SaaStr

JANUARY 21, 2020

Justin Welsh, former SVP of Sales at PatientPop explains how he started in SaaS in 2009 as the second sales hire at Zocdoc. Justin used Sales Culture to grow a successful PatientPop team to 140 employees and 55 million in revenue. Justin Welsh | SVP Sales @ PatientPop. Want to see more content like this?

Sales Recruiting 332

Sales Recruiting Sales Hiring Scale Sales 332

Sales Hacker

APRIL 30, 2020

What’s your approach when hiring sales reps? Companies often hire sales reps who have knowledge of, or even a passion for, the brand’s product or industry — which is great because it gives you a team of “walking brochures” who can spout off all the benefits of your product. The best training for new sales hires.

Sales Hiring 120

Sales Hiring Sales Recruiting Sales Underperforming Technical Team 120

SaaStr

JANUARY 30, 2023

They focused on building a payment platform that empowers international talent and independent contractors to get paid on time in a compliant way while also ensuring that companies can hire international talent and make payments efficiently. Interview personally and define hiring values to build your team.

Sales Hiring 274

Sales Hiring Payment Services SaaS Payments Scale 274

SaaStr

DECEMBER 9, 2020

These days, it can really feel like the Old Bag of Sales Tricks is starting to just not work anymore: With maybe 500x the SaaS vendors of 10 years ago, there’s so much noise. Are there categories where outbound sales just doesn’t work? The old sales playbooks of 2009 and even 2019 may not work as well in 2021.

Sales Hiring 356

Sales Hiring Outbound Sales Team AWS Engineering 356

SaaStr

APRIL 7, 2021

There are roughly 2 types of start-up management teams. The first type is the kind of management team hired by second+ time founders. Often folks they convince to once again be a VP of Eng or VP of Sales. And if you are, you are going to naturally start off hiring up-and-comers to your first leadership team.

Part-Time VPE 284

Part-Time VPE Sales Hiring Sales Recruiting CTO Hire 284

SaaStr

JULY 5, 2019

We now produce so much content on SaaStr, we thought we’d share the Top 20 Posts of 2019, so far. The Ultimate Guide to Scaling, Sales & Raising Capital (i.e., Important math and SaaS sales physics here to understand. #6. A look at what it takes to do enterprise SaaS sales at scale. #8. More Than a Good Re p.

Sales Hiring 199

Sales Hiring Scale Venture Capital Acquisition 199

SaaStr

JUNE 27, 2024

Remote started in 2019 with nothing: no money and not a very good idea. As it grows, it changes significantly, especially as you move from hiring people who can do everything to hiring more specialized roles. What is the CEO’s role in hiring during different stages? Then, building a welcoming culture becomes very easy.

Scale 261

Scale Sales Hiring Scaling Sales Recruiting 261

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: He had a friend help him hire an email marketer to send ticket emails to the events. There’s no choice.

Sales Hiring 302

Sales Hiring Sales Recruiting Marketing Scale 302

SaaStr

NOVEMBER 9, 2019

Stay late with the sales team when they’re trying to close the last deals of the quarter, and take ’em out for drinks after. Hire People Better Than You (and That Aren’t Your Friends). Whatever you do, don’t hire executives that aren’t better than you. You can hire up-and-comers, that’s OK.

Sales Hiring 280

Sales Hiring Sales Recruiting AWS Churn 280

SaaStr

DECEMBER 8, 2020

Most every early-stage investment either makes a solid profit for the investors, or nothing at all (odd acqui-hires aside). Stop paying below-market salaries, and only hiring the managers you can get, not best-of-breed. Stop paying sales reps too little. Stop hiring directors instead of VPs to save money.

Sales Hiring 347

Sales Hiring Investment Finance SaaS 347

SaaStr

AUGUST 23, 2019

This podcast is an excerpt of Tara’s session at SaaStr Annual 2019. How to hire your core staff really well. The post SaaStr Podcast 259 with Pipedrive SVP of Global Sales Tara Bryant — August 23, 2019 appeared first on SaaStr. Missed the session? Enabling salespeople to share learnings.

Sales Recruiting 155

Sales Recruiting Sales Hiring Sales Leadership 155

SaaStr

JUNE 1, 2022

And Salesforce noted it’s slowing down hiring, and taking a break from bigger acquisitions, for now. Take it from Gartner, who is now predicting SaaS to grow 20% overall next year to $200 Billion in total sales. This isn’t to say a slowdown isn’t coming, or that some industries aren’t impacted. 2021 $21.25B 2020 $17.1B 2014 $4.1B.

