There’s only a small chance that it’ll be an IPO exit, and Stacey Bishop with Scale Ventures shares what it takes to get to that next level of funding. But that shifts over time, and most of your spend goes into sales and marketing. The 3 Other Vital Signs Investors Look For Sales efficiency becomes more important over time.

Scale

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. Enough venture capital can certainly bridge that gap. As they scaled, they radically changed how they did sales.

Scale

SaaStr

JUNE 27, 2024

What does it take to scale a team from 2 to more than 1,100 people in just a few short years? Hannah Seal, Partner at Index Ventures, chats with Job van der Voort, CEO and co-founder of Remote, about just that. When Remote had 120 people two weeks into 2021, they planned to scale to 600 that year. And it was true.

Scale

SaaStr

MAY 11, 2020

Coming off the heels of the 17,000+ that registered for our first SaaStr digital event, Bridging the Gap , we have 2 more large scale digital events coming up. We’ll have the leaders in SaaS share how to build, manage, scale and market the best apps in the world. The post How To Get 1,000+ Top Leads in Q2.

Scale

SaaStr

FEBRUARY 6, 2021

Companies like Atlassian and Qualtrics have cruised past nine-figures in ARR (and IPO’d in the case of Atlassian) without needing any venture capital. THEN, after $10m, bootstrapped SaaS companies seem to basically scale at the same rate as their venture-backed peers. Longer to afford your first VP of Sales.

Sales Hiring

SaaStr

MARCH 22, 2023

Scaling Early-Stage to Hyper-Growth Companies With Ed Lenta, SVP and GM of Databricks Back in the early 2000s, people didn’t entirely accept that a virtual machine could be as good as a physical one. Ed Lenta, the SVP and GM of Databricks, had the rare opportunity of scaling three hypergrowth companies — VMware, AWS, and Databricks.

Scale

SaaStr

FEBRUARY 24, 2023

The venture capital firm’s mission is to be “entrepreneurs backing entrepreneurs.” They initially double their ARR each year in scaling post $10M. The revenue per FTE surpasses the spending around the $100M mark in ARR, and the trend continues to IPO where revenue growth doesn’t lead to an inflation of per-employee spend.

Scale

SaaStr

OCTOBER 11, 2022

Even with late stage VC capital much harder to get now, and the IPO markets still frozen, I see many folks on my LinkedIn feed saying Sales and Customer Success are underpaid. Well, for most of time, about 10% of the “profit” on a deal has done to sales, and about 5% of renewals have gone to customer success.

Scale

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

SaaStr

MAY 27, 2021

For the past 10 years, I’ve been a sales advisor for the portfolio companies of early stage venture capital firm True Ventures. It’s fascinating work for a sales mind like mine that’s focused on helping brilliant people turn ideas into revenue-driving businesses. . A Pair of Sales Development Representatives.

Sales Hiring

SaaStr

OCTOBER 22, 2021

They raised little in VC capital and quickly became cash-flow positive. As part of that, they learned to outsource anything they could, and maximize the PLG playbook … leading to a stunning $1m in ARR per employee. Sometimes, the self-serve / PLG engine stalls out at a certain scale. We can’t all do this.

Scale

SaaStr

JUNE 17, 2023

In the ever-evolving landscape of SaaS, Venture Capital, Bootstrapping, and Valuations – understanding market trends and investment patterns is critical. For instance, during periods of economic downturns or increased competition, investor sentiment may sour leading to lower valuations for otherwise healthy companies.

Venture Capital