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The 30-Day Test: How to Know if Your VP of Sales Will Succeed

SaaStr

They’ll try to keep underperforming reps around, claiming they need the headcount. Watch out for this red flag: mediocre VPs will insist they need “every warm body” and can’t afford to let anyone go.

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AI-Native GTM Teams Run 38% Leaner: The New Normal?

SaaStr

It’s just … so many of the AI leaders seem to be doing it with less GTM headcount. Companies under $25M ARR with high AI adoption are running with just 13 GTM FTEs versus 21 for their traditional SaaS peers —a 38% reduction in headcount while maintaining competitive growth rates.

Scale 182
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5 Interesting Learnings from Okta at $2.75 Billion in ARR

SaaStr

Headcount-to-Revenue Efficiency Gains: $480,000 Per Employee The Numbers : 5,754 employees generating $688M quarterly revenue = $480k revenue per employee per quarter The Learning : $475K+ annual revenue per employee is the benchmark for efficient SaaS operations. vs. total gross margin of 81.9%

Scale 232
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Salesforce: Actually We’re Going to Hire 2,000 Sales Execs Now To … Sell AI

SaaStr

And personally, while I’m still in learning mode for AI, I’m not betting on any net reduction in sales headcount from AI. In different ways, at different places. But in most places. Salesforce included. I haven’t seen it yet, and don’t expect to see it.

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Struggling to Scale Test Coverage Under Pressure?

This guide outlines when it makes sense to outsource quality assurance (QA), the risks to watch for, and how to scale testing without increasing headcount or slowing down engineering. When test coverage falls behind release velocity, quality suffers, and your team feels the consequences.

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Dear SaaStr: What Are Some Successful SaaS Leaders Without Sales Teams?

SaaStr

Hence, Twilio has a very high level of sales efficiency (and relatively small headcount). Many of Twilios bigger customers go through sales, but then a huge amount of the downstream revenue is automatic as customers use more. But theres still a real sales team there. They just only need to directly touch a subset of the total revenue.

Scale 274
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Top 10 Unexpected Learnings from Scaling Wiz From $0 to The First $100M ARR with founding CRO Colin Jones and Sam Blond

SaaStr

He actively approached the CEO to push for dramatically higher targets and accelerated headcount expansion beyond the original plan. 5x Revenue on 5x Headcount Wiz achieved the rare feat of maintaining per-employee productivity while scaling exponentially.

Scale 182