SaaStr

MARCH 18, 2025

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 185

Scale Sales Hiring Scaling Headcount 185

BetterCloud

MAY 13, 2025

The traditional response advocating for increased headcount while sometimes necessary, is often met with budgetary constraints and a desire for greater operational efficiency. So, how do we reconcile this growing disparity? The answer lies squarely in a strategic and comprehensive embrace of automation.

Headcount 52

Headcount Scale Underperforming Technical Team Scaling 52

SaaStr

JUNE 24, 2025

AI-Native Companies Allocate More Post-Sales Headcount; Traditional SaaS Companies Go Leaner The Organizational Split : Perhaps the most fascinating finding is that AI-native and traditional SaaS companies are evolving their GTM organizations in completely opposite directions.

Scale 194

Scale AI B2B SaaS 194

SaaStr

MARCH 7, 2025

The Other Team Members section is cumulative with the prior headcount mentioned. So how big of teams are usually expected at each stage? Below are my rough guidelines for a typical SaaS company today. What does the CFO own? The CFO can own A LOT of really important areas many of which are outside of what you may think of as Finance.

Scale 315

Scale Finance Headcount Leadership 315

SaaStr

JUNE 4, 2025

The tools exist, but the organizational change is complex.

Scale 256

Scale AI Underperforming Technical Team Sales 256

SaaStr

JULY 1, 2025

The Math Is Simple: Manual SDR: 50-100 personalized emails/day AI SDR: 1,000+ personalized emails/day at higher quality AE with AI co-pilot: 40% more time selling, 60% less admin overhead Result: 3-5x pipeline velocity with same headcount Your 90-Day Action Plan: Week 1-2 : Audit where your team spends time (spoiler: 70% isn’t selling) Week 3-6: (..)

Scale 219

Scale Software Review Sales Hiring AI 219

SaaStr

JUNE 29, 2025

Forecast is not only about headcount planning but also revenue numbers—to hit the revenue numbers, what kind of resources do we need?” Forecast Everything, But Plan for Chaos “It’s really hard to forecast when the timing is really good and everything could change.

Payment Services 189

Payment Services Sales Hiring Payment Solutions SaaS Payments 189

SaaStr

JULY 14, 2025

They’ll approve marketing spend and headcount increases without the same budget discipline a CEO or CFO would maintain. Problem 2: Budget Discipline Erosion “You spend even more money; there are no controls.” ” CROs are incentivized to hit revenue targets at any cost. Especially in well-funded start-ups.

Scale 185

Scale Marketing Leadership Branding 185

SaaStr

APRIL 13, 2025

This success comes from three key components: An account management organization focused on selling new SKUs to existing customers Standalone sales organizations for major product areas An internal “ad system” using machine learning to show customers the products they’re most likely to adopt next The Lesson: Compound Startups Can (..)

Startup 157

Startup Sales Hiring Underperforming Technical Team Cloud 157

SaaStr

JUNE 12, 2025

They’re: Eliminating unproductive agency relationships Streamlining agency rosters Renegotiating contracts and scopes of work Simplifying overlapping roles Reducing total headcount strategically Twenty-two percent say GenAI has already enabled them to reduce reliance on external agencies for creativity and strategy.

AI 200

AI Technical Review Scale Headcount 200

Valuize Consulting

DECEMBER 17, 2024

Establishing effective yet efficient ratios requires aligning your CSM headcount with the mechanics of your customer lifecycle design including the definition of the CSM role in your company and the specific activities that achieve successful product adoption with your customers.

Technical Review 52

Technical Review Systems Review Headcount Scale 52

Clouded Judgement

JUNE 20, 2025

There are many CEOs, some of very large public companies, who have commented on what AI means for their headcount plans. There’s currently a lot of jawboning on what will happen to jobs in the age of AI. The pessimistic view is that the job displacement from AI will be massive, leading to a contracting economy.

Cloud 157

Cloud AI Headcount Pricing 157

Kellblog

NOVEMBER 6, 2024

To what extent will companies raid headcount budget to generate AI budget? A discussion of Andy Wilson ‘s successful exit at Logickull where Jason was an investor and I was an advisor What will be the impact of AI on SaaS budgets? Here, we discuss some data from the Battery report on State of Enterprise Technology Spending.)

Headcount 72

Headcount AI Generative AI Acquisition 72

Sales Hacker

JULY 23, 2025

Discussed in this Episode: Transitioning from CRO to founder (and why it’s so humbling) Tactical frameworks for finding product-market fit (especially in early pivots) Building a GTM motion from zero using community and customer obsession What AI actually changes in GTM (hint: it’s not just about productivity) How to treat fundraising like a sales (..)

AI 62

AI Scale Data Headcount 62

Valuize Consulting

FEBRUARY 8, 2025

Partner-Led Customer Success is the Future The question isnt whether partner-led customer success is valuable for your enterprise organization its how soon can your company adopt it to scale retention and expansion?

Customer Success 52

Customer Success Scale Technical Review Government 52

Sales Hacker

JUNE 27, 2025

GTM efficiency is no longer headcount-driven In the new world, team output = humans × agents. .” If you’re job searching: expect more scrutiny and higher expectations per seat. Your contribution-per-head will matter more than your title. Ops teams building autonomous data clean-up and reporting workflows.

AI Search 91

AI Search AI Artificial Intelligence Scale 91

SaaStr

OCTOBER 16, 2024

We’ve been taught unicorn math to grow headcount faster than revenue, and maybe if you’re venture-backed, you can do it. But you have to grow revenue faster than headcount. You have to do it all. That might mean you hire fewer but better people.

Sales Hiring 317

Sales Hiring Scale AI SaaS 317

SaaStr

JULY 1, 2025

The Budget Reality : Budget sources: 48% from R&D (down from 59%), 39% from business units, 47% from innovation budgets, 57% from headcount budgets (up significantly), 27% net new budget. Companies are spending 1-8% of total revenue on internal AI productivity, with $1B+ companies spending $34.2M in 2024, scaling to $60.4M

AI 202

AI Software Review Technical Review Scale 202

SaaStr

JUNE 23, 2025

When examining headcount changes over the past 12 months, SDR/BDR teams experienced the most dramatic shifts of any sales function: 36% of companies decreased their SDR/BDR headcount in the last year—the highest percentage among all sales roles surveyed. This suggests something more complex than a wholesale abandonment of the role.

B2B 167

B2B Headcount Development Sales 167

SaaStr

JUNE 1, 2025

Headcount will only be given if a team cannot automate more of their work.” ” Duolingo CEO Luis von Ahn (all-hands): “AI use will be part of what we look for in hiring. AI use will be part of what we evaluate in performance reviews.

AI Search 264

AI Search AI CTO Hire ChatGPT 264

SaaStr

NOVEMBER 6, 2024

“And I think the budget comes from headcount,” Dave explains. As a line of business owner, if I want to do something, I can find the money from headcount.” ” If I want to pay for an AI SDR, I know where to get the money. ” Is Customer Success Dead, Now That it Reports to Sales?

Headcount 269

Headcount SaaS AI Pricing 269

SaaStr

JUNE 25, 2025

57x revenue growth with only 3x headcount growth). The Numbers : Wealthfront’s headcount grew only 3x while revenue grew 57x over the past decade – a testament to the scalability of their pure-digital approach. That’s over $1m in revenue per employee. UBS acquisition in 2022, choosing to remain independent.

Scale 238

Scale Headcount Business Model Acquisition 238

SaaStr

JANUARY 2, 2025

Salesforce: Actually We’re Going to Hire 2,000 Sales Execs Now To … Sell AI At most B2B companies, 35%+ of the headcount is in sales and its often the largest functional area. Salesforce itself is hiring 2,000 sales execs this year to sell its AI platform, AgentForce. Even in a more efficient world.

Sales Hiring 329

Sales Hiring Scale Headcount AI 329

SaaStr

MAY 2, 2025

When asked about reports of 30% headcount reductions in many contact centers within just one year due to AI replacing human headcount, Benioff confirmed he’s exploring similar efficiencies at Salesforce. Contact Center Transformation Is Leading the Way in AI The contact center at the bleeding edge of AI transformation.

