SaaStr

JUNE 14, 2023

We’ll explore key aspects such as building customer relationships based on trust and honest feedback, defining company culture amid rapid growth, and hiring strategies that prioritize team chemistry over expertise. Focusing on team chemistry while hiring people outside your field is significant. I hired nice crazy people.

Scale 246

Scale Artificial Intelligence Technical Review Software Review 246

SaaStr

APRIL 13, 2025

This structure enables a seamless experience that starts when a company hires someone. One button click in Rippling sets up the new hire across HR, payroll, all relevant apps (Slack, Dropbox, GitHub, email, Salesforce), provisions their computer, and establishes them within the company’s financial systems.

Startup 157

Startup Sales Hiring Underperforming Technical Team Cloud 157

SaaStr

MARCH 5, 2021

Flock Safety’s Founder and CEO, Garrett Langley, and its VP of Growth, Alex Latraverse, know a bit about sales. Enough to go from 0 to 100 sales reps in about 18 months — and they’re looking to be well beyond 100 by the end of this month. The three things that led to ramping up sales at Flock Safety were: Achieving product-market fit.

Sales Recruiting 255

Sales Recruiting Sales Hiring Scale Sales 255

SaaStr

NOVEMBER 20, 2024

Other Learnings in the GTM Journey GitHub has had to adjust to new sales stages and new buyer personas. There was a proliferation of conversations centered around legal, privacy, and models that took much longer in these sales stages than ever experienced. Be prescriptive about the adoption journey.

Scale 261

Scale AI Scaling Marketing 261

SaaStr

MAY 28, 2024

If you’ve read SaaStr or have been around for the last decade, you might be familiar with some of the repeated GTM mistakes founders tend to make, but the world of hiring, people, scaling, and workplace expectations are significantly different today than they were before March 2020. Don’t make the hire. They weren’t getting any leads.

Sales Hiring 306

Sales Hiring Scale AI Search AI 306

SaaStr

OCTOBER 20, 2023

OpenAI’s Head of Sales, Aliisa Rosenthal, joined OpenAI a year and a half ago — before ChatGPT launched. In June 2020, they launched GPT3 — its first state-of-the-art large language model. GPT3 had four flavors, ranging from simple classification to the most robust model of Da Vinci. They’re on a rocket ship.

ChatGPT 292

ChatGPT Scale AI Search Sales Hiring 292

SaaStr

APRIL 30, 2024

How do you build GTM efficiency in SMB sales? The CRO at Owner, Kyle Norton, shares his learnings and strategies for building better efficiency into your GTM motion at Workshop Wednesday, held every Wednesday at 10 a.m. The growth engine from both sales and marketing should to be working before you add gas to it.

Scale 301

Scale SMB Sales Hiring Sales 301

SaaStr

APRIL 7, 2025

I’m shocked we don’t already have this for sales calls. By the end of the year, every single sales call should have a digital representative that can fill in when the human doesn’t know an answer. This will utterly change how we do sales.

AI 214

AI B2B ChatGPT Scale 214

Tom Tunguz

OCTOBER 19, 2021

During this period, there have been three main categories of data work: business intelligence, machine learning, and exploratory analytics. And if you’re passionate about building the future of exploratory analytics, Hex is hiring. Of the three, exploratory analytics is the least developed so far.

Sales Hiring 335

Sales Hiring Machine Learning Artificial Intelligence Data Analysis 335

Clouded Judgement

AUGUST 25, 2023

Our modern and intuitive SaaS platform combines our proprietary data and application layers into one vertically-integrated solution with advanced machine learning and artificial intelligence capabilities.

Benchmarks 246

Benchmarks Artificial Intelligence Data Software Review 246

SaaStr

APRIL 24, 2025

It already has: Reviewed 100s of VC pitch decks Reviewed board packages Drafted comp plans for VPs of Sales Rewritten outbound scripts Coached founders on how to deal with slowdowns Reviewed candidates and resumes and told founders when to pass on problematic hires: Reviewed 100+ speaker submissions to SaaStr Annual and much more And now its started (..)

AI 185

AI Sales Hiring B2B Artificial Intelligence 185

SaaStr

OCTOBER 26, 2023

Getting off the ground is one thing — an easy pitch of being an HR tech startup focused on improving hiring. Hiring is complicated, so you have to build a lot of software to get to $200M ARR. Now, over the next decade, they need to think about other things their customers do in hiring that aren’t done well and could be scaled.

Sales Hiring 281

Sales Hiring AI SMB Scale 281

SaaStr

DECEMBER 28, 2023

At a recent Workshop Wednesday , SaaStr founder and CEO Jason Lemkin answered the community’s most pressing questions about SaaS — from investor appetites and IPOs in 2024 to managing and hiring a Head of Sales as a solo founder to AI and the future of customer success. Let’s jump right into part one. How do you handle this?

