SaaStr

MARCH 29, 2025

5 Non-Obvious Learnings from 3 Elite Revenue Leaders: The “Rainmaker Myth” is Dead – The best CROs aren’t magical deal closers; they’re systematic business leaders who think like CEOs and prioritize team development over personal quota attainment.

Underperforming Technical Team 144

Underperforming Technical Team Scale Revenue Leadership 144

ChurnZero

MARCH 28, 2025

From my experience of leading both functions, I can offer CROs five valuable tips on how to set their CS team up for success. 1: Misaligning your customer success team is a trap. Things can break down not from bad intentions, but from misaligned expectations. 3: Keep your CS team aligned to customer value, not just revenue.

Customer Success 52

Customer Success Scale Underperforming Technical Team Systems Review 52

User Pilot

APRIL 24, 2025

Want to advance your career in product management or find top talent for your team? Stripe They’re looking for a senior Product Manager to lead a pillar within our LPM Cost Optimization team. A collaborator experienced in working with cross-functional teams, including engineering, design, and external partners.

Payment Methods 52

Payment Methods Payment Solutions Retention Churn 52

Sales Hacker

JUNE 3, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Rick Kelley is the former VP of Metas Global Business Group, where he led a $10B+ revenue organization and played a pivotal role in building out Metas go-to-market teams across North America and EMEA. So, in 2002, I went to go and work at Yahoo.

Sales Hiring 89

Sales Hiring Scale Sales Recruiting Sales 89

Sales Hacker

MARCH 30, 2023

If you’re new to sales (or don’t have an economics degree), decoding the sales compensation plan on offer can make your head spin. I have over a decade of sales compensation and strategy experience, including my new course, The Practical Guide to Sales Compensation. What’s the pay mix in this compensation plan?

Compensation 99

Compensation Underperforming Technical Team Sales Recruiting Sales Hiring 99

Sales Hacker

MAY 9, 2019

A great sales compensation plan needs to accomplish quite a lot. It needs to provide fair compensation to employees in customer-facing roles. The Process for Creating a Sales Compensation Plan. Plan Compensation for Onboarding and Training. Example Compensation Plans. Establish Role Levels. Keep it Simple.

Compensation 110

Compensation Sales Hiring Development Team Review Sales Recruiting 110

SaaStr

JANUARY 21, 2020

Justin used Sales Culture to grow a successful PatientPop team to 140 employees and 55 million in revenue. When I was hired, I came in with one salesperson and zero dollars in recurring revenue and over the next four years grew the sales team to over 140 employees and 55 million in recurring revenue. Want to see more content like this?

Sales Recruiting 332

Sales Recruiting Sales Hiring Scale Sales 332

Sales Hacker

AUGUST 7, 2024

He previously built the pre and post sales solutions team at mParticle from zero to supporting hundreds of enterprise customers. Is there a lot of internal or customer work that needs to be done or managed by your team? While mParticle has a killer, commercially focused CS team, inertia affected the team as well early on.

Underperforming Technical Team 121

Underperforming Technical Team Technical Review Sales Hiring Scale 121

SaaStr

MARCH 24, 2020

Sam Blond, CSO at Brex explains why recruiting, networking and employee happiness is the key to this playbook on recruiting your sales team. I’m doing The Playbook To Recruiting Your Sales Team. Once again, amazing job to the SaaStr team. I’m really honored to share this stage with some really bad ass speakers.

Sales Recruiting 191

Sales Recruiting Sales Hiring Scale Underperforming Technical Team 191

SaaStr

JULY 5, 2023

The Team Matters More Than The Operating Model Snow’s greatest piece of advice is to choose your team wisely. He believes the team is more important than the operating model because you can have the best models in the world. But if you don’t have the underlying team and structure, it won’t work. They didn’t.

Strategy 246

Strategy Marketing Underperforming Technical Team Sales Hiring 246

SaaStr

JULY 1, 2021

The second is pulling more around values, and how we approached team building. Even as a three person team, we went through an exercise to figure out what do we stand for, as a team? Sam : This is not my insight, but someone else says… I really do believe it, that the team you build is the company you build.

VP of Engineering 293

VP of Engineering Sales Hiring Sales Recruiting Underperforming Technical Team 293

Sales Hacker

DECEMBER 19, 2022

As the president of Sales Xceleration, a firm specializing in assessing and implementing sales strategy , sales processes, and sales execution to drive growth, I’ve seen how job hopping can affect otherwise stable sales teams. But also the cost it has on their careers — and your sales team. This trend especially impacts sales teams.

