SaaStr

MAY 6, 2021

A CRO owns and directs the strategy over a company’s revenue cycle, but there’s not a set standard for operational or management decisions: in addition to sales and sales development, they might be responsible for customer success, lead generation and pipelines, and even marketing and brand development. Is a CRO right for you?

Sales Hiring 299

Sales Hiring Sales Recruiting Interviewing Revenue 299

SaaStr

JULY 20, 2024

Dedicated Slack Channel For Every Metric From the early days at Secureframe, they have had a dedicated Slack channel for every metric: every net new sale, every expansion, every churn, and every expense. Work with Great Executive Recruiters ”The first time I saw an invoice for an executive search, I think I had a heart attack,” Shrav joked.

Sales Recruiting 299

Sales Recruiting Sales Hiring Scale Engineering 299

SaaStr

MARCH 17, 2021

The other day, I met with a great founder who talked with me about how he was about to top his VP of Sales. in ARR in pretty short order, recruiting a great small team of reps under her, and had really nailed the formula. This “under promoting” challenge is especially true in your sales team. More on that here.

Sales Hiring 307

Sales Hiring Sales Recruiting Scale SMB 307

Predictable Revenue

NOVEMBER 15, 2023

Collin Stewart discusses the emerging trends in sales recruitment with Brisa Renteria, CEO of Improved Growth The post Rethinking Sales Talent Acquisition with Brisa Renteria appeared first on Predictable Revenue.

Sales Recruiting 130

Sales Recruiting Acquisition Sales Trends 130

SaaStr

JANUARY 9, 2020

For example, Google put a lot of work into Google Hire, its recruiting SaaS product. Maybe, the only place an acquisition can move the needle really. Maybe, the only place an acquisition can move the needle really. Salesforce is really 4+ clouds that are all at scale (sales, marketing, commerce and platform). Salesforce.

Sales Recruiting 299

Sales Recruiting Scale Sales Hiring Cloud 299

Tom Tunguz

JUNE 18, 2019

The template is broken into six sections: People, Bookings & Revenue, Cash, Sales, Marketing, Customer Success. This section covers employee satisfaction, headcount, and recruiting metrics. It’s important to track the number of leads in the conversion rates to sales generated by sales.

Metrics 250

Metrics Sales Recruiting Startup Headcount 250

SaaStr

MARCH 7, 2021

I thought it would be worth drilling down deeper into each of them, and sharing the learnings and mistakes: 1/ Spending less time fixing things, more time recruiting senior folks to own them. No one spends enough time recruiting as it is, after $1m ARR or so. Yes, you can manage the sales team yourself. You can do this.

Part-Time VPE 293

Part-Time VPE Sales Recruiting Sales Hiring Scale 293

Tom Tunguz

NOVEMBER 22, 2015

On December 2, SaaS Office Hours at Redpoint will welcome Maia Josebachvilli , VP of Strategy and People at Greenhouse, a fast growing recruiting software company. Maia is especially well known for her thought leadership in developing best in class recruiting metrics. She was also selected for Inc’s 30 under 30.

Sales Recruiting 100

Sales Recruiting Metrics SaaS Sales Funnel 100

SaaStr

JUNE 2, 2023

Recruit diverse leaders The goal of hiring a revenue leader is to put gasoline on finding product market fit success. Whether in customer acquisition, the revenue growth spectrum, or elsewhere, know that you’ll need to find the bottleneck and apply enough pressure and attention to alleviate it and move it elsewhere.

Sales Recruiting 261

Sales Recruiting Sales Hiring Scale Branding 261

Sales Hacker

DECEMBER 17, 2024

Thats why HG Insights created The Next Generation of Sales AI report to calm the FOMO and help you bring AI to your GTM teams. It includes a breakdown of the Sales AI landscape, adoption of GenAI and Sales software across buyer groups. Plus, an analysis of the top 75 trending sales AI tools. Youre not alone.

Scale 102

Scale Engineering Acquisition Scaling 102

Tom Tunguz

MAY 28, 2019

They are are among the best engineers to recruit to the team and the first to join. Sometimes, management spins up new offices to start a functional team like support or success or sales development. This is different from starting a sales office with an AE covering a region.)

Sales Recruiting 278

Sales Recruiting Startup Sales Hiring Engineering 278

SaaStr

SEPTEMBER 6, 2022

They have a good incentive to recruit almost as hard as you do, and network a lot to help you. Most VCs haven’t been CEOs and don’t really know what makes for a great VP of Sales, Marketing or even Engineering. Block an acquisition. They get better at this the longer they work with you. Someone to Look Out for You.

