SaaStr

JANUARY 6, 2021

How do you scale a company based that can be collaborative for everyone in your org — from finance to marketing? Ultimately, they developed a more hybrid sales approach because there are good parts to each experience. The post Lessons in Scaling a Low Code Platform with Airtable appeared first on SaaStr.

Scale 275

Scale Software Review Scaling Sales Hiring 275

SaaStr

MAY 25, 2024

Cloudinary VP of Developer Experience Sanjay Sarathy shares his journey to more than $100M and the lessons he learned along the way for building a PLG motion and an Enterprise sales motion. They didn’t initially envision being a large Enterprise sales organization. Let’s first start with how Cloudinary came to be. The takeaway?

Scale 312

Scale Sales Hiring SaaS Payments Development 312

SaaStr

NOVEMBER 28, 2024

It’s just hard to get most vertical SaaS start-ups to scale if they can’t get to a $10k ACV. The good news is, you can support these price points effectively with a very efficient inbound sales team, and/or a mix of self-serve and sales-led. To me, $10k is the firewall. Then market size starts to be super important.

Payment Solutions 261

Payment Solutions Inbound Sales Team Marketing Scale 261

SaaStr

AUGUST 5, 2024

When you find the answer to these questions, you can expand an existing customer base and create cool data-driven case studies to help your sales team bring in net business. 1: Build a Value Narrative Value narratives have been around for some time in pre-sales motions. Often, that doesn’t feed through to post-sales.

Scale 284

Scale Customer Success Scaling Revenue 284

SaaStr

JUNE 27, 2024

What does it take to scale a team from 2 to more than 1,100 people in just a few short years? When Remote had 120 people two weeks into 2021, they planned to scale to 600 that year. Over time, you establish product-market fit and determine how to sell at scale. So that support person, Mafalda, started doing sales, too.

Scale 261

Scale Sales Hiring Scaling Sales Recruiting 261

SaaStr

MAY 28, 2025

Building a commission plan for Account Managers (AMs) is a bit different than for AEs (Account Executives) because AMs are typically focused on retention, expansion, and upsells rather than net-new sales. Clawbacks for Churn : To avoid rewarding AMs for short-term gains that lead to long-term churn, implement clawbacks.

Scale 186

Scale Management Churn Finance 186

SaaStr

DECEMBER 6, 2022

When scaling a SaaS company, striking a balance between hypergrowth and risk is essential. Brex is a company that provides credit cards for startups, and Alloy provides financing for small businesses. Brex is a company that provides credit cards for startups, and Alloy provides financing for small businesses.

Scale 274

Scale Scaling compliance Forecasting 274

SaaStr

JUNE 13, 2021

It’s been great to have the CEOs of Qualtrics join us multiple times over the years, as it scaled from a late-stage startup to IPO to $8B+ acquisition. Fast forward to today, and Qualtrics is now worth $20B and CEO Zig Serafin joined us to share his lessons in scaling with Julia Laroche, Correspondent at Yahoo Finance.

Scale 248

Scale Scaling Business Model Company Culture 248

SaaStr

JULY 29, 2022

Jason recently opened up an AMA on Twitter Spaces to answer questions about how to scale faster. And I’ve watched them fairly quickly scale, to soon they’ll be at 10 million in revenue. As they scaled, they radically changed how they did sales. Jason Lemkin: Okay. Let’s get it going. Times are good.

Scale 273

Scale Scaling Sales Hiring Enterprise 273

SaaStr

APRIL 30, 2025

ServiceTitan, the operating system for the trades, continues to scale impressively, with $772M in FY25 revenue, $800m+ ARR and a clear path to $1B ARR. FinTech products like credit card processing, ACH, and consumer financing not only drive revenue but also deepen customer reliance on the platform. Accelerating at Scale.

Payments 144

Payments Payment Services SaaS Payments Payment Solutions 144

SaaStr

JULY 20, 2022

generate momentum, they will inevitably need to scale up. For whatever reason, the company is ready to exit startup status and prepare to scale-up. Dave Kellogg, Executive-In-Residence at Balderton Capital, breaks down the most common mistakes companies make when going from startup to scale-up. Be realistic in self-assessment.

Scale 258

Scale Technical Advisors Sales Hiring Technical Review 258

SaaStr

DECEMBER 16, 2022

How do you enter a highly competitive marketplace, carve a niche for yourself, and then scale the business to $100 million+ ARR? Sam Blond, Partner at Founders Fund, joined Matt Plank, VP of Sales at Rippling, to unlock the secrets to exponential revenue growth. Leveraging other initiatives and channels beyond outbound.

