SaaStr

SEPTEMBER 15, 2023

Big Bet #2: Find Tomorrow’s Great Anglers — Hire Talent With A Learning Mindset In 2010 and 2011, San Francisco was the place for SaaS talent. So, if he wanted to hire customer support, it could be a biomechanical engineer. Instead of hiring for skill, he focused more on core traits like empathy, patience, and being detail-oriented.

Sales Hiring 284

Sales Hiring Scale SMB AI 284

SaaStr

FEBRUARY 2, 2022

WebEx may have been the original PLG outfit, having effectively mixed both its service model with its sales model, and expanded its success with small and medium businesses into the enterprise and individual market. At this milestone, New Relic found that we needed IT to continue growing, and that required breaking out the big guns in sales.

Sales Hiring 284

Sales Hiring Scale Enterprise Mobile 284

SaaStr

DECEMBER 27, 2023

Between 2016 and 2023, you see the ACV (average contract value) going up and up. It became a hiring ground for early-stage out-of-college grads who are just getting started and have helped keep Dobeco’s real estate costs and salaries more manageable. Instead, it was growth at all costs. That’s the secret.

Sales Hiring 277

Sales Hiring Scale SMB Outsourced Development 277

Tom Tunguz

APRIL 24, 2017

Based in Massachussetts, the company generated $320M in revenue in 2016. and 14% in net income margin in 2015 and 2016. How did a business at this price point scale, especially with an inside sales team? What’s more, they operate “below the minimum ACV to hire an inside sales team.”

Sales Hiring 186

Sales Hiring Strategy Venture Capital Marketing 186

SaaStr

JANUARY 11, 2023

After building a successful portfolio, Lemkin struck out on his own and is the Managing Director of SaaStr Fund and the CEO of SaaStr. Since 2016, he prefers to make about three or four investments per year, usually within the $1 – $4 million range. . Late-Stage Investing, Hiring, and Layoffs.

Venture Capital 242

Venture Capital Investment Sales Hiring Entrepreneurship 242

SaaStr

APRIL 7, 2022

2016: $3.5m We took the series A, interesting enough, the first executive hired by, thanks to the sales coaching, actually was marketing. Growth for us is about massive scaling and hiring. It took us having a very … we had to go, we make an investment, hire the right person, ex-Barclays CIO. UIPath History.

Sales Hiring 274

Sales Hiring Scale Sales Recruiting Outsourcing Services 274

Tom Tunguz

SEPTEMBER 3, 2017

Every startup’s sales commission plan is different. But it’s key to understand the theory and the benchmark data that governs the creation of sales commission plans to create a good one for your business. Sales compensation is communicated in OTE, On Target Earnings. Before we begin, let’s define a few terms.

Sales Recruiting 160

Sales Recruiting Sales Hiring Data Sales 160

SaaStr

JULY 14, 2022

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. 2016 The Second SaaStr Annual: From Impossible to Inevitable .

Scale 307

Scale Sales Recruiting CTO Hire New CTO 307

SaaStock

FEBRUARY 14, 2019

The company’s best-selling book, Predictable Revenue , details the hugely successful outbound process and sales created specifically for Salesforce. Afterward, he delved into education management by creating his own business, Mestreduca, a platform targeted at educational institutions. Talk: SaaS.City Bootcamp: Sales Leadership.

Technical Review 207

Technical Review Scale Entrepreneurship Sales Hiring 207

Tom Tunguz

FEBRUARY 19, 2018

Second, there are strategic advantages to growing faster including hiring, fundraising, and partnering. In 2016, SaaS multiples fell 57% from their highs. The inverse of revenue payback period is an approximation for the revenue generated from one year’s sales. Buying more of them early leads to faster growth rates.

Startup 192

Startup Sales Hiring SaaS Revenue 192

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

Intercom, Inc.

FEBRUARY 25, 2019

We decided 2016 was going to be the year of invention. We had three big projects, and at the end of 2016 , we looked back and realized that we had shipped, with double the staff, 50 things. In 2016, big things. Third swing: hiring vs. onboarding. We found we had a problem in spring 2016, and the problem was misalignment.

Sales Hiring 160

Sales Hiring Scale Sales Recruiting Engineering 160

SaaStr

APRIL 23, 2019

Henrique: And we grew that company for a while, and sold it in September 2016, and came to college. And can you talk a little bit about touching on the hiring point, because you did say that you focused a lot on talent, and recruiting. Henrique: So, we wanted … Actually our GC hire was our third hire in the company.

