SaaStr

OCTOBER 26, 2021

Intriguing Session Slides: Last but not least: Marketing SaaStr Session #5: “The How and Why of Category Creation and Leadership with BlackLine’s CMO”. Presented By: Vidya Peters – CMO – Marqeta – @vidya_peters. Video: HERE. Presented By: Andres Botero – CMO – Blackline – @BlackLine. Video: HERE.

Scale 344

Scale SMB Marketing Leadership 344

SaaStr

SEPTEMBER 28, 2024

In reality, boards and executives are often reluctant to let go of leadership, recognizing the disruption and challenges that come with replacing key roles. But Jason reveals that these conversations often centre around confidence in your leadership rather than looking for reasons to replace you.

Technical Review 244

Technical Review Sales Hiring Sales Recruiting Revenue 244

SaaStr

NOVEMBER 30, 2023

There’s also a management and leadership layer to enable and coach individual contributors. That’s why getting the right leadership in place is so important. But you have to have the right leadership and org structures in place in those locales, or you’re not going to see the benefit in cost savings. Net dollar retention.

Scale 245

Scale Sales Hiring Scaling Outsourced Development 245

SaaStr

DECEMBER 22, 2024

Databricks’ VP of Sales on “Proven Leadership Frameworks For a High Performing Sales Team” The post 5 Great SaaStr Sessions with Databricks’ CEO, CMO, GM, VPP and VPS! The 7 Biggest Mistakes CMOs Make with Databricks’ CMO Rick Shultz #4. The Top 5 Lessons Learned Scaling Databricks’ to $1.5B

Scale 219

Scale AWS Leadership AI 219

SaaStr

JANUARY 10, 2024

So you need context from leadership to what you ultimately need to deliver on in your function to be successful. When you get everyone on the leadership team in a room to come up with the best ideas, those people take ownership of the ideas. Build the right leadership team based on your company’s core values and hiring principles.

Sales Hiring 263

Sales Hiring Scale Technical Review Leadership 263

SaaStr

JUNE 27, 2024

The Difference Between Kind and Nice Hannah asks how you balance a culture of hiring for kindness with the leadership team’s intensity for hard work, ambition, and getting things done. As you grow, you hire specialists, GTM leadership, sales leadership, and others who have done this at a similar scale or in a similar market.

Scale 217

Scale Sales Hiring Scaling Sales Recruiting 217

SaaStr

DECEMBER 17, 2023

It allows us to deliver reminders, call summaries, suggested next steps, custom prompts and easy to follow workflows directly to our market facing teams and leadership. Momentum powers a ton of automations between SalesForce, Gong and Slack for us.

Scale 262

Scale AI Leadership Innovation 262

SaaStr

DECEMBER 1, 2024

Deeper Bio: Early Life and Education Graduated with a Computer Science degree from The Academic College of Tel Aviv-Yaffo Demonstrated early interest in technology and software development Served in the Israeli Defense Forces’ Intelligence Corps, where he developed technical and leadership skills Early Career Began career as a software developer (..)

Scale 185

Scale SaaS Company Culture Leadership 185

SaaStr

OCTOBER 18, 2024

” What Will AI Change in Go-to-Market “It will lead to a next level of transparency for leadership,” Jason answers. So we should learn from it in sales for leadership, for transparency, for product, because here’s your crystal ball. It will be a big change and a lot of friction.

Sales Recruiting 255

Sales Recruiting Sales Hiring Scale AI 255

SaaStr

AUGUST 16, 2024

years later: They build it to a $200m+ ARR business My co-founder and CTO, the most “start-up”-y guy on the team — is still there The sales team mostly stayed about 2 years after the acquisition, and then went on to sales leadership roles at Brex, Rippling, Gong, Seismic, Talkdesk, Pipedrive and so many other SaaS leaders Several (..)

Startup 264

Startup CTO Leadership Acquisition 264

SaaStr

APRIL 1, 2023

We hired job hoppers that never stayed anywhere for more than 18 months for leadership roles. This data from Carta helps illustrate it: So we cut corners. We stopped doing reference checks. No time, didn’t want to know. We all did, just to get it done. And now we’re paying the price.

Sales Hiring 273

Sales Hiring Investment Leadership Startup 273

Tom Tunguz

AUGUST 14, 2022

The company’s leadership should calculate sales efficiency on the combined OTE (on-target earnings) to quota ratio of these teams. Sometimes, these plans have a minimum contract value plus a bounty. Another structure establishes land account executives & expand account executives. A land AE with a $300k OTE might have a $600k quota.

Startup 290

Startup Construction Sales Compensation 290

SaaStr

SEPTEMBER 24, 2023

Jessica brings nearly 20 years of marketing and leadership experience to Calendly. Jessica Gilmartin is the Chief Marketing Officer at Calendly, where she leads all aspects of marketing including brand awareness, creative, demand generation, and product marketing.

Marketing 268

Marketing Leadership Engineering Enterprise 268

SaaStr

OCTOBER 22, 2023

In 2017, he was named by LinkedIn as one of the top 5 CMOs in the world to follow for thought-leadership in the digital marketing domain. Chandar also spent years at Andersen Consulting (now Accenture) as a strategic advisor to Fortune 500 companies. He is a Strategic Advisor to the CEO of Freshworks. He is on the Board of Directors for R.R.

AI Search 271

AI Search Consulting Leadership AI 271

SaaStr

MAY 29, 2024

It is not an innate skill, even if perhaps some of leadership is. Then I slept on it, and 2 days later said he was right, and would appreciate the opportunity. Management is a set of skills. You gotta learn. The earlier you learn, the better a shot you have at becoming a Director, a VP, and a CEO. And a better founder.