Sales Hiring 288

Sales Hiring Sales Recruiting Investment Acquisition 288

Tom Tunguz

NOVEMBER 9, 2019

The question facing founders recruiting marketers is: which is the most important to prioritize? This acquisition portfolio spans search, advertising, social media, events, podcasts, ebooks, outbound calling, and many other techniques. The most frequent mishire in startups is the first head of marketing.

Scale 255

Scale Startup Sales Recruiting Sales Hiring 255

Tom Tunguz

JUNE 11, 2020

A recruiter in the audience submitted a question often discussed in startup boardrooms. If you’re hiring a sales leader, you don’t pass up an awesome sales leader that has a killer track record of closing deals just because in their previous company they sold success software, and then with your company, they’re going to sell MarTech.

Sales Hiring 263

Sales Hiring Sales Recruiting Product Marketing Startup 263

Tom Tunguz

JULY 6, 2017

Every acquisition process might run a little bit differently, but these are some of the patterns that I have observed after about nine years in the venture business, and also having evaluated a handful of acquisitions when I was at Google. Large corporate often have very strong sales teams. Unsuccessful acquisitions don’t.

Startup 186

Startup Sales Recruiting Acquisition Development 186

SaaStr

JULY 14, 2022

Founders were able to recruit on-site. With Aaron Levie, Stewart Butterfield, David Sacks (fresh off Yammer’s acquisition for $1b+, which seemed so high at the time), Leyla Seka from Salesforce, David Ulevitch from OpenDNS (who sold to Cisco just a few months later for $800m, which again seemed enormous at the time), and the list went on.

Scale 307

Scale Sales Recruiting CTO Hire New CTO 307

SaaStr

JULY 1, 2020

An open discussion with Sam Blond, CSO at Brex, and Kristen Habacht, VPS at Atlassian, about adjusting their sales process during Covid-19. Kristen Habacht runs EDR sales at Atlassian, which I got a check today, $40 billion-$50 billion company. She manages a huge global team. Four, people in the sale? Jason Lemkin: None.

Merchant Services 259

Merchant Services Scale Sales Recruiting Sales 259

Sales Hacker

MAY 6, 2021

What’s the difference between a VP of Sales and a Chief Revenue Officer (CRO)? The VP of Sales. Great VPs of sales have gravitas and tact, command the room and hold their end of the table regardless of who is on the other side. Singular focus on sales. As the title would hint at, the VP of Sales should focus on sales.

VP of Engineering 122

VP of Engineering Sales Hiring Sales Recruiting Sales 122

SaaStr

JANUARY 7, 2020

The first thing is, and this is a little crazy, but recruitment is incredibly overrated. How many people out here spend more than a third of your time recruiting? Tough Management Lesson #1. A lot of CEOs spend over half their time recruiting people. Tough Management Lesson #2. Okay, wow, that’s a lot.

Sales Recruiting 196

Sales Recruiting Sales Hiring Management Marketing 196

Sales Hacker

AUGUST 20, 2024

As Upland’s Chief Revenue Officer, Matt Breslin oversees customer success, demand generation and communications, sales, revenue enablement, and revenue analysis, supporting our Shared Services Organization. The benefits of focusing sales teams on specific sales motions, such as new logo acquisition or account expansion.

Sales Recruiting 123

Sales Recruiting Software Review Software Sales 123

Sales Hacker

OCTOBER 18, 2024

Jonathan Moss (EVP at Experity) showcased an Account Plan GPT that streamlines sales and marketing account research for outbound efforts. Examples of automating workflows to solve ongoing challenges: Everyone shared use cases they’re trying for sales account research and lead generation workflows. Link to GPT.

Sales Recruiting 108

Sales Recruiting Software Review Scale AI 108

Intercom, Inc.

SEPTEMBER 10, 2020

It’s an approach that’s served him well along the road to building the HubSpot sales team, where he was CRO for nine years. That experience led to his bestselling book, The Sales Acceleration Formula. I just don’t think sales have anything to do with product-market fit. A data-driven framework for scaling.

Scale 226

Scale Scaling Sales Recruiting Sales Hiring 226

InsightSquared

MARCH 6, 2018

Sales operations has been around for quite some time, but lately the function has been gaining momentum. Instead of behind-the-scenes sales support, sales ops now acts as a strategic partner for sales VPs and leadership. Start building out your sales operations department by hiring someone to own your CRM.

Sales Recruiting 119

Sales Recruiting Scale Sales Hiring Sales 119

SaaStr

JANUARY 24, 2024

Sales reps were hosting 4-6 calls daily but most of these calls were early demos or top-of-funnel discovery calls Sales was closing really small deals on one end while talking to really large companies with hundreds of thousands of people on the other. Define your ICP as early as you can and segment your sales team accordingly.