Sales Hiring 214

Sales Hiring Sales Recruiting Scale Payment Methods 214

The Angel VC

NOVEMBER 23, 2016

Growth Calculator This little tool allows you to enter your MRR as of the end of 2016 and a target growth factor for 2017. your conversion funnel, distribution channels and sales team quotas). Sales Team Hiring Plan Original blog pos t with some additional background The model is based on an exponential growth path (i.e. #2

Sales Hiring 141

Sales Hiring Point of Sale Headcount SaaS 141

Intercom, Inc.

AUGUST 25, 2021

We have achieved a great deal in the past decade – we have built a lot of great product , hired hundreds of wonderful people , and helped thousands of amazing companies form lasting relationships with their own customers. Bots have the potential to deliver radical efficiencies to sales and marketing and support teams.

Scale 220

Scale Sales Hiring Branding Investment 220

SaaStr

SEPTEMBER 26, 2019

Building a sales team that can go from $0-$50M (Video + Transcript). Gaetan Gachet | SVP of Sales @Algolia. It’s an honor to be here with this mythical creature, this sales leader that goes from zero to 50 million in the same job. He has a whole French sales team and office that only speaks English in Paris.

Scale 146

Scale Sales Hiring Sales Recruiting Technical Advisors 146

Sales Hacker

JUNE 1, 2020

Publicly-traded, PLG businesses grow faster than their peers and are less reliant on expensive sales and marketing investments to fuel their growth. With PLGs massive growth, many wonder if PLG and self-service solutions will replace Sales. Sales Isn’t Going Anywhere. Sales still makes up 25% of their headcount on average.

Sales Hiring 98

Sales Hiring Scale Headcount Sales 98

Intercom, Inc.

SEPTEMBER 8, 2021

When it comes to launching sales teams in hyper-growth startups, few people have walked the walk as much as Maggie Hott. She “stumbled” into it, as she told us, first as one of the earliest sales hires of Eventbrite, where she stayed for four years, and then into Slack in early 2015 as the first sales rep in the Bay Area.

Scale 118

Scale Sales Hiring Sales Recruiting Underperforming Technical Team 118

OpenView Labs

FEBRUARY 10, 2020

From its bootstrapped founding in 2002 all the way to a $5 billion valuation in 2016, Atlassian famously had no sales people. ‘No No sales’ became nearly as synonymous with Atlassian as ‘no software’ was with Salesforce. Atlassian now has a sales team. Public PLG Businesses Are Doubling Down on Sales.

Sales Hiring 57

Sales Hiring Scale Headcount Sales 57

Intercom, Inc.

MAY 16, 2018

First, most founders don’t have a background in either sales or marketing, and even though they’re told to “ start marketing the day you start coding ”, they just don’t know where to begin, or they’re incredibly overconfident. At that point, they hire someone to run marketing, but leave that person to their own devices.

Product Marketing 223

Product Marketing Strategy Marketing Sales Recruiting 223

SaaStr

JUNE 25, 2019

We’ve been a company since 2016. But, there were a few things that were true about event bright and the environment and trying to hire in San Francisco in that moment. That meant that starting with 40 engineers in my team, I had to be able to hire six engineers every year just to stay flat. That’s my walk up music.

Engineering 184

Engineering Part-Time VPE Sales Hiring Scale 184

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

Intercom, Inc.

FEBRUARY 1, 2018

In August of 2016, Rachel Hepworth embarked on a unique challenge: start a growth marketing team at one of the most successful startups of this generation – one that had long relied heavily on word of mouth. We got sales leads. Slack’s incredible growth was primarily driven by word of mouth until late in 2016.

Growth Marketing 174

Growth Marketing Scale Marketing Outsourcing Services 174

Intercom, Inc.

JULY 14, 2022

?. Regardless of the industry or the product you’re selling, the old sales playbook is falling short of customers’ expectations. For James Dyett , a customer-centric mindset shouldn’t just be the purview of post-sales departments. Sales, he thought, would do just the trick. Hire customer-centric salespeople.

Scale 118

Scale Sales Hiring Payment Solutions Payment Services 118

Intercom, Inc.

JULY 21, 2022

Adam Risman , a former host of the podcast, asked Rachel what made that point when Rachel joined Slack in 2016 the right time to invest in growth marketing? Things like media companies, finance companies, retail companies, sales functions, marketing functions, and customer support. They had occasional advertising here and there.

Outsourcing Services 215

Outsourcing Services Sales Hiring CTO Hire Acquisition 215

Sales Hacker

JANUARY 8, 2019

For those of us reading the business and financial news regularly, you’ll start to notice two common threads: that millennials work differently than other generations and often have a hard time integrating into the workforce, and that most sales teams need more quality people. 3 factors that might be keeping millennial men out of sales.

