SaaStr

JULY 14, 2022

What started as a simple WordPress blog in 2012 has now become the world’s largest community of SaaS executives, founders, and entrepreneurs. SaaStr began in 2012 as a simple WordPress blog and a few answers on Quora sharing Jason Lemkin’s learnings of going from $0 to $100m ARR at EchoSign. Founders were able to recruit on-site.

Scale 313

Scale Sales Recruiting CTO Hire New CTO 313

SaaStr

MARCH 3, 2023

At SaaStr APAC 2023, Scott Pugh, VP of Sales at Figma, shared how to scale these two sales teams while building culture. Pugh’s strategy is simple, albeit not always easy: Recruitment — how to hire the best talent to scale your sales organization. Let’s look at five tips to consider for successful recruiting.

Scale 279

Scale Sales Recruiting Sales Hiring Scaling 279

SaaStr

SEPTEMBER 17, 2020

Director+ of Sales at Slack / Zoom / DropBox / Pick Your Brand Name SaaS Company. Because it’s not ARR growth or even an IPO alone that determines if a VP of Sales him or herself is great. And there were probably 100+ RVPs of Sales at that point. Because often, the managers were given a team, or a lot of it.

Sales Recruiting 318

Sales Recruiting Sales Hiring Sales Interviewing 318

SaaStr

NOVEMBER 12, 2021

So you wanna build a channel sales program: Don’t Copy HubSpot! All these companies are great companies with great channel sales programs. . Any channel sales program goes through an evolution. There are many reasons to start a channel sales program. Everything is harder with a channel sales program.

Sales Recruiting 306

Sales Recruiting Sales Technical Support Onboarding 306

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 261

Sales Recruiting Sales Hiring Scale Sales 261

SaaStr

JANUARY 31, 2022

Having learned from thousands of customers and prospects, Sarah Lash, Envoy’s head of enterprise sales, will talk about what it takes to guide and scale enterprise sales programs during an uncertain future. In my first six months at Envoy , I grew the sales team from six to 17. Combine Strategies To Drive Sales.

Sales Recruiting 246

Sales Recruiting Sales Hiring Scale Enterprise 246

SaaStr

MARCH 18, 2025

Rather than seeing this as a liability, Wiz leveraged it as a strategic advantage — even in its sales team. This realization led to a fundamental shift in strategy, allocating resources to hiring and onboarding rather than lead generation.

Scale 192

Scale Sales Hiring Scaling Headcount 192

SaaStr

FEBRUARY 11, 2021

In SaaS, #1 most common misfire, with a bullet, is the VP/head of sales. It goes something like “You’ve Got to Get Past the Carcass of Your First VP of Sales” or “It’s The Second VP of Sales When You Really Start Selling” or variants thereof. Because in SaaS start-ups, it seems like the majority of first VP Sales fail.

Sales Hiring 363

Sales Hiring Scale Sales Recruiting Sales 363

Incredo

MARCH 11, 2020

Associations face a unique challenge in marketing, in that they have to cater to a very specific audience and ensure they’re going to become long term members. And each association has different challenges to begin with, so traditional marketing strategies won’t work very effectively either. DOWNLOAD YOUR E-BOOK.

Strategy 257

Strategy Social Media Sales Recruiting Marketing 257

SaaStr

OCTOBER 28, 2022

However, don’t this doesn’t mean that your sales teams shouldn’t bring in more revenue –– quite the opposite. Blond says, “You are going to need to figure out how to drive more revenue per sales rep if you are a lower-margin business.”. The 2022 Economic Climate, Barriers to Growth, and Recruitment.

Sales Recruiting 264

Sales Recruiting Sales Hiring Leadership Interviewing 264

SaaStr

MAY 6, 2021

You might never have considered a Chief Revenue Officer (CRO) because it’s not been a common role until very recently, and because you might not have the kind of revenue that needs its own manager. If you’re a company that has a 100% sales-driven business model, it makes sense to hire a big-deal revenue person. Is a CRO right for you?

Sales Hiring 306

Sales Hiring Sales Recruiting Interviewing Revenue 306

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. Gaetan Gachet ended up taking Algolia from $0 to $50m in ARR, and still serves as its Chief Strategy Officer today.

Sales Hiring 313

Sales Hiring Sales Recruiting Scale SMB 313

SaaStr

JUNE 9, 2021

A ways back, I asked Brendon Cassidy, VP of Sales at LinkedIn, Adobe Sign / EchoSign, and Talkdesk to put together his playbook for double sales. … How We Increased Sales Nearly 100% In One Quarter at HackerRank – Brendon Cassidy. I thought it was a great checklist for all of us to take a look at.

