SaaStr

NOVEMBER 11, 2022

Your core models for sales, for marketing spend, for hiring and engineering and product. Audience Member 4: I have two questions for you, about when you had to cancel SaaStr Annual in 2020. And in January of 2020, the CDC put out an email that said COVID might be an issue for travel. We have a 60% chance that we can do it.

Outsourcing Services 243

Outsourcing Services Banking CTO Hire New CTO 243

SaaStr

JUNE 1, 2021

Co-founder and CTO Dharmesh Shah shared with us how they got there — and the top mistakes they made — just 3 quarters after their IPO. We have someone that probably 98 percent of you know virtually or socially in some sense, Dharmesh Shah, founder and CTO of HubSpot. ” We didn’t do any annual contracts.

Part-Time VPE 297

Part-Time VPE Technical Cofounder CTO Hire New CTO 297

Sales Hacker

FEBRUARY 17, 2021

Scott pulled the research from Chorus, which reported that over five weeks (~May-June 2020), 88% more directors have been joining calls and 72% more executives are joining sales calls on the sell side. At the time, COVID-19 was in full effect, so sales opportunities aplenty were turned upside down. Have an action plan.

Underperforming Technical Team 131

Underperforming Technical Team CTO Hire CTO Coach Technical Review 131

SaaStr

APRIL 16, 2019

Join us for SaaStr Annual 2020. We ended up signing that contract in the uber back to the airport on the way home. It was our largest contract to date, kind of helps the other quarter. I had my CTO and everyone would be like, “You can’t do this. For example, I referenced hiring a Chief Revenue Officer, Bill.

CTO Hire 179

CTO Hire Travel Underperforming Technical Team CTO Coach 179

OPEXEngine

FEBRUARY 13, 2020

To stay on top of the fast paced, evolving digital world, issues like hiring and managing a diverse and highly skilled SaaS workforce, as well as security and privacy concerns impacting everything from customer contracts to product strategies and new market development, HR and security management is being elevated into in the C-Suite.

Part-Time CTO 69

Part-Time CTO CTO CTO Hire Management 69

OpenView Labs

JULY 2, 2020

New for 2020: SaaS Pricing and COVID-19. The 2020 SaaS Product Benchmarks Report. 2020 Update: SaaS Pricing Guide: When and How to Raise Prices Without Losing Customers. At the enterprise level, discounting SaaS contracts is expected, not optional. From Freemium to Product Qualified Leads and Product Led Growth.

Pricing 135

Pricing SaaS Payments Payments SaaS 135

SaaStr

NOVEMBER 21, 2019

Join us at SaaStr Annual 2020. I think it’s more around a consciousness of what you know, or what you may not know, and then hiring around it to become successful. You can’t go and raise an A off that, and I think a good investor can also say, “Well, it’s a known that you can probably hire a good sales person.

New CTO 182

New CTO Sales Hiring B2C CTO Hire 182

SaaStr

JANUARY 14, 2020

Join us at SaaStr Annual 2020. That was when we realized we had to go hire some experienced enterprise go-to-market leaders, like Heather Zynczak who runs marketing at Pluralsight. If you’re a CTO today of any company, regardless of industry, you are striving to become a tech company. Want to see more content like this?

B2B 173

B2B B2C Scale New CTO 173

SaaStr

APRIL 9, 2019

Join us for SaaStr Annual 2020. Mallun Yen : So, you were an engineer by training and then you became an engineering leader, as the CTO of Webex, and then you became a CEO. You’ve got to learn about sales, about marketing and, otherwise, you need to hire a lot of other people around you to help. FULL TRANSCRIPT BELOW.

Sales Hiring 146

Sales Hiring Scale CTO Hire Marketing 146

Sales Hacker

MAY 5, 2021

As Director of RevOps, he scaled his team at Sendoso by hiring smart generalists to lead their own teams of MOps, SOps, CSOps. Ask him about his thoughts on what companies are looking for in a RevOps role or where companies go wrong trying to hire/ build their RevOps function.). Alex Miller , Director of RevOps at Sendoso.

Scale 122

Scale Technical Cofounder Technical Advisors Sales Hiring 122

Baremetrics

MARCH 16, 2021

QuikNode wants to see technology transform decentralized applications, smart contracts, decentralized governance, voting systems, and more. Bunsen, a serial founder and multi-CTO before starting QuikNode, had used Baremetrics in previous roles and was familiar with the value it brought to growing businesses.

Blockchain 90

Blockchain Payment Solutions Artificial Intelligence Payment Services 90

SaaStr

SEPTEMBER 26, 2019

Join us at SaaStr Annual 2020. So you were the first sales hire. Talk to me about the sales hires that you made back in the early days and talk to me about how it changed through the different stages. So my first sales hire was beginning of 2015. The very first few sales hire are I would say not your typical reps.