Sales Hiring 346

Sales Hiring Acquisition Cloud Enterprise 346

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. Sales reps in low NRR and high churn environments got paid almost the same as enterprise reps.

Scale 345

Scale Venture Capital Sales Hiring Sales 345

SaaStr

FEBRUARY 27, 2023

In 2019, the founding team at Storyblok set out to create a content marketing solution that worked for everyone—developers and marketers alike. Hiring a global team to achieve the vision What do you do when your company’s location limits your access to talent? You spread your hiring net and draw in as much talent as possible.

Scale 245

Scale Sales Hiring Sales Recruiting Scaling 245

SaaStr

AUGUST 9, 2020

A Good Day: Hiring My Real VP of Sales. Trust me, until you’ve hired someone great, you don’t know. And again, Dec 31, 2018 and Dec 31, 2019. But since It Was Clearly Hopeless (see point #2), I was pretty deeply bummed to have this option pulled out from under me. It was pretty brutal for a while there.

Sales Hiring 357

Sales Hiring SaaS Revenue Churn 357

SaaStr

JUNE 18, 2021

Extra money to hire those 2-3 great VPs. And even if you model cash correctly, you almost always end up wanting to make that extra hire or two to get to the next level. Especially in 2019. Through $10m+ of partner marketing, 500 sales reps, etc. Especially the dilution to management. To dominate your market.

Sales Hiring 332

Sales Hiring Scale Venture Capital Finance 332

SaaStr

SEPTEMBER 26, 2019

Even in the darkest days of 2019, enterprises still. Yes, when hiring stopped, so did the automatic seat upgrades that come with hiring But silos still expanded a bit, and business process change did not end. We still doubled sales in 2009. Don’t worry about customer success hires and scaled sales reps.

SaaS Payments 280

SaaS Payments Sales Hiring Scale SMB 280

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

SaaStr

OCTOBER 6, 2024

They sort of worked for a while in 2019-2021. You Probably Really Need a VP of Sales — Not a CRO A great point and one I try to bring up with founders all the time. But a “true” CRO is someone that doesn’t just sell, but owns process, post-sales, etc. Make that hire.

Sales Hiring 272

Sales Hiring SMB SaaS Leadership 272

Tom Tunguz

MARCH 27, 2022

Public software median inflation rate rests at 5% annually, including shares for new employees, retention grants for current employees and primary stock sales in the public market to raise cash. Early businesses tend to create more instruments to hire, grow, and incentivize. Trailing 2 Year Inflation Rate. Founded Year.

Startup 313

Startup Sales Hiring Government Outsourced Development 313

SaaStr

JANUARY 23, 2024

While many in sales have seen comp declines, overall comp has held up outside of sales, and even in sales many are still paid quite well. But people are far less happy IMHE than 2019. Those folks have a reason to be upset, but there really haven’t been many in my ecosystem. And I’m excluding them. It’s not comp.

Sales Hiring 289

Sales Hiring Startup Sales 289

SaaStr

OCTOBER 4, 2023

App Layoffs Were Brutal, And Hiring Is Slowly Resuming If you haven’t worked in Fortune 500 or tech companies, you’ve never seen this. The reality is there was an explosion in sales and marketing and other categories in 2021 when the goal was to grow, grow, grow. They’re a public pure-play leader in sales and marketing.

Sales Hiring 284

Sales Hiring SaaS Headcount Compensation 284

SaaStr

APRIL 1, 2019

Are you coming to Europa 2019 ? Aligning Sales, Marketing, and CS to Scale Revenue and Retention with Showpad CMO Theresa O’Neill. 5 Secrets to Closing Top Accounts with Darktrace CMO, Emily Orton. 5 Secrets to Closing Top Accounts with Darktrace CMO, Emily Orton. Here’s who is coming to SaaStr Europa 2019!

Scale 171

Scale Sales Hiring Mobile compliance 171

SaaStr

MARCH 24, 2020

Sam Blond, CSO at Brex explains why recruiting, networking and employee happiness is the key to this playbook on recruiting your sales team. Sam Blond | Chief Sales Officer @ Brex. I’m doing The Playbook To Recruiting Your Sales Team. She was my first VP of Sales. Brendan Cassidy, second VP of Sales at EchoSign.

Sales Recruiting 191

Sales Recruiting Sales Hiring Scale Underperforming Technical Team 191

Intercom, Inc.

OCTOBER 8, 2020

Many businesses struggle to strike a balance between freemium’s light-touch customer engagement with the more involved enterprise sales process. For every company that’s executing the freemium model successfully, there are hundreds more that struggle and the tension it can create between sales, marketing, and product teams.

