TechEmpower SaaS

MARCH 4, 2024

Key Functions with High Impact Generative AI is revolutionizing sales by enabling dynamic pricing and personalized customer interactions, boosting conversion rates and customer satisfaction. This shift allows business to reallocate human resources to more complex and strategic roles, or eliminate those positions entirely.

Generative AI 443

Generative AI CTO Hire AI Sales Recruiting 443

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 305

Sales Recruiting Sales Technical Support Onboarding 305

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 260

Sales Recruiting Sales Hiring Scale Sales 260

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

A Philadelphia native, Colin started his professional career as a Business Development Representative (BDR) 14 years ago and worked his way up to his current role as CRO. Rather than seeing this as a liability, Wiz leveraged it as a strategic advantage — even in its sales team.

Scale 191

Scale Sales Hiring Scaling Headcount 191

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.

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Sales Hiring Scale Sales Recruiting Sales 363

FastSpring

SEPTEMBER 3, 2020

In this post, we’re featuring our Recruiting Manager, Elizabeth Faddis! Priority projects are focused on enhancing the company’s recruiting strategy, processes, and programs to deliver on current and future talent needs. You recently started your Recruiting Manager role at FastSpring, how are you liking it so far?

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Sales Recruiting Sales Hiring Management Technical Review 128

SaaStr

OCTOBER 28, 2022

Conversations about the state of the SaaS market in 2022 are everywhere, and it can seem overwhelming for entrepreneurs and business leaders to make sense of everything. However, don’t this doesn’t mean that your sales teams shouldn’t bring in more revenue –– quite the opposite.

Sales Recruiting 263

Sales Recruiting Sales Hiring Leadership Interviewing 263

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.

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Sales Hiring Sales Recruiting Interviewing Revenue 305

FastSpring

FEBRUARY 6, 2025

If you’re running a smaller digital business, you may find it challenging to hire great talent. In this episode of Growth Stage, we interview Lizzie Mintus Founder and CEO of Here’s Waldo Recruiting and host of The Heres Waldo Podcast about her thoughts on: The most effective recruiting strategies for SMBs.

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SMB Sales Recruiting Branding Sales Hiring 107

SaaStr

SEPTEMBER 5, 2022

Recent unicorns like Stripe and Canva have stolen the headlines, but a wide range of successful PLG businesses all over the globe have arisen. Going from sales-led to PLG is doable, but it is not easy. Going from sales-led to PLG is doable, but it is not easy. Sales-led organizations struggle to adapt to a PLG mindset.”.

Sales Recruiting 290

Sales Recruiting Business Pricing Churn 290

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. HackerRank was not a $1 million or $2 million ARR business. Common sense.

Scale 290

Scale Sales Recruiting Sales Hiring Sales 290

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 297

Scale Sales Hiring Sales Recruiting Sales 297

SaaStr

JUNE 15, 2021

But you need more than a vague desire to start a business. That builds great business.”. 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.

Sales Recruiting 281

Sales Recruiting Scale Software Delivery Travel 281

SaaStr

JUNE 2, 2023

With teams spread across the globe, they had to find new working patterns to scale their businesses in a distributed environment. Recruit diverse leaders The goal of hiring a revenue leader is to put gasoline on finding product market fit success. Every business will have its own set of challenges. It doesn’t work.

Sales Recruiting 264

Sales Recruiting Sales Hiring Scale Branding 264

Tom Tunguz

NOVEMBER 16, 2015

As he told me a few days ago, he has observed the lack of sales management and sales execution skills as one of the most consistent deficiencies limiting the potential of early stage SaaS companies. Sales execution deficiency manifests itself at roughly the same time as product market fit.

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Sales Hiring Sales Recruiting Startup Compensation 184

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 264

Sales Hiring Sales Recruiting Scale Sales 264

SaaStr

APRIL 30, 2022

It wasn’t the case 20 or even 10 years ago, where the business models of the internet were more focused on eCommerce, marketplaces, or even advertising. The last kind of constituent here is investors and business owners. And basically SaaS revenue models is just magical for investors and for businesses. Why is that?

