SaaStr

SEPTEMBER 26, 2019

Building a sales team that can go from $0-$50M (Video + Transcript). Gaetan Gachet | SVP of Sales @Algolia. It’s an honor to be here with this mythical creature, this sales leader that goes from zero to 50 million in the same job. He has a whole French sales team and office that only speaks English in Paris.

Scale 150

Scale Sales Hiring Sales Recruiting Technical Advisors 150

SaaStr

JULY 10, 2021

Then we needed to hire a sales guy who had experience selling to enterprise. We got the guy who ran enterprise sales at Rackspace. Nikos : In your case, I understand your company also shifted slightly on the market, like from SMB to bigger customers. Dan : We’d start it with sales. Craig : Yeah. That’s it.”

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Sales Hiring Underperforming Technical Team Development Team Review CTO Hire 264

SaaStr

JUNE 26, 2024

Growth is still good for them, but they had no net new customers last quarter. Even though HubSpot grew 23% at $2.5B, there was weaker demand and longer sales cycles, and they had to do pilots with CEOs and CIOs. HubSpots NRR has fallen to 100%, so to grow 23%, they must add 23% net new customers. UiPath saw a huge drop of 30%.

CTO Hire 147

CTO Hire AI Venture Capital Sales Hiring 147

SaaStr

SEPTEMBER 18, 2020

Jason Lemkin: 50 reps in a new city that you’ve never met, and hired in 60 days when you’re in the low millions ARR. You don’t really do it, but it goes through your mind because you’re the VP of sales and marketing and product. And our sales reps were demoing them, and customers were kind of using them.

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Sales Hiring CTO Hire Scale Investment 246

Sales Hacker

JANUARY 21, 2020

This week on the Sales Hacker podcast, we speak with Angus Davis , VC and Partner at Foundation Capital. Subscribe to the Sales Hacker Podcast. SMB Sales & SDRs at (Smaller) Scale [18:20]. Sam Jacobs: Welcome to the Sales Hacker Podcast. Angus is an amazing person — who never went to college. We’re on iTunes.

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Payment Methods Scale CTO Coach SMB 63

SaaStr

FEBRUARY 5, 2025

The key takeaway is that full automation is the new expectation, and it takes time and resources to build, but the cost will go down with advancements in technology and infrastructure. The next iteration of the AI agents is to have a conversation with an AI that is trained to do sales when the chat bubble comes up.

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New CTO CTO Artificial Intelligence Technical Review 173

ChurnZero

DECEMBER 9, 2022

Additionally, “leapfrog” candidates—those who come from a level below the C-suite, such as senior vice presidents—now make up roughly 5% of new chief execs. Q: Based on your acquisition experience, are for-sale businesses focusing on the customer and NPS? We had to say: what does SMB want? It gets quite complex.

CTO Coach 52

CTO Coach Customer Success VP of Engineering CTO Hire 52

Mucker Capital

APRIL 6, 2023

If you're generating something that's brand new, like a brand new category, nobody understands about it. Today, a lot of the PLG SaaS tools require sales motion upfront because nobody understands those tools. Those types of tools actually require work in the initial days of the sales motion. You need a lot of education.

Startup 52

Startup Scale CTO Hire Outsourced Development 52

SaaStr

MAY 27, 2024

His best deals by cash are: Sales Loft : $2.5 He didn’t predict that Sales Loft, Pipe Drive, and Harry’s would be his top three cash returners. He also learned that some founders just can’t lose, like Kyle from Sales Loft. billion cash, $100 million ARR. Pipe Drive: $1.5 billion cash.

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CTO Hire Development Team Review Software Review Technical Review 297

SaaStr

AUGUST 15, 2020

362: The Future of the Customer with Bernadette Nixon, CEO @ Algolia, Jay Snyder, Chief Customer Officer @ New Relic, and Nick Mehta, CEO @ Gainsight. Nick Mehta: On a boat in Rhode Island and then our second guest Jay Snyder, who just recently took over as Chief Customer Officer of New Relic, publicly traded SaaS company.

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Payment Methods Merchant Services Scale Payments 273

SaaStr

DECEMBER 3, 2020

403: Sam Taylor is the VP of Sales and Success @ Loom, the startup that helps you get your message across by making it easy to record instantly shareable videos. As for Sam, prior to Loom, