SaaStr

MARCH 24, 2020

Nothing matters but recruiting and using your personal network. Sam Blond, CSO at Brex explains why recruiting, networking and employee happiness is the key to this playbook on recruiting your sales team. Sam Blond | Chief Sales Officer @ Brex. I’m doing The Playbook To Recruiting Your Sales Team.

Sales Recruiting 187

Sales Recruiting Sales Hiring Scale Underperforming Technical Team 187

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

JANUARY 5, 2024

In the latest episode of CRO Confidential, host Sam Blond, partner at Founders Fund and former CRO at Brex, sits down with Ashley Kelly, VP of Global Sales Development at Rippling. For context – Ashley had previously helped Sam scale Brex’s outbound sales from $2M to over $300M in ARR as Senior Director of SDR.

Sales Hiring 311

Sales Hiring Sales Recruiting Scale Outbound Sales Team 311

SaaStr

SEPTEMBER 8, 2024

Ryan’s previous company, ImportGenius , was the largest provider of business intelligence to the import-export industry, which gave them access to an extremely valuable list of customers, trade data, and understanding of the international trade market. Very early on it’s weighted towards product vision and sales.

Sales Recruiting 322

Sales Recruiting Scale Venture Capital Sales Hiring 322

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. Post-sale, AI analyzes customer data to improve service and loyalty, making it a cornerstone of modern sales methodologies.

Generative AI 443

Generative AI CTO Hire AI Sales Recruiting 443

SaaStr

MARCH 18, 2025

As Colin describes it, “I went to the CEO and asked to generate more revenue and hire more people, which is counter-intuitive to the standard approach where revenue leaders may sandbag to over deliver and crush numbers.”

Scale 178

Scale Sales Hiring Scaling Headcount 178

Tom Tunguz

APRIL 5, 2020

On the brighter side, it is a resource for startups looking to hire as they grow. Over the weekend, I analyzed Roger’s data to answer this question. However, there doesn’t yet seem to be a daily or weekly increase in the data. Aside from recruiting, these are all consumer discretionary spend categories.

Sales Recruiting 357

Sales Recruiting Startup Headcount Sales Hiring 357

SaaStr

FEBRUARY 25, 2025

Finding and recruiting top talent is consistently ranked as one of the biggest challenges for growing SaaS companies. SaaStr Annual attracts thousands of high-quality SaaS professionals across functions like engineering, product, marketing, sales, and customer success. Meet and Find Your Next VP / CXO!

Sales Recruiting 180

Sales Recruiting Scale CTO Hire Sales Hiring 180

SaaStr

JULY 20, 2024

Dedicated Slack Channel For Every Metric From the early days at Secureframe, they have had a dedicated Slack channel for every metric: every net new sale, every expansion, every churn, and every expense. Work with Great Executive Recruiters ”The first time I saw an invoice for an executive search, I think I had a heart attack,” Shrav joked.

Sales Recruiting 299

Sales Recruiting Sales Hiring Scale Engineering 299

SaaStr

SEPTEMBER 28, 2024

Kyle Norton CRO of Owner is kicking off a new podcast for Pavillion with revenue leaders, and we were lucky enough to be guest #001 here: It’s a great convo on many SaaStr themes — but from the perspective of a VP Sales / CRO. Never play the blame game As a revenue leader, it’s crucial we take accountability for sales performance.

Technical Review 298

Technical Review Sales Hiring Sales Recruiting Revenue 298

SaaStr

MARCH 7, 2021

I thought it would be worth drilling down deeper into each of them, and sharing the learnings and mistakes: 1/ Spending less time fixing things, more time recruiting senior folks to own them. No one spends enough time recruiting as it is, after $1m ARR or so. Yes, you can manage the sales team yourself. You can do this.

Part-Time VPE 293

Part-Time VPE Sales Recruiting Sales Hiring Scale 293

Sales Hacker

MAY 18, 2021

On today’s episode of Sales Hacker podcast, we have Mike Levy of TitahHouse, a transparent and effective platform, loaded with in-depth career and job intelligence, exclusively designed to connect tech-focused sales professionals with their next great position. Subscribe to the Sales Hacker Podcast. Special Announcement.

Sales Recruiting 103

Sales Recruiting Sales Hiring Data Sales 103

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. You don’t have enough data. As importantly, he was truly a good guy.

