SaaStr

DECEMBER 10, 2020

I hear again and again from SaaS founders growing to $5m, $10m ARR or even more that they don’t need a certain VP — with the exception of a VP of Sales. Basically, in SaaS, everyone “gets” that they need a VP of Sales. in ARR, get to Initial Traction , we then realize we have to scale. But trust me.

Sales Hiring 363

Sales Hiring CTO Hire Sales Recruiting Scale 363

SaaStr

OCTOBER 9, 2020

A VP of Sales and Success A VP of Sales and Marketing A VP of Sales and Anything Else. Is usually not really a VP of Sales. Sales managers back when I never managed sales. Anyhow the one thing I learned, beyond getting help screening and hiring for these positions from domain experts, is to look for Flags.

Sales Hiring 259

Sales Hiring Part-Time VPE CTO Hire Sales Recruiting 259

SaaStr

JUNE 12, 2022

Check out this week’s top blog posts, podcasts, and videos: Top Blog Posts This Week: What All First-Time CEOs Should Know About Fundraising. Why It Matters Who Your “Lead” Investor Is. SaaStr 560: Enterprise Communities: The What, Who, Why, When & How with Venafi Head of Community, Holly Firestone.

Scale 237

Scale Sales Hiring CTO Hire CTO 237

SaaStr

NOVEMBER 16, 2021

You’ll need to hire aggressively to get to the next level and continue that rapid growth. But what roles should you hire for, and what will your org chart look like at each stage? In 2008, he founded Yammer, an enterprise software company that David grew to 500 employees and $60 million in sales. Head of Sales.

CTO Hire 291

CTO Hire Sales Hiring Sales Recruiting CTO 291

SaaStr

DECEMBER 20, 2023

So in Enterprise, they have around 2,000 companies spending $100k or more per year and dozens of companies spending over a million per year. The biggest opportunities are in the Enterprise segment with higher lifetime value, and lots of room for expansion. Just how are they doing that since these two motions are in complete opposition?

New CTO 316

New CTO Scale Sales Hiring CTO Hire 316

SaaStr

JULY 3, 2022

The Ultimate Guide for Hiring a Great VP of Sales. Dear SaaStr: How Many Sales Reps Do I Need? Top Podcasts This Week: SaaStr 568: Mind the Gap: Balancing Growth and Efficiency in Tougher Times with Point Nine Managing Partner Christoph Janz. 10 Common Misconceptions About Getting Funded.

CTO Hire 262

CTO Hire Sales Hiring CTO Scale 262

SaaStr

JULY 13, 2023

Startups come in all shapes and sizes on various stages of a timeline, yet it’s not surprising how many have the same questions and concerns about how to scale from x to y to z, the right time to hire and fire, and how to keep a team motivated during hard times. Q: Where Should SDRs Report — Marketing or Sales?

CTO Hire 242

CTO Hire Sales Recruiting Sales Hiring Scale 242

SaaStr

JULY 14, 2022

We do that with a combination of industry-leading content and community connections. This led to our first meet-ups in 2013 and 2014, the first SaaStr Annual in 2015 , the industry’s leading podcast in 2016, the first SaaS founder coworking space in 2017, and SaaStr Pro , the first learning management system for SaaS founders in 2018.

Scale 313

Scale Sales Recruiting CTO Hire New CTO 313

SaaStr

AUGUST 25, 2023

On top of that, founders are full of excuses preventing them from scaling. 2 “Give the VP of Sales more time.” You can’t always expect a great VP of Sales to double sales in 30-60-90 days. But you have to see progress in one sales cycle. The best VPs of Sales hit the ground running.

Part-Time VPE 242

Part-Time VPE Scale Sales Hiring CTO Hire 242

SaaStr

JULY 10, 2021

Which role should you hire for first? For starters, your first hire should be someone who can complement your skills, someone who is strong in areas where you’re weak, but it goes much deeper than that. I am guessing it’s probably the hardest problem to solve, hiring a job, let alone at this level. And for good reason.

Sales Hiring 265

Sales Hiring Underperforming Technical Team Development Team Review CTO Hire 265

Sales Hacker

SEPTEMBER 29, 2020

Today on the show, we’ve got Vishal Sunak, CEO and co-founder of LinkSquares, a company that applies AI to your contract. Subscribe to the Sales Hacker Podcast. Keys to success when scaling a company [10:56]. Keep the promise of sales enablement and keep your team doing what they do best, which is winning.

Scale 120

Scale CTO Hire CTO Coach Scaling 120

SaaStr

JUNE 1, 2021

Co-founder and CTO Dharmesh Shah shared with us how they got there — and the top mistakes they made — just 3 quarters after their IPO. There are rules in starting an enterprise software company. This is the revenue growth for HubSpot leading up to the IPO. A SaaStr Classic!! million in 2013 to $115.9

Part-Time VPE 297

Part-Time VPE Technical Cofounder CTO Hire New CTO 297

SaaStr

SEPTEMBER 26, 2019

Building a sales team that can go from $0-$50M (Video + Transcript). Gaetan Gachet | SVP of Sales @Algolia. It’s an honor to be here with this mythical creature, this sales leader that goes from zero to 50 million in the same job. He has a whole French sales team and office that only speaks English in Paris.