Leadership 227

Leadership Management Business 227

SaaStr

AUGUST 18, 2024

They have “values-anchored leadership.” Who Beefree’s leaders are Getting people together Who Your Leaders Are Many people stay with the company because of the managers they work for. Like Beefree defines behaviors associated with core values, they also define behaviors for leaders. Let’s go back to the example of open-mindedness.

Retention 277

Retention Scale Company Culture Leadership 277

SaaStr

MAY 24, 2024

Finding Alignment: The Role of Marketing in Company Leadership The best VPs of Marketing in SaaS should own a delivery to sales metric and ensure someone cares about the customers, not just upselling. This structure was common among unicorns in 2021, but capital masked the underlying issues.

Sales Hiring 264

Sales Hiring Outsourcing Services Technical Review Scale 264

Tom Tunguz

NOVEMBER 19, 2023

Microsoft has secured its leadership position. The leadership must declare clearly their goals, their team, & their plan for the next few years because OpenAI has confused the market & the employee base with its fast-action, strategic direction changes, & lack of clarity. Where does that put the ecosystem now? in run-rate.

Artificial Intelligence 217

Artificial Intelligence Government AI Leadership 217

SaaStr

FEBRUARY 14, 2024

You Mon Tsang, CEO and co-founder of ChurnZero, Colleen O’Sullivan, VP of Integrated Customer Experience at Hubspot, and Jason Lemkin, SaaStr founder and CEO, give their take on where the customer success industry is headed and shares data from the Customer Success Leadership Study done by ChurnZero at the close of 2023.

Customer Success 250

Customer Success Sales Hiring Scale Headcount 250

SaaStr

NOVEMBER 12, 2023

With a career focused on the intersection of storytelling, media, technology, and advertising, Sarah also previously held leadership roles at Ooyala, Discovery, and Viacom. Previously, Sarah worked at Spotify, where she led a team responsible for marketing Spotify’s advertising business globally.

Advertising 240

Advertising Leadership AI Technology 240

SaaStr

JANUARY 19, 2024

He made many great leadership points, but one in particular rattles around my head a lot and I think deserves its own post: You usually won’t know if you’ve made a 10x hire … when you make the hire. So Auren Hoffman did a SaaStr workshop a few years back that was one of my favorites, I’ve embedded it below. They more often rise up.

Sales Hiring 237

Sales Hiring CTO Hire New CTO CTO 237

SaaStr

MARCH 22, 2024

She was able to get into a leadership position immediately and coach people who were hungry for it in a slightly safer space than more tenured folks. Shifting from an operator and loving operations and data to a sales and revenue leadership role felt like a big jump.

Scale 256

Scale Underperforming Technical Team SMB Finance 256

Buffer Resources

AUGUST 6, 2024

Early in my career, the idea of “thought leadership” wasn’t on my radar. My passion for narrative naturally evolved into a commitment to thought leadership, where I leverage the art of storytelling for myself and my clients to share insights, provoke discussions, and influence change.

Social Media 113

Social Media Business Leadership Sales Hiring 113

SaaStr

OCTOBER 6, 2023

Whatever his strengths, I couldn’t in good faith recommend him for a leadership role, or even one in a real position of trust. I wanted to help, but without a single recent role for more than 24 months, and with him having resigned (not been laid off) from his last role, I just couldn’t.

Leadership 245

Leadership Startup Sales 245

SaaStr

MAY 16, 2024

Every Trusted App with Great Leadership Will Win When you trust an app, and they add in AI, people are willing to use it and pay for it. Every trusted app with great leadership will win. For some, if your product ACV is relatively low and efficiency matters, it could be the difference between having a sales function and nothing.

Sales Recruiting 251

Sales Recruiting AI Search B2B Sales Hiring 251

SaaStr

APRIL 8, 2023

Here’s a list of some of the most popular to dig into: Atlassian’s CRO Cameron Deatsch: “How The Biggest Product-Led Enterprise Company In The World Did It” Skilljar’s CRO: “An Inside View on Hiring Your First CRO” Rippling’s CRO: “Entering a Hyper-Competitive Market” DigitalOcean’s (..)

Scale 269

Scale Sales Hiring SMB SaaS 269

SaaStr

OCTOBER 2, 2023

options: Find a replacement “founder” While this isn’t literally possible, by that I meant someone who can operate at a very senior role and carry the founder-level emotional and leadership role. Basically, you have 2.5 Fake it for a while. This really is the 0.5 option and doesn’t really work for too long.

Startup 249

Startup Banking Leadership Engineering 249

SaaStr

NOVEMBER 18, 2020

As CEO and founders, your job isn’t to meddle in what your VPs and leadership team already know how to do. And even if they do, they are biased in favor of what they did last time. Or at the very least, they are much better at some parts of the job than others. It’s to help backfill the areas they are a little weaker in.

Sales Hiring 363

Sales Hiring Scale SaaS Enterprise 363

SaaStr

DECEMBER 29, 2023

ARR asks Jason how he sees the best companies steering into metrics and KPIs to drive performance at a leadership level. You want every person in your leadership team to have a dashboard they present weekly at e-staff meetings and send out weekly across all departments — Here’s how we did in lead gen, pipeline, etc.

Scale 246

Scale Sales Hiring Customer Success AI 246

SaaStr

MARCH 15, 2023

They’ve also paved the way in running distributed teams at scale, and in ethical leadership. Whether you use GitLab or not to build and manage your software, you’ve at least looked at it and learned from them. And now … they’ve crossed $500,000,000 (!) in ARR, growing a jaw-dropping 58% (!).

Leadership 253

Leadership Pricing Scaling Startup 253