Outsourcing Services 282

Outsourcing Services Scale Sales Hiring Outsourced Development 282

SaaStr

FEBRUARY 10, 2022

Q: Dear SaaStr: Should We Pay Our Sales Reps on Renewals? But very few SaaS companies pay sales reps on renewals as they scale. You want each rep only selling into the segments they are best at — so you segment your team into Small, Medium and Field/Large prospects. More leads close, faster. Not renewing.

Scale 284

Scale Sales Finance Customer Success 284

SaaStr

FEBRUARY 1, 2024

As companies scale, they evolve, so how should marketing evolve accordingly to add maximum value? PST, Kady shares the ten things that change in marketing as you scale. PST, Kady shares the ten things that change in marketing as you scale. The reality is that a lot of things change as we scale. The answer isn’t simple.

Scale 273

Scale Scaling Sales Hiring Marketing 273

SaaStr

MARCH 31, 2022

This episode is an excerpt from a session at SaaStr Scale. So for the audience, cloud giants are turbocharging startup sales, and the predominant reason for this is because they’re fundamentally changing IT budgets at the customers that we’re all selling to. Jabari Norton, VP WW Partner and Alliances, Sumo Logic.

Scale 259

Scale Marketplace as a Service Cloud SaaS Payments 259

SaaStr

SEPTEMBER 15, 2020

And, when you do, do you even think about sale tax compliance? vary on how they handle sales tax and SaaS. It can be confusing to understand how and where you should charge sales tax. Let’s explore a few more ways in which sales tax compliance could impact your growing business. Here’s why you should. .

Payment Services 334

Payment Services compliance SaaS Payments Scale 334

USIO

MAY 23, 2025

Leading digital disbursement platforms include KYC (Know Your Customer) checks and validation layers that stop bad actors before money ever leaves your account. This isnt just about convenienceits about closing internal loopholes that lead to costly errors or fraud. Gig platforms : Safely pay contractors and freelancers at scale.

Payment Services 130

Payment Services Payment Solutions Payment Methods Payments 130

Intercom, Inc.

JULY 11, 2019

If you’re a leader, he says, don’t try to scale your job. Since 2010, he’s helped the company grow to more than 40,000 customers and helped scale the support team to more than 500 employees to assist those users. Here are five quick takeaways: Most sales and support teams talk about their jobs as a funnel. Short on time?

Scale 188

Scale Scaling Sales Hiring Underperforming Technical Team 188

SaaStr

MARCH 19, 2021

We created a product that was simple to use for entrepreneurs who were juggling a thousand different priorities and didn’t have (and didn’t want) an expertise in regulation, compliance or sales tax. But when we started looking upmarket we knew we had a lot to learn about businesses of this size and the people who lead them.

Scale 284

Scale Business Finance compliance 284

SaaStr

NOVEMBER 24, 2021

The SaaS sales model seems so well-established, as hundreds of founders build their businesses and raise funding. Mark Roberge, Founder of Stage 2 Capital and Senior Lecturer at Harvard Business School, shares insights from his years of experience into common SaaS sales missteps and how you can avoid them.

Sales Hiring 256

Sales Hiring Scale Compensation Sales 256

Tom Tunguz

NOVEMBER 6, 2021

All of the sales and marketing dollars invested to obtain persuade the buyer to put digital ink to pdf have been recouped immediately. Contract As don’t require burning equity dollars to hire more AEs; the company reinvests customer revenue dollars to scale. Let’s take this idea time scale further out: multi-year deals.

Sales Hiring 352

Sales Hiring Scale Payments Payment Solutions 352

SaaStr

FEBRUARY 4, 2020

So a playbook on scaling high performance organizations in 30 bit minutes. So big, big scale. I think over 25 years of working and leading teams and being on some that are high-performing and some that outright failed. I need the best engineer, I need the best salesperson, I need the best finance person. No big deal.

Scale 234

Scale Underperforming Technical Team Scaling Leadership 234

USIO

MAY 16, 2025

And prepaid card issuing is leading the charge. That means faster payouts , happier recipients, and less follow-up from your finance team. But for businesses looking to modernize, scale, and improve their payout strategy, card issuing is hard to beat. Key Benefits of Prepaid Card Issuing 1.

Payment Methods 130

Payment Methods Payment Services Banking Scale 130

SaaStr

NOVEMBER 4, 2022

Whether raising your next round or aiming for an exit as your next financing event, plan your revenue ahead with realistic multiples and build an efficient business. Burn management is essentially solving for the next financing event for your company. Instead, when scaling, look at CAC payback.