Sales Hiring 297

Sales Hiring Payment Solutions AI SaaS Payments 297

SaaStr

APRIL 7, 2022

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. We’re in almost every large organization, in Toyota, in the banks and others in Japan. The technology is perfected. Luciana: Right.

Sales Hiring 274

Sales Hiring Scale Sales Recruiting Outsourcing Services 274

SaaStr

DECEMBER 6, 2023

SaaStr founder and CEO Jason Lemkin chats with Box CEO and Co-Founder Aaron Levie to talk about what’s new at Box, SaaS fatigue, hiring a new COO, operating margins and efficiency, the future of AI, and what to expect for 2024. On Hiring a New COO This is Box’s third COO in 14-15 years. That’s what the COO is for.

AI 286

AI Sales Hiring Scale Artificial Intelligence 286

Tom Tunguz

OCTOBER 28, 2012

Over the last six months, I’ve been delving deeply into R, linear regressions and machine learning. Part of the rationale has been to remember some of the concepts I learned in grad school studying signal processing. And many of the companies I work with are hiring data scientists. Support Vector Machine Visualized.

Sales Hiring 100

Sales Hiring Data Machine Learning Artificial Intelligence 100

Neil Patel

DECEMBER 23, 2020

Language is natural to humans, but the same can’t be said for computers. Natural Language Processing is an area of artificial intelligence (AI) that leans on disciplines like computer science and computational linguistics to enable computers to interpret, comprehend, and manipulate the often arbitrary, ruleless world of human language.

Artificial Intelligence 145

Artificial Intelligence AI Search Scale Marketing 145

Intercom, Inc.

JULY 16, 2020

Loren, the General Manager of Shopify Plus , was hired to topple conventional notions of what enterprise software could (and should) look like. But once you’ve hired brilliant people, you have to retain them. In the halcyon days of sales and marketing, it was all about the art of the deal.

Sales Hiring 226

Sales Hiring Scale Artificial Intelligence Enterprise 226

SaaStr

JULY 3, 2024

Once they built the first product and hit the inflection point, they hired a team to build the whole SaaS platform. The bar is high, and you probably won’t be the best at building a fully generalized LLM model unless you’re Anthropic, OpenAI, or Google. When that ends, you don’t want to leave your sales team with no inbound.

Enterprise 293

Enterprise AI Search AI Artificial Intelligence 293

SaaStr

JULY 5, 2024

GTM Mistake #1: A VP of Sales That Can’t Sell or Demo the Product Mistake number one has always been an issue, and it’s the number one reason startups struggle in today’s world. They hire a VP of Sales who doesn’t want to sell or learn the product. You also don’t want to hire a VP of Sales who won’t carry a bag.

CTO Hire 209

CTO Hire Sales Hiring New CTO Venture Capital 209

SaaStr

AUGUST 27, 2024

The channels include: Search Social Educational partnerships Conferences Influencers Outbound sales Keep reading to learn how each channel can help you grow and the tactical steps to implement them for your company. #1 The key learnings here are: Performance Max has gotten really good. That’s never fun.

Scale 285

Scale AI Search Sales Hiring Social Media 285

SaaStr

MAY 17, 2024

When to Hire Your First CPO You have to evaluate when you need your first Head of Product. A lot of sales doesn’t work that way. Being good at sales means doing a little of the sales job. Product Managers at all levels need to be meeting with customers. It may not be a CPO, Anneka says. That’s a very senior role.

Scale 299

Scale Technical Review Sales Hiring Artificial Intelligence 299

Tom Tunguz

APRIL 14, 2019

Since writing The AI Agency: A Novel GTM for Machine Learning Startups , I’ve been meeting many companies who operate this way. These startups use machine learning to disrupt an industry traditionally dominated by agencies: law, accounting, recruiting, translation, debt collection, marketing…the list is long.

AI 203

AI Sales Recruiting Underperforming Technical Team Machine Learning 203

OpenView Labs

APRIL 4, 2019

Artificial intelligence, or AI, is a technological breakthrough with potential applications for nearly every industry. Recruiting technology can bring fresh hiring strategies to life. Diversity in hiring has become a priority for inclusivity-conscious companies. Reduce unconscious bias. Optimize job postings. AI can help.

Sales Hiring 65

Sales Hiring Sales Recruiting AI Search Artificial Intelligence 65

SaaStr

MAY 7, 2024

Sales Qualification You’re entered into a flow when you sign up and enter an email on Runway’s website to join their waiting list. Then, they draft a customized email for that person and put the draft inside the draft folder of a sales rep. Everything below “Runway Sales Copilot” is written by AI. Automate before hiring.