Scale 291

Scale Sales Recruiting Sales Hiring Sales 291

SaaStr

MARCH 25, 2023

So one recent survey we did really brought out a healthy debate: does your VP of Sales really need to be a product expert? Many of the comments said it was more important a VP of Sales understand process and leadership more than the product itself. They often melt. I say, you just gotta know the product. Not just with buzzwords.

Scale 298

Scale Sales Hiring Sales Recruiting Sales 298

SaaStr

DECEMBER 11, 2020

We’ll dribble out the sessions on our podcast, the blog and YouTube, but for now let’s also highlight the Top 5 most upvoted session. On how to recruit in the early days, when not everyone gets it. How to recruit in a less hot space. SaaStrScale.com 2020 was a big hit! Why you really want from your investors.

Scale 233

Scale Sales Recruiting Scaling SMB 233

SaaStr

MARCH 22, 2022

I really appreciate you coming to talk about how to attract, hire, and build a more diverse sales team in your organization. So I’ve been building top-producing sales teams for a really, really long time. So over the years, I’ve watched many sales leaders go out and say, “Brian’s my top producer.

Sales Hiring 265

Sales Hiring Sales Recruiting Scale Sales 265

SaaStr

JUNE 15, 2021

Recruitment: Getting the right talent onboard is a critical step. Sales: You must understand how to grow your sales machine, and it isn’t easy. Sales: You must understand how to grow your sales machine, and it isn’t easy. In fact, you need both to optimally grow your sales efforts. Surprises Along the Way.

Sales Recruiting 282

Sales Recruiting Scale Software Delivery Travel 282

SaaStr

JUNE 2, 2023

Recruit diverse leaders The goal of hiring a revenue leader is to put gasoline on finding product market fit success. The team has great visionary, product, and execution capabilities and a solid go-to-market strategy. CROs should focus on capturing that unrealized demand which is not a sales-led effort.

Sales Recruiting 265

Sales Recruiting Sales Hiring Scale Branding 265

SaaStr

JULY 29, 2021

Someone great at something core you aren’t: Sales, Engineering, Marketing. Great at sales. If you hire someone to do the first sales, you’ll never understand it yourself. When you go to hire your first sales rep, hire 2. 50% of the job for a VP is recruiting. A bit more here. Great at engineering. More here.

Sales Hiring 318

Sales Hiring Sales Recruiting Interviewing Engineering 318

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. George wrote a fantastic article detailing how to determine the product marketing strategy through beta products.

Product Marketing 223

Product Marketing Strategy Marketing Sales Recruiting 223

SaaStr

NOVEMBER 19, 2020

More on that here and a great video discussion below: You’ll probably be ready for your first VP of Sales by $1m in ARR. We’ve talked about this a lot on SaaStr, but hiring a true VP of Sales before you have 2 reps hitting quota (and thus a repeatable, if not yet fully repeating process) is too early.

Part-Time VPE 363

Part-Time VPE Sales Hiring CTO Hire Scale 363

SaaStr

AUGUST 9, 2022

Investments I've made that didn't work out: – Momentum investment – CEO a bit of bulls**t artist – CEO good at sales but weak product team / CTO. This has been a total negative strategy for me. There are ways to make this strategy work. Some sales-y, some very technical. CEO of bit of a b.s.

Investment 313

Investment Sales Recruiting CTO Startup 313

SaaStr

OCTOBER 3, 2022

When approaching a GTM exercise, one thing needs to be very clear: the company’s revenue strategy. This revenue strategy consists of three core questions: What is the market opportunity—the problem that needs to be solved? What is the product strategy? Sales Cycle. Post Sales. Execution is not just a sales process.

Scale 278

Scale Sales Hiring Sales Recruiting Scaling 278

SaaStr

JANUARY 27, 2021

“Give the VP of Sales More Time” This is always terrible advice. If a VP of Sales can’t improve things in one sales cycle or less — she never will. In one sales cycle, or less. It doesn’t work because freemium is rarely a go-to-market and marketing strategy. More on that here.

Part-Time VPE 348

Part-Time VPE Sales Hiring Scale Sales Recruiting 348

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: In the early days, back when SaaStr was just a blog and an email, it was a sense of creating meaning and contributing to the world.

Sales Hiring 307

Sales Hiring Sales Recruiting Marketing Scale 307

SaaStr

MARCH 20, 2024

They discuss Sam’s learnings at Founders Fund, what the 2024 playbook looks like, hiring and motivating sales teams, and a handful of audience questions. On the sales side, people hired way too much. More salespeople do not equal more sales. Sam just finished 18 months at Founders Fund after joining in mid-to-late 2022.