AI 248

AI Enterprise Scale Airlines 248

SaaStr

JULY 8, 2025

Shopify : CEO Tobi Lütke just issued an ultimatum to all employees: “Teams must demonstrate why they cannot get what they want done using AI” before asking for more headcount and resources.

AI 278

AI ChatGPT Headcount Software Review 278

SaaStr

JULY 15, 2025

The ones who are glorified account managers can be replaced or just allocated to sales’ budget and headcount. The Productivity Paradox: Engineering Engineering: 0% Headcount Reduction, 20-40% Productivity Boost The Counterintuitive Reality : AI isn’t reducing engineering headcount at top-performing companies.

AI 252

AI Sales Hiring Scale B2B 252

How To Buy Saas

MAY 21, 2025

Ideal Use Case: Lever is best suited for companies that are in scale-up mode for example, a tech company that just got funding and plans to double its headcount, or a mid-market firm expanding into new markets. These organizations often need to fill roles rapidly and continuously, and cant rely only on inbound applicants.

Systems Review 52

Systems Review Sales Recruiting Sales Hiring Technical Review 52

Sales Hacker

JANUARY 7, 2025

Scott Barker: Do you think AI is going to reduce our overall headcounts on revenue teams? Or do you think that it’s just going to, maybe that the rules will shift and we’ll have more of these like GTM architects and quarterbacks that are overseeing these different motions?

Outsourcing Services 115

Outsourcing Services Scale Outsourced Development AWS 115

SaaStr

JUNE 17, 2025

36% of companies reduced SDR/BDR roles while 34% increased Professional Services teams and 28% increased Account Executive headcount. The Key Insight : Sales teams are undergoing strategic workforce rebalancing.

Scale 194

Scale AI Investment Scaling 194

SaaStr

JULY 1, 2025

Real Productivity Gains : 30% of Microsoft’s code is now generated by AI while their headcount actually peaked and is declining. while keeping headcount flat. Companies using AI support are seeing 40%+ headcount reductions while improving customer satisfaction. Revenue keeps growing.

AI 185

AI Software Review Technical Review Sales Hiring 185

SaaStr

JUNE 27, 2025

while keeping headcount flat Why This Matters : We’re entering an era where the best companies will generate more revenue with fewer people.

AI 249

AI Scale Headcount Revenue 249

Chart Mogul

MAY 29, 2025

Boosting sales rep efficiency Every inbound lead is enriched with key context, like headcount, HQ location, and business type, so our reps can prioritize the right accounts and tailor their outreach from the start. This means less guesswork, faster qualification, and fewer missed opportunities.

AI 52

AI Data Headcount Payment Features 52

ChurnZero

JANUARY 17, 2025

Your CFOs focus on efficiency and profitability means that theyll be open to collaborating on efficiency opportunities that dont necessarily involve headcount cutssuch as leveraging AI and automation to increase customer value delivery at scale. 3: Take these initiatives to collaborate better with your CFO.

Customer Success 52

Customer Success Benchmarks Headcount Scale 52

Payrix

APRIL 10, 2025

The typical trade and field service business relies on revenue from sales and service to run operations, manage headcount, and drive operational growth. However, these profit levers alone may not be enough to help a business achieve its true potential.

Payments 100

Payments Payment Services Outsourcing Services Payment Solutions 100

SaaStr

APRIL 1, 2025

Wiz discovered a direct correlation between territory size and productivity: the tighter the territories, the more effective their sales team became. Despite all the sales tech we’ve deployed in the past decade (Gong, Outreach, etc.),

Scale 208

Scale Sales Hiring Underperforming Technical Team Headcount 208

BetterCloud

APRIL 24, 2025

Looking to help your IT team without adding headcount? Registration is now open for the State of SaaS webinar where Jesse Levin will share the top 10 must know statistics for you to succeed this year! Save your seat. Were here to help with the only unified SaaS management platform on the market. Book a demo today.

Cybersecurity 52

Cybersecurity Artificial Intelligence Headcount Government 52

BetterCloud

MARCH 17, 2025

Allocations can be manual or automatic, depending on the headcount of users. Once you’ve identified your software spending through BetterCloud’s financial and accounts integrations, you can allocate a SaaS budget to different departments.

Technical Review 52

Technical Review Strategy Marketplace as a Service SaaS 52