SaaStr

MAY 3, 2021

A new edition, new services, an outbound sales team, an account management / upsell team. From $1m to $10m ARR or so, as you build your first management team: You shouldn’t be the VP of Sales Anymore As You Scale. You still need to spend 15-20% of your time in sales. Add a layer. the prospects).

Part-Time VPE 290

Part-Time VPE Sales Hiring Sales Recruiting Outsourcing Services 290

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

MARCH 24, 2021

So an amazing founder CEO often can also be the VP of Sales, VP of Product, hack Marketing, fly across the globe as the VP of Customer Success, and sometimes, even continue to write some code. Even better if it helps you skip a round of financing. ” By 200 employees, you don’t need to have a role in hiring any non-managers.

Part-Time VPE 321

Part-Time VPE Sales Hiring Sales Recruiting Finance 321

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. On the sales side, people hired way too much. More salespeople do not equal more sales. Sam just finished 18 months at Founders Fund after joining in mid-to-late 2022.

Sales Hiring 306

Sales Hiring Sales Recruiting Scale Headcount 306

SaaStr

MARCH 3, 2022

With over 70 million users worldwide, Zoho’s 50+ products aid your sales and marketing, support and collaboration, finance and recruitment needs—letting you focus only on your business. Zoho respects user privacy and does not have an ad-revenue model in any part of its business, including its free products.

Payments 49

Payments Payment Solutions Sales Recruiting Onboarding 49

SaaStr

NOVEMBER 16, 2021

In 2008, he founded Yammer, an enterprise software company that David grew to 500 employees and $60 million in sales. Head of Sales. Positions Needed: Enterprise AEs, Mid-Market & SMB AEs, SDRs, Sales Ops, Sales Engineer. Positions Needed: Demand Gen, Product Marketing, Sales Enablement, Events/Community.

CTO Hire 290

CTO Hire Sales Hiring Sales Recruiting CTO 290

Tom Tunguz

FEBRUARY 23, 2021

Recently, Redpoint Office Hours welcomed Allison Pickens to clarify the COO role and when startups should consider recruiting one. Chief of Staff - a founder recruits a CoS to combat an increasing workload of project work. The CoS doesn’t manage anyone. This archetype oversees all GTM including marketing, sales, and post-sales.

Sales Recruiting 212

Sales Recruiting Startup Sales Hiring Scale 212

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. Recruiting is easier, but the things that don’t change are customers don’t care.

Sales Recruiting 264

Sales Recruiting Sales Hiring Scale VP of Engineering 264

Andreessen Horowitz

FEBRUARY 12, 2024

You were the shoulder I would go and cry on anytime I would have some sort of executive-level problem or executive recruiting problem. We’re coming at it from the lens of not being recruiters. And when you’re in the executive recruiting process, feeling is not scientific. And how do you actually assess fit?

Sales Recruiting 89

Sales Recruiting Technical Advisors Sales Hiring Underperforming Technical Team 89

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. Job always thought he’d hire a sales leader and be done with it forever. Your culture can’t be ephemeral, where only the CEO knows.

Scale 264

Scale Sales Hiring Scaling Sales Recruiting 264

SaaStr

JULY 1, 2020

An open discussion with Sam Blond, CSO at Brex, and Kristen Habacht, VPS at Atlassian, about adjusting their sales process during Covid-19. Kristen Habacht runs EDR sales at Atlassian, which I got a check today, $40 billion-$50 billion company. She manages a huge global team. Four, people in the sale? Jason Lemkin: None.

Merchant Services 263

Merchant Services Scale Sales Recruiting Sales 263

Baremetrics

SEPTEMBER 24, 2021

Equity financing is a method of capital raising via the selling of stock. While the phrase "equity financing" is often used to refer to the funding of publicly traded businesses, the term is also applied to private company financing. What is Equity Financing in SaaS? Equity Financing 2. Debt Financing (Loan) 3.

Finance 98

Finance Venture Capital SaaS Payments Payments 98

SaaStr

JULY 1, 2021

I want to come be your VP of sales and, you’re going to meet me for the first time. Spencer : For me, the key things for a VP of sales is, “OK, tell me about your best reps. We’re trying to recruit someone that’s way above our weight class, so that we can actually scale. You hire a search firm.

VP of Engineering 299

VP of Engineering Sales Hiring Sales Recruiting Underperforming Technical Team 299

SaaStock

FEBRUARY 13, 2019

It is based on blockchain and allows businesses to take care of their finances on a number of platforms and in multiple currencies. Talkpush is a conversational recruiting CRM that allows employers and job seekers to connect in new ways across the globe. Founders : William Tien. from 500 Durians, Kima Ventures, and others.