Scale 273

Scale Sales Hiring Scaling Revenue 273

Sales Hacker

AUGUST 7, 2020

Fortunately, more organizers than ever before are consciously seeking out female sales experts for panels, presentations, and podcasts. At Sales Hacker, we’re serious about diversity, and for that reason, we’ve compiled a list of 530+ female sales experts to consider for your next event. Sales Development. Sales Growth.

VP of Engineering 131

VP of Engineering Sales Recruiting Sales Hiring Payment Services 131

Chart Mogul

JANUARY 9, 2025

So read on, and hopefully, your SaaS sales journey will be less about trial and error and more about steady progress toward success. Whats important to note is that each model targets a distinct customer persona and, therefore, has a unique approach to the customer journeyfrom brand awareness to sales and, ultimately, conversion.

Scale 52

Scale Sales Hiring Startup Sales Recruiting 52

SaaStr

FEBRUARY 26, 2019

Join Qualtrics Co-Founder and CEO alongside SaaStr Founder and CEO Jason Lemkin as Ryan reflects on the survey software maker’s acquisition by SAP this year. Ryan Smith: The backstory here is we turned down an acquisition offer for $500 million in 2012. Ryan Smith: 500 million in sales. Jason Lemkin: Oh, I see.

Acquisition 160

Acquisition Sales Recruiting Scale Sales Hiring 160

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 6, 2020

At the helm of Udemy for Business’ customer acquisition machine is their VP of Marketing Yvonne Chen. When Yvonne joined in 2016, the business unit consisted of just 10 people across product, engineering, sales, and marketing. Turning a sales objection into a unique differentiator.

Marketplace as a Service 243

Marketplace as a Service Scale Sales Recruiting Business 243

SaaStr

APRIL 30, 2022

Customer Acquisition Cost (CAC). & Customer acquisition. Customer acquisition is basically how much do you spend in terms of sales people, sales team, and in terms of marketing to acquire a new customer. The key here is knowing what your sales model is. And there are basically two sales models out there.

SaaS Payments 246

SaaS Payments Metrics Payment Methods Scale 246

InsightSquared

MAY 15, 2019

It’s one of my favorite questions to ask a fellow professional in sales operations. Insurance sales rep. Account Manager. Sales Operations is Still Developing. Sales operations as a profession is growing, yet it is a comparatively new function in businesses. Sales Ops is Many Disciplines in One.

Sales Recruiting 110

Sales Recruiting Scale Technical Review Sales 110

Sales Hacker

AUGUST 6, 2024

Andrew Johnston is currently the Head of Sales at Superhuman, where he leads the go-to-market strategy as part of the executive team. Previously, he built the Mid-Market and PLS motion at Scale AI and led the global sales team at SendGrid following its acquisition by Twilio and its IPO. Brought to you by IPS.

Sales Recruiting 120

Sales Recruiting Scale AI Search Acquisition 120

Tom Tunguz

FEBRUARY 10, 2016

Founders may reduce staff, particularly in recruiting or new projects that the company prefers not to finance. All of the cost of customer acquisition for a SaaS company is borne in the first month or so. Growing this way requires a lot of cash to finance the acquisition investment. Second, slow sales hiring.

SaaS Payments 118

SaaS Payments Sales Recruiting Sales Hiring Payment Services 118

Intercom, Inc.

APRIL 25, 2019

Given that the primary metric we measure growth in is revenue, it follows that sales feels growth more acutely than almost any other function. As the Senior Vice President of Sales for Pipedrive , she’s currently responsible for building nimble sales teams who drive sustainable revenue.

Scale 136

Scale Sales Hiring Sales Recruiting Scaling 136

SaaStr

AUGUST 27, 2019

How to Design a Sales Comp Plan to Get You to $100M with Work-Bench, Movable Ink, MongoDB and Concert Finance. This panel will speak tactically to various comp design options as a way for management to determine and promote ideal behavior in their front-line teams. Meghan Gill | VP of Sales Ops @ MongoDB. FULL TRANSCRIPT BELOW.

Sales Recruiting 155

Sales Recruiting Sales Hiring Scale Sales 155

Sales Hacker

JANUARY 29, 2018

In this blueprint, we provide insights on how to structure your sales organization. The changes in SaaS require that we no longer look at salespeople as individual contributors, but rather a team that crosses disciplines, not just within sales but also across other parts of the organization such as marketing and product.

Sales Recruiting 92

Sales Recruiting Scale Sales Hiring Sales 92

Sales Hacker

AUGUST 13, 2024

Prior to her role at Iterable, Adriana held influential senior leadership positions at Tableau, where she significantly contributed to the company’s remarkable growth from $250 million to over $1 billion, culminating in the successful Salesforce acquisition. The importance of post-sale marketing and customer lifecycle management.

AI Search 123

AI Search AI Sales Recruiting ChatGPT 123