Sales Hiring 104

Sales Hiring Underperforming Technical Team Sales Recruiting Compensation 104

Incredo

OCTOBER 17, 2019

or “how long should I spend on developing my software ?”. To answer your questions correctly, we need to ask for clarification and more details about your software, its complexity and company goals. If you search on Google, Youtube or Quora, answers will tell you that 7%, 9%, 10% or more is the common approach. See below!

SaaS Payments 150

SaaS Payments Compensation Payment Services Sales Recruiting 150

Incredo

OCTOBER 17, 2019

or “how long should I spend on developing my software ?”. To answer your questions correctly, we need to ask for clarification and more details about your software, its complexity and company goals. If you search on Google, Youtube or Quora, answers will tell you that 7%, 9%, 10% or more is the common approach. See below!

SaaS Payments 144

SaaS Payments Compensation Payment Services Sales Recruiting 144

SaaStr

JULY 25, 2021

You can have the great product and a great team, but the market of small or very niche. The second one is the team, obviously depending on how earlier the team has a huge factor because you may be so early in your journey that there’s nothing else to point to, but the track record of the team. Jyoti Bansal: Yeah.

Sales Recruiting 261

Sales Recruiting Sales Hiring Scale VP of Engineering 261

Intercom, Inc.

MARCH 15, 2018

Will Larson has managed infrastructure teams for some of the biggest names in software. Partnering with the Infrastructure, Data and Developer Productivity teams, his group builds the tools that support every Stripe engineer and keep Stripe reliable and performant. Today he’s leading Foundation Engineering at Stripe.

Engineering 214

Engineering Management DevOps as a Service Merchant Services 214

Incredo

NOVEMBER 21, 2019

4) Which compensation structures do SaaS companies usually follow? And end up wasting their time and resources with affiliates that underperform. I see many SaaS companies jump headlong into creating an affiliate program thinking it will bring in a large number of customers without much effort. But is your website ready?

SaaS Payments 139

SaaS Payments Payment Methods Merchant Services Sales Recruiting 139

Tom Tunguz

MAY 4, 2016

By leveraging another company’s sales team, your startup’s cost to book a marginal revenue dollar decline, as revenue scales and net margin increases. Third, channels diversify customer acquisition for a SaaS company insulating the bookings number from the episodic underperformance typical of a single channel go-to-market.

Underperforming Technical Team 100

Underperforming Technical Team Sales Hiring Compensation Scale 100

OnStartups

MAY 18, 2021

All the points below have been pulled from startup sales teams that I think work pretty well (including the team at CRM software company, HubSpot). Building Startup Sales Teams. They’re not bad people, they’re just different from you, especially if you're an introverted geek like me. Don’t hire sales people too early.

Sales Hiring 110

Sales Hiring Scale Underperforming Technical Team Startup 110

Sales Hacker

AUGUST 26, 2021

That’s how my friend Stacey describes the way sales compensation plans have changed over the last 15 years of her SaaS career. Why do sales compensation plans have to be so complex? Sales compensation was set up to ensure that reps are suitably rewarded for their performance. Ramp policy. What is their policy on draws?

Software Review 119

Software Review Compensation Payment Features Underperforming Technical Team 119

Intercom, Inc.

OCTOBER 26, 2018

Many organizations create customer success teams but there’s no clear definition as to how these teams develop long-term value for both the customer and the business. Some sales teams consider a customer success manager as the post-sale counterpart of an account executive. The role of customer success teams.

Sales Hiring 123

Sales Hiring Customer Success Scale Underperforming Technical Team 123

OpenView Labs

MARCH 8, 2021

What Interviewing 600+ Sales Reps Taught Me About Team Building. What’s your biggest weakness? Continuously hiring, managing, and retaining the right team can be incredibly difficult and time consuming—if you don’t have the right tools and processes in place to make it scalable, that is. Compensation. Show Me the Money!

Sales Hiring 98

Sales Hiring Scale Sales Recruiting B2B 98

Kellblog

JUNE 27, 2022

Expanding internationally means managing differences not only in language and time zone – but in culture, business norms, law, taxation, labor, employment, compensation, and competition. So is developing a geographic strategy. International expansion is hard. It’s no small undertaking and it’s not for the faint of heart. It’s worse.

Startup 138

Startup Sales Hiring Underperforming Technical Team Compensation 138

Sales Hacker

NOVEMBER 5, 2018

No wonder you never want to eat out again… The Sales Development outsourcing industry is broken for that exact reason. Your cost of trying to build Sales Development in house is therefore $90,000 at a minimum. Rats in the kitchen doesn’t always mean the food is bad, but I wouldn’t risk it.

Outsourcing Services 93

Outsourcing Services Outsourced Development Sales Outsourcing Underperforming Technical Team 93

SaaStr

OCTOBER 26, 2023

If one resume says software engineer and the other says developer, AI can converge these skills so people don’t slip through the cracks because they typed a title incorrectly. Leveraging Your Team When You’re Away As a CEO of a company with $200M in revenue, you have to leverage your team.