SaaS Payments 225

SaaS Payments Payment Solutions Merchant Services Payment Methods 225

SaaStr

OCTOBER 26, 2023

Co-founder and CEO at Greenhouse, Daniel Chait, sits down with SaaStr CEO and Founder Jason Lemkin to share what’s new at Greenhouse, a successful recruiting software company at $200M in ARR today. But on sales calls, the buyer would say the product looked amazing — and that they needed an ATS before buying Greenhouse.

Sales Hiring 286

Sales Hiring AI SMB Scale 286

Sales Hacker

DECEMBER 5, 2023

Tips for recruiting the best possible team members and how patience factors into that. 25:17) Writer’s PLG motion, including self-serve and sales-assisted, and how it’s used to turn small downloads into big enterprise accounts. (31:07) 31:07) A consultative sales process and messaging considerations. (36:56)

Sales Recruiting 125

Sales Recruiting Enterprise AI Banking 125

Intercom, Inc.

NOVEMBER 5, 2019

Inspired by the release of our book Intercom on Sales , we wanted to take a fresh look at three big topics – speed, automation, and growth. We wanted to know: what are sales leaders doing to bring velocity to their sales cycle? How are they using automation to bring new efficiencies to their sales orgs?

Scale 139

Scale Sales Recruiting Sales Hiring Trends 139

SaaStr

AUGUST 27, 2019

How to Design a Sales Comp Plan to Get You to $100M with Work-Bench, Movable Ink, MongoDB and Concert Finance. This panel will speak tactically to various comp design options as a way for management to determine and promote ideal behavior in their front-line teams. Meghan Gill | VP of Sales Ops @ MongoDB.

Sales Recruiting 157

Sales Recruiting Sales Hiring Scale Sales 157

Sales Hacker

JANUARY 20, 2022

Strong sales reps are the lifeblood of your business and how you choose to invest in them matters. For frontline sales managers, attributes like competency, quality of work, ease of execution, and length of contribution indicate reps’ overall job success, but you can’t rely on those inputs to tell you if they are personally satisfied.

Sales Recruiting 116

Sales Recruiting Scale Retention Sales 116

InsightSquared

MAY 15, 2019

It’s one of my favorite questions to ask a fellow professional in sales operations. Insurance sales rep. Account Manager. Sales Operations is Still Developing. Sales operations as a profession is growing, yet it is a comparatively new function in businesses. Sales Ops is Many Disciplines in One.

Sales Recruiting 110

Sales Recruiting Scale Technical Review Sales 110

SaaStr

NOVEMBER 12, 2019

I started a software company in college to make it easy to update websites called Content Management Software Now, and I had this idea for Pardot, I wanted to make it easy for marketers to run campaigns online and measure their results. SalesLoft, why was that Pardot, I tried to recruit this guy, Kyle Porter, to come run sales at Pardot.

Sales Recruiting 198

Sales Recruiting Scale Outsourcing Services Sales Hiring 198

Intercom, Inc.

OCTOBER 8, 2018

Then, lots of other functions like product management and engineering, which can sit close to those disciplines. Analytics, biz ops, marketing, sales, customer support, recruiting, finance, HR, I can keep going. Engineering talks to sales, and support, and recruiting and analytics. Sales is changing rapidly.

Sales Recruiting 220

Sales Recruiting Leadership Engineering Finance 220

Tom Tunguz

FEBRUARY 10, 2016

Founders may reduce staff, particularly in recruiting or new projects that the company prefers not to finance. Growing this way requires a lot of cash to finance the acquisition investment. It requires changing the sales process, likely suffering some decreased sales velocity and tinkering with compensation structures.

SaaS Payments 120

SaaS Payments Sales Recruiting Sales Hiring Payment Services 120

Sales Hacker

OCTOBER 19, 2022

Sales compensation planning can be a tricky beast to tame — but know that you’re not alone. I asked 12 incredible sales leaders across the SaaS industry to share their biggest challenges with comp planning and how to overcome them. Related: New to sales compensation planning? Top 10 sales compensation challenges.

Compensation 124

Compensation Sales Recruiting Sales Finance 124

SaaStr

JUNE 11, 2019

But when you need a CFO, let’s say, or you need an outstanding VP of engineering or maybe a VP of sales, which is even more different to find for an engineer, you don’t know who these people are. One, a VP sales. A VP of sales is a misnomer. You need someone needing sales. You guys are awesome. One, a COO.

Merchant Services 274

Merchant Services Part-Time VPE Sales Hiring Scale 274

Intercom, Inc.