AI 275

AI Engineering Sales Hiring ChatGPT 275

Sales Hacker

DECEMBER 3, 2019

The Data-Driven Sales Manager. The average tenure of a sales VP these days is just 19 months, according to Xactly CEO Chris Cabrera, who expects that number to drop lower as businesses become increasingly data reliant. Here’s how he sees data changing sales management. They also hire more diversely.

Sales Enablement 111

Sales Enablement Artificial Intelligence Branding Sales Hiring 111

BetterCloud

DECEMBER 16, 2024

Grabbing the card still makes up a substantial portion of SaaS sales in other areas of the world, too. Since employees can easily buy it, SaaS accounts — with your organizations data largely grow unknown and unchecked by IT. Forty-one percent of organizations in EMEA and 40% in APAC tend to buy using a credit card.

Artificial Intelligence 52

Artificial Intelligence compliance Systems Review Technical Review 52

Neil Patel

NOVEMBER 3, 2021

You can decrease overall costs while improving efficiency and machine learning processes with the right platform on your side. Data labeling is the process of analyzing raw data and labeling it to provide context to machine learning software, algorithms, and end-users. What Is Data Labeling? How Does Data Labeling Work?

Scale 125

Scale Outsourcing Services Artificial Intelligence Scaling 125

Intercom, Inc.

FEBRUARY 28, 2018

A big part of why we are seeing this growth is that our customers have found that when they use Intercom to engage their website visitors, conversion rates and sales increase by more than 80%! That means we’ll be hiring 350 people over the next 18 months across our offices in San Francisco, Dublin, London, Chicago and Sydney.

Scale 195

Scale Sales Hiring CTO Engineering 195

Sales Hacker

FEBRUARY 13, 2024

Alexa’s passion for democratizing data for go-to-market teams began when she led sales strategy & operations at Dataminr, where she built internal solutions to power sales teams with data. What You Will Learn: The evolving landscape of go-to-market strategies, including the concept of Go-to-Market 5.0.

Sales Hiring 118

Sales Hiring Artificial Intelligence Sales Company Culture 118

Neil Patel

NOVEMBER 9, 2020

Micro teams can amplify a company’s productivity while getting rid of the learning curve which comes with new hires. The Race for Artificial Intelligence With Micro Startups. Another major trend in micro startup acquisitions is artificial intelligence. The sale is direct between the seller and buyer.

Technical Review 144

Technical Review Payment Methods Acquisition Development Team Review 144

Sales Hacker

JULY 28, 2021

After spending many quarters creating sales forecasts, you should have the process down and deliver precision accuracy. Unfortunately, sales forecasting is not that straightforward. Fortunately, sales forecasting tools are available that can do a lot of the heavy lifting by using algorithms to create more accurate forecasts.

Forecasting 131

Forecasting Scale Sales Hiring Sales 131

SaaStr

SEPTEMBER 13, 2020

They started in the point of sale market, and then as the company scaled, they rolled out new value props and modules for payroll, or Toast capital, or ways to manage your employee base. This is really founder-led sales. Byron gave a great example with Toast, one of my favorite portfolio companies. That’s your CAC.

Sales Hiring 232

Sales Hiring Scale Payments Cloud 232

Intercom, Inc.

MARCH 20, 2019

The rise of smartphones, messaging, artificial intelligence (AI), and other groundbreaking technologies has led to a new set of expectations for buyers. Our new guide, Setting Your Sales Team Up For Success With Live Chat , will walk you through the fundamentals of how to scale live chat as your company (and conversations) grows.

Scale 116

Scale Sales Hiring Scaling Artificial Intelligence 116

Sales Hacker

DECEMBER 30, 2020

B2B sales is always changing, but nothing could’ve quite prepared us for the wild ride that 2020 ended up being. While most of us have settled into the new normal and the challenges that come with it, sales leaders are looking ahead with uncertainty. Best Sales Statistics to Know in 2021. Short on time? What this means for you.

Sales Hiring 134

Sales Hiring Sales Recruiting Underperforming Technical Team Revenue 134

Sales Hacker

DECEMBER 21, 2017

What is Sales Operations? Sales operations refers to the unit, role, activities and processes within a sales organization that support, enable, and drive front line sales teams to sell better, faster, and more efficiently. But perhaps more than anything else, sales operations brings a system to selling. Technology.

Scale 106

Scale Sales Recruiting Sales Hiring Technical Review 106

Sales Hacker

DECEMBER 8, 2020

Subscribe to the Sales Hacker Podcast. Sam Jacobs: This week on the show, we’ve got Luke Rogers, the Vice President of Sales at Instabase. He now leads the sales function at a really promising and high-growing unicorn called Instabase. Learn how modern sales teams with deals, win deals now. We’re on iTunes.

Scale 117

Scale Sales Hiring Sales Recruiting Technical Review 117