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Dear SaaStr: What Are Your Top Tips to Building Your First Sales Team?

SaaStr

Dear SaaStr: What Are Your Top Tips to Building A First Sales Team? Later, you can develop formal training processes, but in the beginning, your involvement is critical. Segment Your Sales Team as You Scale : As you grow, start segmenting your sales team into Small, Medium, and Large customer segments.

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How SaaStr Fund-Backed RevenueCat Went from a $1.5M Round at $7M Valuation in 2018 to $500M+ Today

SaaStr

And more importantly, revenue and user growth that is accelerating at scale. They were two developers who had lived through the nightmare of subscription infrastructure while working at Elevate. The Problem Was Real: Apple and Google’s app stores weren’t giving developers the data they needed.

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How to Train Your Sales Leaders: Key Learnings from HubSpot and BILL with Michelle Benfer

SaaStr

Having led sales teams of 500+ at BILL and 800+ at HubSpot, Michelle has unique insights into what makes great frontline managers and why investing in them is crucial for sustainable growth. What’s great about high-volume sales at that scale is the pattern recognition,” Michelle shared.

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The Future of AI in SaaS Sales with Henry Schuck, CEO of ZoomInfo and SaaStr CEO Jason Lemkin

SaaStr

On the topic of building SaaS companies, Henry kicks off the conversation with: “I think a lot of bootstrapped founders who are less capital infused have to actually be great at developing their people. “The best hack,” Jason adds, “is not recruiting one management team. It’s recruiting five or six.”

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A Look Back: How $13 Billion Ramp Began To Scale with Co-Founder and CTO Karim Atiyah

SaaStr

“Even with a bad hand, if the potential reward is great enough, taking a risk can make mathematical sense.” ” This framework can be applied across every aspect of building and scaling a company: 1. “These individuals scale with the company and can grow into 10x performers.”

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AI, Sales + GTM in 2025/2026: This Changes Everything with Jason Lemkin and Owner CRO Kyle Norton

SaaStr

By the end of this quarter, team members who aren’t genuinely AI-curious should be let go. The 50/50 Team Is Coming Fast. CROs will need to manage teams that are 50% AI agents and 50% human by end of year. The performance distribution in sales teams will become dramatically wider, forcing tough talent strategy decisions.

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88% of B2B IPOs Have Founder CEOs. And Those Ones Do Far, Far Better

SaaStr

Why Founders Stay: The B2B Advantage The 88% founder retention rate isn’t coincidental—it reflects fundamental advantages that founders bring to scaling enterprise software companies. Relationship-Driven Sales Cycles B2B sales are complex, long-cycle, and deeply relationship-driven. The market pattern suggests: #1.

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