Scale 150

Scale Sales Hiring Sales Recruiting Technical Advisors 150

SaaStr

NOVEMBER 13, 2020

I just came out of Stripe, I just came out of Datadog, I came out of Fastly, I’m an engineer, I love the guy that was the CTO of Fastly who [inaudible 00:08:34] making it up. Just like a whole bunch of people said, “I’ll never hire remote.” And all of a sudden they’re like, “I guess, I could hire remote.”

Sales Recruiting 226

Sales Recruiting Development Team Review Technical Review Sales Hiring 226

User Pilot

MARCH 7, 2024

Sometimes – a lot less: While in 2023 women in CEO roles earned “only” $14,000 less than men on average, in 2020 the gap was over $45,000 (nearly a third -31% – less!). Then I got hired at a tech company in Lithuania before I knew what tech even was. Sometimes once, sometimes twice, sometimes three times.

Technical Review 105

Technical Review CTO Coach Sales Hiring CTO Hire 105

Intercom, Inc.

JANUARY 5, 2022

Evernote’s CTO on Your Biggest Security Worries From 3 to 300 Employees. Portfolium was acquired in February of 2019, and our team came back together last year in 2020 to build Drata, to help companies stand up and maintain and prove their security compliance posture with an automation-first approach. Caught your interest?

Scale 211

Scale Software Review compliance Technical Review 211

Buffer Resources

DECEMBER 1, 2023

⏰ Time at Buffer: 11 years, 6 months Andy was one of Buffer’s earliest hires. While he has worked mostly in iOS and apps, he’s also dabbled in marketing, too — Andy’s had a hand in building almost every part of the Buffer website! ” 12.

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VP of Engineering Part-Time CTO New CTO CTO 124

Intercom, Inc.

DECEMBER 21, 2021

Will Larson , CTO of Calm. Des Traynor , Co-founder and CTO of Intercom. We chat with Maggie about all things sales – from laying down a solid foundation to hiring the right people and, finally, scaling the team into hyper-growth. The 2020 Summer Olympics in Tokyo finally took place. The biggest, in August, we turned 10.

VP of Engineering 118

VP of Engineering Technical Review Scale Outsourcing Services 118

SaaStr

APRIL 4, 2019

Join us for SaaStr Annual 2020. Megan Leuders: And when you were talking to CEOs and CTOs today, what do you believe is the biggest technology challenge that they are facing as a SaaS company? You’ll also learn how leading SaaS companies are able to scale and thrive in this complex, dynamic environment. FULL TRANSCRIPT BELOW.

Cloud 173

Cloud Scale Trends Machine Learning 173

OPEXEngine

OCTOBER 31, 2019

Heading into the 2020 planning season, SaaS FP&A teams are working to finalize 2020 budgets and planning. From speaking with a variety of CFOs and VPs of Finance recently, here’s what we are hearing they are looking for in their FP&A hiring, outside of traditional Finance, math, accounting and reporting skills.

Finance 40

Finance CTO Hire Headcount Sales Hiring 40

ChurnZero

DECEMBER 9, 2022

But promotional paths are a-changing, according to a time-series by Spencer Stuart summarized in Harvard Business Review’s “ Finding the Right CEO.” In 2020, that figure dropped by half to 38%. More and more people are hiring leaders, not for past experience, but for capability and capacity.

CTO Coach 52

CTO Coach Customer Success VP of Engineering CTO Hire 52

Tom Tunguz

NOVEMBER 18, 2021

Founded by Sanjit Biswas, former CEO at Meraki and John Bicket former CTO at Meraki[link] Samsara builds software to manage physical operations: truck fleets, mining, food & beverage, oil & gas. in revenue in fiscal year 2020, to $432m in the first three quarters of fiscal 2022. But these contracts produce compelling economics.

CTO Hire 362

CTO Hire CTO Coach Benchmarks Scale 362

SaaStr

MARCH 3, 2020

Brendon introduces his playbook to hiring the first VP of Sales from his experiences as VP of Sales at LinkedIn, EchoSign, Talkdesk and more. Learn the dos and don’ts to make the correct hire the first time and not rush into hiring the wrong VP of Sales, which can cost the company months or even years. Roughly 90%.

Sales Hiring 233

Sales Hiring Sales Recruiting CTO Hire Scale 233

SaaStr

FEBRUARY 28, 2020

. * How does one know when we need to hire generalists vs specialists? Karl has been in every interview for every new hire for the first 6 years of the business, why? * Karl has been in every interview for every new hire for the first 6 years of the business, why? How does Karl structure the hiring process today?