Scale 284

Scale Sales Recruiting Sales Hiring Sales 284

The Angel VC

JANUARY 4, 2015

At the beginning of December we had the idea that it would be cool to put together a "recruiting advent calendar" with job openings from within the Point Nine Family. Contentful needs a Technical Product Manager Referral bonus: A weekend trip to Berlin! Positionly is looking for an Account Executive Referral bonus: A trip to Warsaw!

Sales Hiring 133

Sales Hiring Part-Time VPE Sales Recruiting Engineering 133

Sales Hacker

APRIL 30, 2020

What’s your approach when hiring sales reps? Companies often hire sales reps who have knowledge of, or even a passion for, the brand’s product or industry — which is great because it gives you a team of “walking brochures” who can spout off all the benefits of your product. The best training for new sales hires.

Sales Hiring 117

Sales Hiring Sales Recruiting Sales Underperforming Technical Team 117

SaaStr

OCTOBER 3, 2022

Imagine a coverage model, from end to end, for the full customer life cycle: from demand generation to sales to post-sales. Sales Cycle. This includes everything from inside sales to account executives to strategic asset allocation. Post Sales. Hire those who have proven their value. Land the account.

Scale 273

Scale Sales Hiring Sales Recruiting Scaling 273

SaaStr

JUNE 27, 2024

As it grows, it changes significantly, especially as you move from hiring people who can do everything to hiring more specialized roles. What is the CEO’s role in hiring during different stages? What is the CEO’s role in hiring during different stages? So that support person, Mafalda, started doing sales, too.

Scale 261

Scale Sales Hiring Scaling Sales Recruiting 261

SaaStr

DECEMBER 28, 2019

Pick a few that work for you: Get That Key VP Hire Done in Q1. Enough with the excuses for not having hired your real VP of Sales, or that VP of Engineering, or whatever. Hire a real recruiter. Drop other stuff to get this hire done. Hire more sales reps in the areas where they are profitable.

Part-Time VPE 325

Part-Time VPE Sales Hiring Scale Sales Recruiting 325

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. Sign up for free.

Sales Hiring 200

Sales Hiring SMB Sales Recruiting Payment Methods 200

Tom Tunguz

DECEMBER 2, 2015

Specifically, she champions a metrics-based approach for developing world class recruiting teams. Because of her position, Maia has observed recruiting patterns in hundreds of companies, and has developed best practices for startups. Maia reports these five strategic recruiting metrics to the executive team each quarter.

Sales Recruiting 113

Sales Recruiting Startup Sales Hiring Data Analysis 113

SaaStr

JULY 10, 2022

Sales growth slowly declines as she struggles to bring in enough reps. Take say 100 leads a month spread across 2 great reps, then bring in a new VP of Sales that hires 4 weak reps. You’ll know in a quarter which you just hired. And don’t make excuses for a deterioration in metrics after you make the hire.

Sales Recruiting 256

Sales Recruiting Sales Hiring Scale Churn 256

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. At the upper end, they spent 11.5%

Sales Recruiting 160

Sales Recruiting Sales Hiring Data Sales 160

Intercom, Inc.

MARCH 12, 2019

A little over a year ago, I got the opportunity to start a new team within our sales organization – a team of Relationship Managers dedicated to growing our current customers at scale. The opportunity emerged out of a shift in how we practice sales. Starting a new sales team is not unlike doing improv.

Sales Hiring 171

Sales Hiring Sales Recruiting Underperforming Technical Team Scale 171

Sales Hacker

OCTOBER 17, 2023

This week we have a special 2 guest episode, with the best hiring guru’s in the game, Chuck Brotman & David Teichner. Chuck is the co-founder of Blueprint Expansion , a GTM roles recruiting firm that has helped over 50 VC-backed companies make amazing Sales, Marketing, & Customer Success hires.

Sales Hiring 125

Sales Hiring Sales Recruiting Interviewing SMB 125

SaaStr

FEBRUARY 27, 2023

Hiring a global team to achieve the vision What do you do when your company’s location limits your access to talent? You spread your hiring net and draw in as much talent as possible. Their first step to achieving this was hiring a sales leader to build a sales team. With time, the bigger picture will unfold.

Scale 245

Scale Sales Hiring Sales Recruiting Scaling 245

SaaStr

JULY 12, 2024

Back then, remote first was a recruiting advantage. Communication is easier You can ramp people faster You can hire junior people The tradeoff is global talent. All they sold was the visualization layer with no sales team. They needed to build databases to store data, and that’s where the pain and money were.