Scale 49

Scale Growth Hacking Systems Review Finance 49

SaaStr

NOVEMBER 18, 2021

He shared 4 examples: Frank Slootman (Chairman & CEO of Snowflake , previously Chairman & CEO of ServiceNow ): dealing with reality and his intellectual honesty, which leads to addressing company issues as they appear. While quiet in meetings, his careful listening leads to very accurate decisions.

Scale 335

Scale Company Culture Interviewing Finance 335

Andreessen Horowitz

OCTOBER 18, 2023

It’s also important to recognize that although much of this post focuses on large-scale nuclear fission reactors—because that’s what have been delivering civilian power for the past several decades—smaller, more modular reactors will likely play a major role going forward, perhaps as a means to address more local, and even hyper-local, energy needs.

Scale 28

Scale Scaling VP of Engineering Construction 28

Sales Hacker

JULY 8, 2024

David Greenberger leads CHEQ’s North America sales team. CHEQ is a cybersecurity platform primarily focused on protecting the Go-to-Market organization (preventing fake leads to sales team, skewed analytics from bots/malicious users etc). Navigating the transition from startups to large enterprises in sales roles.

Scale 125

Scale Sales Hiring Scaling Cybersecurity 125

SaaStr

SEPTEMBER 16, 2024

Selling to CFOs and finance. On the other hand, if I were selling sales and marketing tools, I’d be all over social media, especially LinkedIn. He didn’t see the value until he had to recruit at scale. Onestream is the latest SaaS IPO. Bootstrapped to $100m ARR. The CEO has never posted on LinkedIn. appeared first on SaaStr.

Social Media 300

Social Media Sales Recruiting Scale Finance 300

SaaStr

JANUARY 29, 2021

Because SaaS requires so many functions beyond engineering, especially if it’s sales-driven … outbound, SDRs, inbound, field sales, marketing, customer success, support, more complex product management, etc. What will it look like, if it’s a sales-driven model? Talkdesk inside sales team at $10m ARR.

Sales Hiring 349

Sales Hiring Headcount Scale Engineering 349

Tom Tunguz

JANUARY 18, 2023

There are three paths I’ve seen to achieve this scale: The dominant path of the last ten years: focus on a single product until the company is roughly at $100m in ARR, then build adjacent products. Prospects buy software for a report: the better the insight, the more valuable the software.

Startup 314

Startup Strategy Scale Cloud 314

SaaStr

JANUARY 13, 2023

They usually come in and handle compliance and oversight for an existing finance team that perhaps lacks the seasoned experience to handle models, venture capital and debt, prepare for an audit, etc. We have a Fractional CFO for our tiny team at SaaStr, he reviews the finances and corporate actions of the team that does … the actual work.

Sales Hiring 326

Sales Hiring Venture Capital Scale Finance 326

USIO

FEBRUARY 14, 2025

Digital disbursements offer features like same-day or next-day payment options, allowing vendors to manage their finances more effectively. Tailoring payments to vendor preferences demonstrates attentiveness and can lead to stronger, more collaborative relationships.

Payment Services 130

Payment Services Payment Solutions Payment Methods Payments 130

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 300

Sales Hiring Sales Recruiting Scale Headcount 300

SaaStr

JUNE 18, 2021

We talked about a lot of things from scaling, to IPOs, to the journey, and more. This is from folks worth so much on an absolute scale it’s hard to imagine perhaps why Dilution would be top of mind. The next dilution you hopefully won’t lament, but may, is Equity Financing (i.e., They talked a lot about dilution.

Sales Hiring 332

Sales Hiring Scale Venture Capital Finance 332

SaaStr

JUNE 19, 2024

They’ll discuss behind the scenes building GenAI, along with firsthand advice they wish they knew incorporating AI at scale.” How Sales & CS 4x-ed Glean’s ARR and Top Tips for GTM Cross-Collaboration Strategies with Glean’s VP of Sales and Head of CS. ” #2. ” #6. Should be a fun one! #10.

AI Search 300

AI Search Scale AI Generative AI 300

SaaStr

APRIL 14, 2022

I think at a minimum you should have a real experienced finance lead at $2m ARR, a real VP Finance once you raise $20m, and a CFO once you are at $20m+ ARR. Most startups just wait way too long to get finance right: They wait too long to get collections right, and have to write off a lot of bookings. But that’s OK.

Scale 271

Scale Finance Churn Startup 271

Payrix

JANUARY 28, 2025

With decades of experience in payments, Matt provided invaluable insights on emerging trends, regulatory changes, and the future of Embedded Finance. Technological evolution : The foundations laid in recent years are expected to yield transformative advancements in Embedded Finance and platform regulation. Matt Downs Yeah.

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Payments Payment Solutions Merchant Services Payment Methods 130