Sales Hiring 307

Sales Hiring Sales Recruiting Scale Headcount 307

SaaStr

SEPTEMBER 5, 2022

Going from sales-led to PLG is doable, but it is not easy. Sales-led organizations struggle to adapt to a PLG mindset.”. Let’s use sales-led organizations as a comparison point. If a company has started out with a heavy sales focus, its onboarding process within the actual product may not be intuitive enough for customers.

Sales Recruiting 291

Sales Recruiting Business Pricing Churn 291

SaaStr

SEPTEMBER 14, 2023

In this Ask Me Anything Part 1, Lemkin answers the questions: Many VCs talk about funding, yet you’re so focused on sales. Question #1: Why Are You So Focused On Sales When Other VCs Are Focused On Funding? That VP of Sales came out of Salesforce. Lemkin’s Hail Mary was hiring Brendon Cassidy when that first VP of Sales quit.

Outsourcing Services 292

Outsourcing Services Sales Hiring Scale Sales Recruiting 292

SaaStr

JULY 13, 2023

Q: Where Should SDRs Report — Marketing or Sales? Continuing the conversation on effective team members, it’s important to hire the right people to manage SDRs. A VP of Sales might seem the logical place to have your first SDR team report. But if they’ve never managed a higher turnover SDR team, they often melt.

CTO Hire 242

CTO Hire Sales Recruiting Sales Hiring Scale 242

SaaStr

AUGUST 8, 2023

In a fascinating workshop session, Miao shares his thoughts on how finance teams can contribute to company strategy and grow revenue. Growth Strategy Identify and implement new growth opportunities and revenue streams. Growth Strategy Identify and implement new growth opportunities and revenue streams. Sign up for free.

Scale 239

Scale Finance Outsourcing Services Sales Recruiting 239

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. Recruiting is easier, but the things that don’t change are customers don’t care.

Sales Recruiting 265

Sales Recruiting Sales Hiring Scale VP of Engineering 265

SaaStr

FEBRUARY 27, 2023

This was Storyblok’s strategy when it started expanding its team. Storyblok started with a leadership-first hiring plan and a recruitment strategy that involved the following: A test to know how candidates handle different tasks and their expertise level. You spread your hiring net and draw in as much talent as possible.

Scale 245

Scale Sales Hiring Sales Recruiting Scaling 245

SaaStr

JANUARY 28, 2022

When you think of scaling up, many things may come to mind, like hiring, culture, marketing, and sales. Going from $20 million to $200 million can be tricky, especially since many strategies that would’ve worked for you before might need significant changes or adjustments now. The friction between sales and marketing.

Scale 241

Scale Sales Hiring Scaling Sales Recruiting 241

SaaStr

JUNE 27, 2024

At the same time, you want to give trust and power to people who recruit, and you do that by ensuring they understand what the culture is. So that support person, Mafalda, started doing sales, too. If someone else succeeds at some GTM strategy, you will, too, right? Your culture can’t be ephemeral, where only the CEO knows.

Scale 264

Scale Sales Hiring Scaling Sales Recruiting 264

SaaStr

JULY 11, 2023

How do you win with a high-velocity sales strategy in a fast-moving, competitive market? In a special session of Workshop Wednesday, Gorgias Founder & CEO Romain Lapeyre and Gorgias VP of Sales & Partnerships Aasif Osmany share their learnings, advice, and hacks for optimizing your sales process.

Sales Hiring 203

Sales Hiring SMB Sales Recruiting Payment Methods 203

SaaStr

OCTOBER 3, 2023

It’s so, so easy to stand out in recruiting if you’ve actually done your homework. At a C-level you are interviewing the client to identify culture fit, blockers, budget, vision and can you execute, fund and build your strategy.” I ended the interview (politely) after 10 minutes and told him to watch the video.

Interviewing 279

Interviewing Sales Hiring Sales Recruiting Consulting 279

SaaStr

APRIL 13, 2022

For 2 days, more than 50+ sessions and 75 expert speakers will be sharing their best practices in Barcelona on scaling, revenue, recruiting, expansion and so much more. 7 Tips for Nailing Your SMB Go-To-Market Strategy with PayFit’s CEO and Co-founder Firmin Zocchetto and. Check out the full detailed agenda here.

Sales Recruiting 214

Sales Recruiting Cloud Sales Hiring Scale 214