Scale 150

Scale Sales Hiring Sales Recruiting Technical Advisors 150

SaaStr

OCTOBER 24, 2022

WorkOS CEO Michael Grinich, Developer Success Manager Betsy Calender, and VP of Developer Experience Zeno Rocha share how to price your product for developers, how to market it to developers, how to how to support them as they scale and use the products. Bottom-up sales. The contract size grows. Doing Business with Developers.

Outsourced Development 215

Outsourced Development Underperforming Technical Team Development Part-Time VPE 215

SaaStr

JANUARY 14, 2020

In this presentation, Pluralsight co-founder and CEO Aaron Skonnard will discuss how Pluralsight successfully transformed its business to serve both individual and enterprise customers independently and will share his lessons for SaaS companies looking to tap into individual customers to sell into enterprises and vice versa.

B2B 173

B2B B2C Scale New CTO 173

SaaStr

SEPTEMBER 18, 2020

Immediately told them to hire 50 reps in a different city, in a different city, and they did. The CEO was deferential because that was 10 times what he’d ever raised before, and did all of it. Jason Lemkin: 50 reps in a new city that you’ve never met, and hired in 60 days when you’re in the low millions ARR.

Sales Hiring 246

Sales Hiring CTO Hire Scale Investment 246

SaaStr

APRIL 4, 2019

You’ll also learn how leading SaaS companies are able to scale and thrive in this complex, dynamic environment. It’s changing the landscape for large enterprise that you are very familiar with. And the same customer challenges that we were being presented, which was: How do you scale? Join us for SaaStr Annual 2020.

Cloud 173

Cloud Scale Trends Machine Learning 173

Sales Hacker

OCTOBER 8, 2018

This week on the Sales Hacker podcast, we speak with Chris Degnan , Chief Revenue Officer of Snowflake Computing, one of the fastest growing SaaS platforms in the world. Chris is a 20 year Silicon Valley veteran having launched the first part of his career at EMC before finding his way to Snowflake in 2013. What You’ll Learn.

Scale 83

Scale Sales Hiring Sales Recruiting CTO Hire 83

Intercom, Inc.

JANUARY 5, 2022

And as nice as verbal assurances and a handshake are, as you grow and try to sign with more established, enterprise-level companies, you’ll find yourself more and more having to provide proofs of compliance before closing the deal: The shift to the cloud, more and more data breaches – it really put a magnifying glass on third-party risk.

Scale 211

Scale Software Review compliance Technical Review 211

OpenView Labs

JULY 2, 2020

From Freemium to Product Qualified Leads and Product Led Growth. Tips on Enterprise Pricing. Pricing in a Time of Uncertainty. The State of SaaS Sales in a COVID-19 World. Intercom’s Des Traynor offers a framework for viewing pricing and customer targeting to segment sales processes more efficiently.

Pricing 135

Pricing SaaS Payments Payments SaaS 135

SaaStr

APRIL 9, 2019

The thing about growing fast, you always think about how to get more customers, more prospects. And also, we always prioritize the features requested by our existing customers over the new prospects. But also, as a sole founder, you also can make a decision in a very timely manner. If you do that, you’re in user focus.

Sales Hiring 146

Sales Hiring Scale CTO Hire Marketing 146

Intercom, Inc.

OCTOBER 31, 2019

When a company is moving from the startup to the scale-up phase, there is the potential for productivity practices to be lost along the wayside. Dee: And you’ve worked in the industry for more than 22 years, so you have an incredible insight into the expansion of cloud networks, enterprise and data center technologies.

Artificial Intelligence 169

Artificial Intelligence Scale CTO Hire Technology 169

Intercom, Inc.

JULY 21, 2022

What started as a series of interviews by co-founder Des Traynor soon bloomed into hundreds of episodes where we explore how businesses are driving growth through customer relationships and how to build successful products at scale. And so we hired somebody who had a lot of experience and could recommend ways to build the team.

Outsourcing Services 215

Outsourcing Services Sales Hiring CTO Hire Acquisition 215

Sales Hacker

OCTOBER 13, 2020

If you missed episode 130, check it out here: Turning Junior-level Talent into Top Sales Professionals with Eddie Baez. Subscribe to the Sales Hacker Podcast. Sales enablement is easy. Oh, and do all of this with less time. More sales meetings, more money. More sales meetings, more money. We’re on iTunes.

Marketplace as a Service 113

Marketplace as a Service CTO Hire Sales Recruiting Scale 113

Intercom, Inc.

FEBRUARY 22, 2022

As we scale, we’re working with larger mid-market and enterprise customers with more complex needs and specifications. Hiring and cultivating incredible talent on our Information Security team. The overlap and synergies between these teams means we can use automation to efficiently solve problems at scale while remaining lean.