Sales Hiring 91

Sales Hiring Sales AI Search Interviewing 91

SaaStr

AUGUST 7, 2020

359: The Secrets to Vertical Growth, What it Really Takes to Build a $1B SaaS Company with Matt Garratt, SVP, Managing Partner @ Salesforce Ventures, Trisha Price, Chief Product Officer @ nCino and David Schmaier, CEO & Founder @ Vlocity. They need fewer sales as a percentage of overall employees. David Schmaier: Sure.

Payment Solutions 215

Payment Solutions Pricing Payments Payment Services 215

Sales Hacker

MARCH 15, 2022

In the 200th episode of the Sales Hacker Podcast, we have Asad Zaman , CEO of Sales Talent Agency (STA), where he rose through the ranks from AE to CEO, earning recognition as Toronto’s Young Professional of the Year (2019). There are over 40K more sales jobs openings than salespeople. How COVID has affected sales salaries.

Sales Hiring 104

Sales Hiring Underperforming Technical Team Acquisition Development 104

Point Nine Land

MAY 19, 2021

Analysis of the early hires of 15 top B2B software companies in Europe Intro Hi there, it’s Maddy (again!). For example, when should they bring in their first VP Marketing hire, what kind of profiles of people should they be hiring as leaders, and how should they structure seniority levels. As a Partner at Erevena ?—?a

Sales Hiring 52

Sales Hiring Leadership B2B Finance 52

Neil Patel

AUGUST 19, 2021

Besides the earning potential, advertising your services online has other benefits like: Instilling trust: You set yourself up as an authority and expert by having a professional website with sales pages and blog posts. If it’s slow, outdated, or uninspiring, your site visitors will leave, and you’ll lose the sale.

Strategy 145

Strategy Marketing Sales Hiring Scale 145

Outseta

JANUARY 20, 2020

I was offered a job as Buildium’s first full-time marketing hire, pulling in a cool $38,400 annually. In light of the sale of Buildium last month I figured now is as good of a time as any to reflect on the most important ones. We could branch out into commercial property management.

SaaS Payments 145

SaaS Payments Sales Hiring Payment Methods Payment Services 145

SaaStr

JUNE 1, 2021

In 2016, Hubspot was still a scrappy player that had only recently IPO’d, with a market cap around $1B. “From Day 0 to IPO: What Went to Plan, What Most Certainly Didn’t” at SaaStr Annual 2016 from saastr. This is not a HubSpot sales pitch, so I’m not going to tell you about inbound marketing.

Part-Time VPE 290

Part-Time VPE Technical Cofounder CTO Hire New CTO 290

Sales Hacker

FEBRUARY 7, 2018

In this blueprint, we provide insight into where growth comes from and how to structure your sales approach to capture that growth. The Winning By Design Blueprint Series provides practical advice for every part of a SaaS sales organization. Traditional Sales Growth vs SaaS Sales Growth. Originally this worked well.

Scale 101

Scale Growth Hacking Scaling Sales Hiring 101

Sales Hacker

JULY 24, 2019

It’s a problem in sales too. According to the 2019 State of Sales Performance survey , 73% of teams polled said that less than half of their team were women. Companies and sales teams are missing out on the benefits that diversity brings. Women Sales Pros. Women in Sales. Utah Women in Sales. Gals and SALS.

Sales Hiring 98

Sales Hiring Sales Recruiting Revenue Sales 98

Sales Hacker

JANUARY 23, 2018

Before we get into our 2017 recap and 2018 road map, I wanted to provide some quick background on how Sales Hacker came to be. How It All Began: The Story of Sales Hacker. I can’t believe it’s been 4 years since we threw our first Sales Hacker Conference in September of 2013. 2014: Full Time on Sales Hacker.

Sales Recruiting 108

Sales Recruiting Scale Sales Hiring Sales 108

Intercom, Inc.

MAY 26, 2021

Catherine Brodigan , Business Development Partnerships Manager, sees this value at work across the sales team. “As As we’ve grown from a tiny team when I joined in 2016 to the 160 or so folks we have today, there’s still this incredible empathy, kindness, and desire to lift each other up and see each other succeed.”.

Sales Hiring 138

Sales Hiring Sales Recruiting Customer Support Engineering 138

Sales Hacker

AUGUST 4, 2020

This week on the Sales Hacker podcast, we speak with Matt Rizzetta , founder of North 6th Agency, which is a communications and PR firm based in New York City. Subscribe to the Sales Hacker Podcast. How to get better at sales [21:37]. Welcome to the Sales Hacker podcast. Welcome to the Sales Hacker podcast.

Scale 123

Scale Sales Hiring Sales Recruiting Outsourcing Services 123