Scale 291

Scale Scaling Sales Hiring Sales Recruiting 291

Kellblog

FEBRUARY 16, 2022

Emboldened by this seeming endorsement, I dashed off what turned into a lengthy email on interviewing and recruiting, a topic about which I am passionate not because I think I am good it, but because I think I am not. Thoughts on The Recruiting Process. For a CFO, do you require a accounting or finance background?

Sales Recruiting 110

Sales Recruiting Interviewing Sales Hiring Finance 110

SaaStr

JULY 1, 2021

For us, it’s about fixing this problem, serving the customer well, so a very service driven mindset, which I gave a talk on a few days ago here, has been a big part of Gusto and affected our hiring from the early days. Certainly, at YC where our version of hiring is basically choosing which founders to fund. Get tickets here.

VP of Engineering 293

VP of Engineering Sales Hiring Sales Recruiting Underperforming Technical Team 293

Tom Tunguz

FEBRUARY 23, 2021

Recently, Redpoint Office Hours welcomed Allison Pickens to clarify the COO role and when startups should consider recruiting one. Whereas a decade ago, a board might have hired a professional CEO to scale the operations of a startup, today, more boards seek COOs. Regardless of the reasons, more startups are looking to hire a COO.

Sales Recruiting 212

Sales Recruiting Startup Sales Hiring Scale 212

The Angel VC

JUNE 25, 2015

For most SaaS startups, the VP of Sales (along with the VP of Marketing) is one of the most crucial hires they need to make. Unless you have a no/low touch sales model and you're growing virally (a.k.a. hunting rabbits or deer ) or a field sales team (a.k.a. hunting rabbits or deer ) or a field sales team (a.k.a.

Sales Hiring 185

Sales Hiring Sales Recruiting Scale Headcount 185

SaaStr

JANUARY 24, 2024

She was hired because they saw a bit of softening in new business growth, and she came to help diagnose what was going on and help scale the business. Lattice had a product-led growth flow on the website while the sales team was still trying to sell the PLG companies The good news is Lattice had a lot of activity and initiatives at play.

Scale 273

Scale Sales Hiring Scaling Revenue 273

SaaStr

AUGUST 8, 2023

The Accounting Team Responsibilities: Financial recording and reporting Compliance, Audits Accounts Payable/Accounts Receivable Tax, Treasury Your accounting team makes sure every financial transaction is recorded correctly and categorized. They will also take charge during an audit if the situation arises.

Scale 238

Scale Finance Outsourcing Services Sales Recruiting 238

Sales Hacker

NOVEMBER 8, 2024

Data-driven optimization Use data to measure success at every step. 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. The team is growing too – one role highlighted below and many more being hired for.

Scale 111

Scale Sales Recruiting Sales Hiring AI Search 111

Chart Mogul

JANUARY 9, 2025

So read on, and hopefully, your SaaS sales journey will be less about trial and error and more about steady progress toward success. Whats important to note is that each model targets a distinct customer persona and, therefore, has a unique approach to the customer journeyfrom brand awareness to sales and, ultimately, conversion.

Scale 52

Scale Sales Hiring Startup Sales Recruiting 52

SaaStr

APRIL 7, 2022

We tell every CFO up that if you have an employee in finance that’s not doing data driven analytics, that’s what a robot should be doing. 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.

Sales Hiring 274

Sales Hiring Scale Sales Recruiting Outsourcing Services 274

Tom Tunguz

AUGUST 4, 2015

The prevailing wisdom for hiring the first VP of Sales is roughly $1M in ARR, or whenever the company has figured out some repeatable sales process. I catalogued the first VPS hire for about 20 fast growth SaaS companies founded in the past five or so years, and compared it to the date they were founded.

Sales Hiring 100

Sales Hiring Sales Recruiting Scale Startup 100

How To Buy Saas

MAY 21, 2025

In the fast-paced hiring landscape of 2025, an Applicant Tracking System (ATS) has become an essential tool for companies of all sizes and sectors. Whether youre a startup , an SMB , or a global enterprise , the right ATS can streamline your recruitment process, save time, and help attract top talent in a competitive market.

Systems Review 52

Systems Review Sales Recruiting Sales Hiring Technical Review 52