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SaaS Payments Metrics Payment Methods Scale 246

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 277

Scale Sales Hiring Sales Recruiting Scaling 277

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. Higher than he imagined in terms of the founder quality bar and, the stage of the business, and growth and efficiency metrics. On the sales side, people hired way too much.

Sales Hiring 306

Sales Hiring Sales Recruiting Scale Headcount 306

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.

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Part-Time VPE Sales Hiring Scale Sales Recruiting 348

SaaStr

DECEMBER 11, 2020

There are so many good ones, but these should keep you busy watching for the next few days! #1: On how to recruit in the early days, when not everyone gets it. How to recruit in a less hot space. On how and when to be respectful to potential partners, like Salesforce. Therese shares: How to know how long a VP can scale.

Scale 232

Scale Sales Recruiting Scaling SMB 232

Tom Tunguz

NOVEMBER 24, 2018

You might have a few account executives and a sales leader in place; maybe some revenue and a handful of customers. The sales team costs real money, and the question before the company is: how do you know what quota plan to assign to the account executives? Some businesses employ all four, others just use one or two.

Compensation 195

Compensation Sales Recruiting Sales Hiring Scale 195

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. Basics: The Building Blocks of the Finance Team To understand how finance teams impact an organization, it’s helpful to break down various functions and how they support the business. 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. And we were like less than 10 million ARR and business was doing very well.

Sales Recruiting 264

Sales Recruiting Sales Hiring Scale VP of Engineering 264

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. Anyone who thinks marketing can’t add value to and accelerate the growth of your business is just plain naive.

Product Marketing 223

Product Marketing Strategy Marketing Sales Recruiting 223

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

SaaStr

FEBRUARY 27, 2023

They credit this growth to their global team, a switch to an enterprise business model switch, and flexible work operations. This was Storyblok’s strategy when it started expanding its team. Their first step to achieving this was hiring a sales leader to build a sales team.

Scale 245

Scale Sales Hiring Sales Recruiting Scaling 245

Intercom, Inc.

FEBRUARY 6, 2020

It might be the same core product, but it’s a completely different strategy. Seeing a real demand for business courses in their consumer marketplace, the team identified an opening in the market to disrupt corporate training and hypothesized that employers would be more than willing to pay.

Marketplace as a Service 243

Marketplace as a Service Scale Sales Recruiting Business 243

Sales Hacker

NOVEMBER 8, 2024

GTM 120: Avoid the AI Sales Skills Atrophy Trap with Peter Kazanjy Pete Kazanjy is a serial founder, and seasoned early stage Saas executive, advisor, and investor. He currently leads Atrium, makers of sales performance management software to help organizations measure and improve sales performance.

Scale 113

Scale Sales Recruiting Sales Hiring AI Search 113

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

Sales Hacker

FEBRUARY 16, 2024

Sales leaders like Florin Tatulea (Director of Sales at Barley) feel the impact from the past few years alone: “Pure cold outbound is 3x harder than it was in 2021.” Sales team members should capable of understanding at least a few key signals and knowing which subsequent actions based on those signals will have the greatest impact.

Sales Recruiting 125

Sales Recruiting Strategy Systems Review Sales 125

Tom Tunguz

SEPTEMBER 3, 2017

Every startup’s sales commission plan is different. But it’s key to understand the theory and the benchmark data that governs the creation of sales commission plans to create a good one for your business. Sales compensation is communicated in OTE, On Target Earnings. The flat strategy is the most basic.

Sales Recruiting 160

Sales Recruiting Sales Hiring Data Sales 160

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.

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Interviewing Sales Hiring Sales Recruiting Consulting 278

Sales Hacker

JUNE 10, 2021

There’s one thing recruiters are unanimous about. It’s that sales representatives are one of the toughest positions to hire for. The demand for sales reps is one of the highest of any job. Our recruitment team at EASI has gotten really good at this. Sales courses are largely absent from college curricula.

Sales Hiring 128

Sales Hiring Sales Recruiting Sales Interviewing 128

SaaStr

JULY 12, 2024

Back then, remote first was a recruiting advantage. How do you drive business around that? They want the overall pie to be as big as possible, and their entire business model is predicated on capturing a small piece of what is hopefully an extremely large pie. All they sold was the visualization layer with no sales team.

Scale 297

Scale Scaling Sales Hiring Sales Recruiting 297