SaaStr

JULY 10, 2021

As the evolution of the company, as we started moving up market, started selling to enterprises, it was, “OK. Now we have to hire VP marketing who has enterprise experience.” Then we needed to hire a sales guy who had experience selling to enterprise. We got the guy who ran enterprise sales at Rackspace.

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Sales Hiring Underperforming Technical Team Development Team Review CTO Hire 264

SaaStr

SEPTEMBER 26, 2019

So mid-market, we’re about 40 to 50K ACV enterprise. So up to 100-150K and SMB, we’re at 2K. So it really focused our efforts on selling larger deals and go after the enterprise space. But our first rep that I would call like that, enterprise, was actually coming from a large group. We made the mistake.

Scale 150

Scale Sales Hiring Sales Recruiting Technical Advisors 150

SaaStr

SEPTEMBER 18, 2020

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. And then you keep resources on them because for the next three to six months, you’re taking feedback from customers and feeding it back into that new functionality or that new product.

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Sales Hiring CTO Hire Scale Investment 246

Sales Hacker

JANUARY 21, 2020

SMB Sales & SDRs at (Smaller) Scale [18:20]. Although our firm is based in Silicon Valley, I’m based on the East Coast so I spend a lot of time working with founders in New York City, Boston, and London. We were part of the office of the CTO. SMB Sales & SDRs at (Smaller) Scale [18:20]. Sam’s Corner [41:10].

Payment Methods 65

Payment Methods Scale CTO Coach SMB 65

ChurnZero

DECEMBER 9, 2022

Additionally, “leapfrog” candidates—those who come from a level below the C-suite, such as senior vice presidents—now make up roughly 5% of new chief execs. Q: FranConnect has customers of all sizes, from emerging and growing to scaling and enterprise. We had to say: what does SMB want? You run the gamut.

CTO Coach 52

CTO Coach Customer Success VP of Engineering CTO Hire 52

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. But if you target SMBs or consumers, PLG is a fantastic way, and you have a very large user base to reach out to as well. Once you have that, you can begin to acquire some new users.

Startup 52

Startup Scale CTO Hire Outsourced Development 52

SaaStr

AUGUST 15, 2020

362: The Future of the Customer with Bernadette Nixon, CEO @ Algolia, Jay Snyder, Chief Customer Officer @ New Relic, and Nick Mehta, CEO @ Gainsight. This episode is an excerpt from a session at SaaStr Summit: Enterprise. This episode is an excerpt from Jason and Loren’s session at SaaStr Summit: Enterprise. Jay Snyder: Yeah.

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Payment Methods Merchant Services Scale Payments 273

SaaStr

MAY 27, 2024

Investors should immediately engage with the CTO to assess their technical capabilities and potential, as great CTOs can demonstrate their exceptional skills quickly. The Qualities of Great CTOs (00:15:54) To identify great CTOs, it may take interviewing 20 candidates.

CTO Hire 297

CTO Hire Development Team Review Software Review Technical Review 297

SaaStr

MARCH 12, 2019

Erica Schultz is Chief Revenue Officer @ New Relic, the company that gives you the real time insights your software driven business needs to innovate faster. Prior to their IPO, New Relic raised over $214m in funding from some of the best in the business including Benchmark, Insight Venture Partners and Blackrock, to name a few.

Scale 214

Scale Enterprise Scaling Sales Hiring 214

SaaStr

DECEMBER 3, 2020

Before Quip, Sam spent an incredible 3 years at Dropbox where he was the first enterprise sales rep in the entire company. How does this change when selling to SMBs vs enterprise? * Are marketing becoming the new sales team with their content being used more and more in the sales funnel? And 10 months later, here I am.

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Scale Sales Hiring Sales Recruiting Sales 252

SaaStr

MAY 2, 2019

Join Vlad Shmunis, founder, chairman, and CEO of RingCentral as he discusses RingCentral’s journey from a two-person startup to a $7B market cap global enterprise communications company (NYSE:RNG) — the good, the bad, and the ugly. Vlad: So what’s the new reality? So we needed to kind of get the new mindset going.

Scale 207

Scale Business Sales Hiring CTO Hire 207

SaaStr

MARCH 3, 2025

The All-Team Roadmap Rule : Neo4j discovered that involving every team member in roadmap prioritization and ensuring everyone gets at least one priority item per release cycle increased adoption of new features by 47%. At SaaStr Annual Neo4j’s CTO Philip Rathle shared their playbook for scaling from $0 to the first $100M.

Scale 260

Scale New CTO CTO Scaling 260

OnStartups

JULY 7, 2021

Is your title CTO? Dharmesh: Yes, CTO. And then I met Brian in grad school and we both have this kind of shared passion for SMB. And whether they start a new company or not, they sort of live as a user at the edge. How many new people signed up for our service or product in the last 90 days? So this is Dharmesh.

Payment Methods 140

Payment Methods Technical Review Software Review Payment Solutions 140

Clouded Judgement

APRIL 16, 2025

That’s why we’re thrilled to back Hammerspace and lead their $100m Series B, the company building a new kind of data platform - a parallel global file system with automated data orchestration for the AI and hybrid cloud era. Their CTO, Trond Myklebust is equally impressive. Hammerspace breaks this lock-in.

Technical Advisors 130

Technical Advisors Scale New CTO Cloud 130

OnStartups

JULY 7, 2021

Is your title CTO? Dharmesh: Yes, CTO. And then I met Brian in grad school and we both have this kind of shared passion for SMB. And whether they start a new company or not, they sort of live as a user at the edge. How many new people signed up for our service or product in the last 90 days? So this is Dharmesh.

Payment Methods 40

Payment Methods Technical Review Software Review Payment Solutions 40

Sales Hacker

DECEMBER 10, 2024

35:30) Optimal team structures for SMB sales organizations. (52:25) Martin Roth: [4:44] And for the first two, three years, I mean, I carried a bag and had to go figure out how to do enterprise sales and made a bunch of mistakes along the way. But it was all by going after enterprise, like $100,000, $300,000, $500,000 deals.

Scale 116

Scale Sales Hiring Scaling CTO Coach 116

SaaStr

JULY 19, 2019

Prior to InCountry, Peter founded six and sold 6 enterprise software companies that were acquired by Sun, Citrix, VMware, Oracle, Sprinklr and Prograph. Previously, Peter was also the CTO/CIO of CBS Interactive where he brought CBS into the cloud. At Sun, Peter was the CTO of the Liberty identity consortium that designed SAML 2.

VP of Engineering 159

VP of Engineering CTO Hire Technical Review Sales Hiring 159