Scale 205

Scale Sales Hiring Software Review Technical Review 205

SaaStr

MAY 12, 2023

His classic session from 2019 SaaStr Annual continues to be one of our more popular pieces of content on YouTube: Jason Cohen came back and now shares His Top 10 Mistakes Getting to the First $100m in ARR — Jason, ed. Then I tried hiring SEO experts. It didn’t — we get barely any sales, and those we got were low-dollar and high-churn.

Engineering 292

Engineering Sales Hiring Interviewing Scale 292

SaaStr

JULY 13, 2023

Startups come in all shapes and sizes on various stages of a timeline, yet it’s not surprising how many have the same questions and concerns about how to scale from x to y to z, the right time to hire and fire, and how to keep a team motivated during hard times. Q: Where Should SDRs Report — Marketing or Sales?

CTO Hire 242

CTO Hire Sales Recruiting Sales Hiring Scale 242

SaaStr

FEBRUARY 16, 2019

jasonlk) February 15, 2019. They hook up a payment system when they start as self-service, and the cash magically flows into the bank account. What I see these days more and more is start-ups not paying attention to accounts receivable, invoicing, etc. Fix it today: At least, hire someone 4-8 hours a week to do collections.

Sales Hiring 267

Sales Hiring Payment Features SaaS Payments Payment Solutions 267

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. I should have hired someone in some role like six months ago, a year ago.

Sales Recruiting 261

Sales Recruiting Sales Hiring Scale VP of Engineering 261

Sales Hacker

MARCH 5, 2019

Last year, we started a new Sales Hacker tradition: the Top 50 Awards. Most other sales awards end up going to the most popular influencer. The Sales Hacker Top 50 is different. These awards go to practitioners: people who not only did a fantastic job, but also elevated the sales profession through their actions last year.

Sales Hiring 110

Sales Hiring Scale Sales Leadership 110

SaaStr

MAY 8, 2024

Sales is much harder than in 2021. Therefore, sales and marketing practices made no sense in 2020. How Does That Impact Sales and Marketing? Even the best companies did this until 2019, when capital got easier. In 2021, many sales folks were marginally efficient. It’s a cancer on the sales team.

Metrics 272

Metrics Scale Sales Hiring SaaS 272

SaaStr

SEPTEMBER 3, 2023

Lemkin’s been a SaaS entrepreneur since 2005, and SaaS didn’t come into fashion until 2019. Companies are waiting too long to hire a CFO or VP of Finance. Companies Are Waiting Too Long To Hire A CFO or VP of Finance A lot of founders hire a VP of Ops instead. Don’t wait too long to hire a VP of Finance.

Sales Hiring 274

Sales Hiring Headcount Finance Technical Review 274

Intercom, Inc.

AUGUST 29, 2019

In this week’s episode we’ve dug down into the podcast vaults to bring you some of the best insights shared by our guests about scaling sales. It’s no surprise that one of the key levers for growth as you go from startup to scale-up is your sales team. Hiring for sales with John Barrows.

Scale 172

Scale Sales Hiring Scaling Payment Services 172

SaaStr

FEBRUARY 25, 2020

Just like filing your income tax returns or hanging that state-mandated safety poster up in your break room, sales tax is a back-office pain point, not a profit center. . That makes sales tax compliance easy to ignore… until it becomes a problem. . Why is sales tax such a pain for SaaS companies? There are a few reasons.

Merchant Services 202

Merchant Services Scale Technical Review Sales Hiring 202

SaaStr

APRIL 7, 2022

2019: $336m rev. 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. seed round.

Sales Hiring 274

Sales Hiring Scale Sales Recruiting Outsourcing Services 274

Tom Tunguz

DECEMBER 6, 2020

Confluent’s annual recurring revenue more than doubled year over year in 2019 and the company reached a $4.5 Travis is Head of Founder Experience at Redpoint and was formerly SVP of Global Sales at Optimizely and VP of Platform Sales at Salesforce. How do you think about hiring? Interested in attending?

VP of Engineering 223

VP of Engineering Sales Hiring Enterprise readiness Software Engineering 223

SaaStr

NOVEMBER 4, 2019

This post is such an important one, I took a moment update it for 2019. Because they: Hire a VP Marketing / head of demand generation as early as practica l. If you make this hire earlier, she can get “inorganic” leads going faster, among other improvements. Hire your VP of Sales as soon as you hit Initial Traction.

Scale 225

Scale Sales Hiring Branding Revenue 225