JUNE 21, 2018

Whether you’re at an early-stage startup that’s just made its first sales hires, or part of a fast-moving sales team in a large organization, the key to success often comes down to efficiency. Then, the sales team went to work. When making a sales hire, Max pays attention to the way candidates approach getting the job.

Sales Hiring 183

Sales Hiring Scale Sales Recruiting Technical Advisors 183

SaaStr

JULY 10, 2021

Everyone here I think actually has a different background that they bring to the table, whether it’s a programmer, whether it’s in finance, whether it’s in law. Then we needed to hire a sales guy who had experience selling to enterprise. We got the guy who ran enterprise sales at Rackspace.

Sales Hiring 264

Sales Hiring Underperforming Technical Team Development Team Review CTO Hire 264

Sales Hacker

SEPTEMBER 28, 2021

In this episode of the Sales Hacker Podcast, we have Hakim Myers , Business Recruiter at Nextdoor , where he recruits for people, finance, and legal functions for startups. Join us for a revealing conversation on sales and talent from the perspective of a recruiter in an executive search firm.

Sales Recruiting 107

Sales Recruiting Retention Scale Sales Hiring 107

Sales Hacker

APRIL 26, 2019

when interviewing for a sales position? You answered the sales interview questions in a way that made you look like a winner. In this article, we’re going to review the 27 most common sales interview questions, PLUS the types of answers your interviewer is looking for, so you can raise the bar on your interviewing skills.

Sales Recruiting 22

Sales Recruiting Interviewing Sales Hiring Underperforming Technical Team 22

Baremetrics

NOVEMBER 25, 2021

Your marketing and sales budgets, and the personnel assigned to those teams, will also rise. A longer lead time for recruitment means higher quality recruits. This includes three groups of people: department heads, the finance team, and individual employees. It helps maintain consistent growth.

Sales Hiring 97

Sales Hiring Sales Recruiting Finance Forecasting 97

Tom Tunguz

APRIL 27, 2014

The chart above compares the contribution of two hypothetical inside sales people with $400,000 quotas to an early-stage startup’s finances. In this case, contribution is the 18 month revenue of sold customers tallied cumulatively minus the salary costs of $100k annualized of the sales person.

Sales Hiring 100

Sales Hiring Sales Recruiting Customer Lifetime Value Company Culture 100

Tom Tunguz

JULY 7, 2015

In every sales process for every SaaS startup, there is one ultimate internal champion advocating the purchasing decision. Software companies targeting Human Resources and Sales teams are in aggregate each worth about $50B. After that there’s a steep decline to about $10B for Finance and Marketing. Salesforce Sales 92%.

Sales Recruiting 111

Sales Recruiting Sales Hiring SaaS Scale 111

Sales Hacker

MARCH 10, 2021

As a sales leader, you want your sales reps to be the best they can be. However, if 100% of your sales reps are hitting their quota every single quarter, it may not be cause for celebration. A healthy sales organization should aim for about 60% of reps hitting their quota. Even as adults, we strive for 100%.

Scale 126

Scale Sales Recruiting Compensation Sales 126

Sales Hacker

APRIL 19, 2022

In this article, I’ll outline the principles of compensation design , how to build sales compensation plans , and include resources to set OTEs and quotas that keep your reps happy and hungry for more. Why Sales Comp Planning is Key to Rep Retention. Who should be responsible for sales compensation planning?

Compensation 98

Compensation Sales Recruiting Sales Hiring Retention 98

Practical Advice on SaaS marketing

JUNE 3, 2013

They'll be relying on your SaaS solution to support a key part of their business - customer management, finance, ERP, HR, whatever. What does it mean for your messages and how you present yourselves? Look at it from the prospective customer's point of view. They need to trust you. Those are fairly common.

Sales Recruiting 124

Sales Recruiting Finance Software Development SaaS 124

Tom Tunguz

JANUARY 13, 2014

Next, these companiess shifted into sales and marketing mode, pitching and selling potential customers. When the customer acquisition methods were somewhat in place, these startup created a third process to recruit salespeople and build a marketing organization. In so doing, they defined and refined their go-to-market process.

Sales Recruiting 113

Sales Recruiting Development Startup Sales Hiring 113

SaaStock

FEBRUARY 14, 2019

Afterward, Patrick founded several businesses in diverse sectors, including tech, healthcare, and finance. The company’s best-selling book, Predictable Revenue , details the hugely successful outbound process and sales created specifically for Salesforce. Starting as VP of Sales, in less than two years he became CEO.

Technical Review 207

Technical Review Scale Entrepreneurship Sales Hiring 207