Sales Hiring 241

Sales Hiring Scale CTO Hire CTO Coach 241

SaaStr

OCTOBER 17, 2019

Julian Lemoine, Co-Founder, and CTO of Algolia will share his lessons learned on how to stay focused and innovative as you scale while also avoiding the innovation for innovation’s sake pitfalls. Join us at SaaStr Annual 2020. Julien Lemoine | Co-founder and CTO @Algolia. So I’m Julien, Co-founder and CTO of Algolia.

Scale 174

Scale Scaling CTO Hire Part-Time VPE 174

SaaStr

JANUARY 17, 2020

What other elements of the contract should startups really spend a lot of time focusing on? Julian Lemoine, Co-Founder, and CTO of Algolia will share his lessons learned on how to stay focused and innovative as you scale while also avoiding the innovation for innovation’s sake pitfalls. This episode is sponsored by Brex.

CTO Hire 173

CTO Hire compliance Scale Startup 173

SmartKarrot

FEBRUARY 16, 2022

He is number 88 on The Midas List: Top Tech Investors 2020. One of the top SaaS influencers is Dharmesh Shah , co-founder, and CTO of HubSpot. His insights on SaaS sales, hiring sales reps, and finding customers are a gold mine for anyone in the SaaS space. Byron Deeter. He is the host of Bessemer’s podcast, Cloud Giants.

VP of Engineering 10

VP of Engineering Scale SaaS Venture Capital 10

SaaStr

APRIL 18, 2019

Join us for SaaStr Annual 2020. And I’ve been building SaaS Companies now for 20 years, so that’s a long time. .” And I thank a lot of that to actually Met Gourniak, who I hired at that time. He also discusses all the trials, errors and successes he had throughout all of his previous startups.

Sales Recruiting 233

Sales Recruiting VP of Engineering Scale SaaS Payments 233

SaaStr

MAY 2, 2019

Join us at SaaStr Annual 2020. That means lots and lots of hiring and I don’t want to say firing, we did fire anyone, but people get reshuffled, you know? Jonathan : Did you have to do any sort of big steps hiring wise? Vlad : Well we did have to hire a new CFO. That’s like who you’re hiring too. We did not.

Scale 208

Scale Business Sales Hiring CTO Hire 208

SaaStr

DECEMBER 3, 2020

When is the right time to hire the first sales rep? Should you hire 2 at a time? What does one look for in their first sales hire? We were hired into the same role, same start date, competed head to head. Bret was formerly the CTO at Facebook. I met Molly, who was the COO at the time, Molly Graham.

Scale 253

Scale Sales Hiring Sales Recruiting Sales 253

Sales Hacker

AUGUST 18, 2020

So I spent some time talking to our CEO, our CTO, and some of the board members about ways that we can go to market in a different way that might allow us to kind of break that next kind of barrier to growth. I think the next thing that was really critical was, you cannot discount the need to actually hire locally as well.

Subscription 117

Subscription Payment Features Scale Underperforming Technical Team 117

ProfitWell

JANUARY 24, 2020

is a much worthier investment for your 2020. The Athletic 's strategy for the past three years has been to hire top-talent journalists in the sports space, getting people to pay for high-quality journalistic content. Brendan Schwartz , Co-Founder and CTO over at Wistia, has spent a lot of time learning to trust his instincts.

Sales Recruiting 40

Sales Recruiting CTO Hire New CTO Sales Hiring 40

SaaStr

AUGUST 22, 2020

And then there was this great workplace experience of 2020, which we’re still living now. So now we’re in this, like you call it, the great workplace experiment of 2020, where we’re forced to be a hundred percent remote. Jason Lemkin: Box Shield has a rule-based hire, I can pick rules. Justin Bedecarre: Right.

Sales Recruiting 214

Sales Recruiting Cloud CTO Hire Sales Hiring 214

SaaStr

JANUARY 10, 2020

How does Bob think about when is the right time to hire a Head of Partnerships? Where do most startups go wrong both in hiring for partnerships and in the engagements themselves? Harry Stebbings: Welcome to the very first SaaStr podcast of 2020. 298: Startup success is not exclusive to Silicon Valley.

Sales Hiring 162

Sales Hiring Outsourcing Services Scale CTO Hire 162

Sales Hacker

MARCH 11, 2025

Pursuit helps companies hire elite go-to-market talent on a non-retainer basis. If you’re hiring for sales or marketing roles, reach out to Pursuit at pursuitsalessolutions.com/gtm or message a GTMfund team member. And hindsight is 2020. Like our CTO did it. And we had real challenges with stability.

Scale 82

Scale Technical Advisors Sales Hiring Technical Review 82

Sales Hacker

DECEMBER 10, 2024

I’m not going to claim to be the founder of Levelset, but that founding team, CTO, VP of customer experience, chief legal, our CFO, who kind of came later, but like that group, everyone stayed with the organization in executive roles the whole time. Let’s go hire somebody. I’ll hire the person.

Scale 116

Scale Sales Hiring Scaling CTO Coach 116