Data 118

Data CTO Hire Technical Review Scale 118

Neil Patel

JULY 7, 2021

Experience is kind of the holy grail when it comes to customer interaction, from marketing and sales to customer service and brand loyalty. It’s often an open-source platform that allows API integrations from various departments, such as sales, to deliver super personal experiences to users. Building Digital Experience Platforms Book.

AI Search 124

AI Search CTO Hire Scale Artificial Intelligence 124

Sales Hacker

MARCH 25, 2019

This week on the Sales Hacker podcast, we interview Simmone Taitt , CEO of HeartSpace Consulting , and a longtime sales leader and consultant in the New York community. How intuition and heart can be built into a sales organization. How to build diversity into your hiring practices. Subscribe to the Sales Hacker Podcast.

Sales Hiring 94

Sales Hiring Revenue CTO Coach CTO Hire 94

Sales Hacker

JANUARY 21, 2020

This week on the Sales Hacker podcast, we speak with Angus Davis , VC and Partner at Foundation Capital. Subscribe to the Sales Hacker Podcast. SMB Sales & SDRs at (Smaller) Scale [18:20]. Sam Jacobs: Welcome to the Sales Hacker Podcast. We were part of the office of the CTO. We’re on iTunes.

Payment Methods 63

Payment Methods Scale CTO Coach SMB 63

Mucker Capital

APRIL 6, 2023

If you're primarily targeting very large enterprise companies, it's very hard usually to use PLG as the only way to sell to those companies. Obviously if you target enterprise customers, you usually have a very large ACV (Annual Contract Value) and the product usually is complex. That is a natural hurdle for PLG motion.

Startup 52

Startup Scale CTO Hire Outsourced Development 52

Sales Hacker

SEPTEMBER 8, 2020

If you missed episode 125, check it out here: The Power of Authenticity and Emotional Intelligence in Sales with Mykal White. Subscribe to the Sales Hacker Podcast. Why outbound prospecting is difficult [11:45]. Sales enablement is easy. More sales meetings. More sales meetings. We’re on iTunes. The result?

Scale 93

Scale Artificial Intelligence Sales Recruiting Consulting 93

ChurnZero

DECEMBER 9, 2022

More and more people are hiring leaders, not for past experience, but for capability and capacity. We hire a third-party firm. Q: Based on your acquisition experience, are for-sale businesses focusing on the customer and NPS? Q: FranConnect has customers of all sizes, from emerging and growing to scaling and enterprise.

CTO Coach 52

CTO Coach Customer Success VP of Engineering CTO Hire 52

SaaStr

MARCH 3, 2020

Brendon introduces his playbook to hiring the first VP of Sales from his experiences as VP of Sales at LinkedIn, EchoSign, Talkdesk and more. Learn the dos and don’ts to make the correct hire the first time and not rush into hiring the wrong VP of Sales, which can cost the company months or even years.

Sales Hiring 233

Sales Hiring Sales Recruiting CTO Hire Scale 233

SaaStr

MARCH 12, 2019

As for Erica, under her CRO role, she leads all go-to-market functions including Marketing, Sales, Operations, Customer Success, Services, and Support. Why does Erica believe that enterprise is a “company sport?” Why does each department need to re-platform when making the move to enterprise? Where do many go wrong?

Scale 214

Scale Enterprise Scaling Sales Hiring 214

Tom Tunguz

NOVEMBER 18, 2021

Founded by Sanjit Biswas, former CEO at Meraki and John Bicket former CTO at Meraki[link] Samsara builds software to manage physical operations: truck fleets, mining, food & beverage, oil & gas. Sales Efficiency. -. Enterprise Customers. But these contracts produce compelling economics. Revenue, $M. Gross Margin.

CTO Hire 362

CTO Hire CTO Coach Benchmarks Scale 362

SaaStr

MAY 3, 2021

In the past, we’ve touched on several different ideas to help you scale, to do Even Better: Imagine capital doesn’t matter. And importantly, you need to spend more time with your existing customers (vs. the prospects). You still need to spend 15-20% of your time in sales. And see where that takes you.

Part-Time VPE 291

Part-Time VPE Sales Hiring Sales Recruiting Outsourcing Services 291

SaaStr

AUGUST 15, 2020

This episode is an excerpt from a session at SaaStr Summit: Enterprise. 363: Small, Medium, or Enterprise, SaaStr CEO Jason Lemkin sits down with Shopify Plus GM, Loren Padelford, to discuss how to keep your customers happy at all stages. This episode is an excerpt from Jason and Loren’s session at SaaStr Summit: Enterprise.

Payment Methods 274

Payment Methods Merchant Services Scale Payments 274

SaaStr

DECEMBER 3, 2020

403: Sam Taylor is the VP of Sales and Success @ Loom, the startup that helps you get your message across by making it easy to record instantly shareable videos. As for Sam, prior to Loom, Sam spent over 4 years at Salesforce following their acquisition of Quip, a startup Salesforce acquired for $750M where Sam was also the 1st sales leader.

Scale 253

Scale Sales Hiring Sales Recruiting Sales 253