Sales Hiring 281

Sales Hiring AI SMB Scale 281

User Pilot

JANUARY 14, 2024

TL;DR A product manager leads the product management team and is responsible for overseeing all stages of the product development process. They earn more than developers, astronauts, and even attorneys, but less than surgeons. The Director of Product is accountable for multiple product lines and manages product management teams.

VP of Engineering 105

VP of Engineering Management Underperforming Technical Team Compensation 105

Sales Hacker

SEPTEMBER 10, 2018

Still, they don’t always nail down the details when it comes to the things that might entice a prospective salesperson — like a well-rounded sales compensation plan , for example. Think about the compensation structure of various sales roles. So why do sales leaders overlook something as important as a sales incentives program?

Sales Hiring 103

Sales Hiring Compensation Sales Payments 103

Kellblog

NOVEMBER 2, 2023

As we struggle to hit top-down targets through rounds of cost-cutting, we cut here and squeeze there so much that we can develop a certain myopia. Because it’s so hard to build a budget that hits the new targets in the first place, the last thing the executive team wants to do is sanity check that budget and find more problems.

VP of Engineering 131

VP of Engineering Travel Underperforming Technical Team Headcount 131

Chart Mogul

MAY 30, 2019

Ingmar, our VP of Customer Success, and our support team cracked the code on first response time and measuring NPS. As we grow, we’re able to spend more time developing the proactive tiers of the pyramid without de-prioritizing a strong foundation of fast, helpful ticket replies and features that delight.

Underperforming Technical Team 78

Underperforming Technical Team Development Strategy Management 78

Neil Patel

OCTOBER 27, 2020

Everything from a site builder, perhaps using a website template to web design and using social media to develop your new business website. This is just as bad as not having a website in the first place. If your business website does go down, these guarantees typically mean that you can be compensated with hosting credits.

Underperforming Technical Team 145

Underperforming Technical Team Social Media Marketplace as a Service Software Review 145

Sales Hacker

MARCH 12, 2020

If you’re in a position to fill a sales role, you’re likely already feeling the pressure, because your revenue targets are built on the assumption that your team is fully staffed. Is compensation too low? These factors can quickly derail a sales team. Compensate all sales positions in the same way.

Sales Hiring 96

Sales Hiring Sales Recruiting Compensation Underperforming Technical Team 96

Sales Hacker

MARCH 28, 2019

To begin, perform an audit of your own sales team, and answer these questions: How are women compensated in comparison with men of their same role level? By the way, even if you don’t find there are gender differences on these three criteria (good job), this exercise can help you improve how you manage your team in myriad other ways.

Sales Hiring 100

Sales Hiring Underperforming Technical Team Sales Management 100

Sales Hacker

OCTOBER 9, 2019

Even with a poor track record for success, many organizations continue to fill the role of sales manager by promoting someone from within their own sales team. Worse still — and this is the biggest problem — the newly promoted sales manager may not have had any practical training on how to manage a sales team. Absolutely!

Sales Hiring 90

Sales Hiring Leadership Sales Management 90

Kellblog

MARCH 11, 2020

Some SaaS startups develop a form of zero-sum delusion early in their evolution, characterized by following set of beliefs. If the StartFast doesn’t work, it’s not a big deal because the Customer Success team’s mission is to offer free clean-up after failed implementations. They know how to do this.

Underperforming Technical Team 103

Underperforming Technical Team Sales Hiring Consulting Forecasting 103

User Pilot

MARCH 31, 2022

The ‘developer’ way: Javascript, HTML, CSS. This is the most complex option – but if you’ve got strong development skills (or have a developer you can call on), using Javascript will give you the most autonomy to design, create, and customize tooltips as part of your product tours.

Onboarding 98

Onboarding Underperforming Technical Team SaaS Compensation 98

ChurnZero

MARCH 15, 2019

Churn Monster #10: Bad Fit Customer . We’re talking about a bad fit customer. A bad fit customer is a customer who is unable to receive value from your product or service due to a mismatch of currents needs and offerings. You are worried you have acquired a bad fit customer. What do you do?

Underperforming Technical Team 45

Underperforming Technical Team Churn Software Review Compensation 45

Neil Patel

OCTOBER 24, 2020

Unfortunately, your in-house team doesn’t have the required expertise to push through change. Our team at Neil Patel Digital has compiled the ultimate guide below to help you understand the nuances of working with a consultant for the best results. Spot knowledge gaps and weak points in strategy, and ask for alternatives.

Consulting 145

Consulting Sales Hiring Technical Review Sales Recruiting 145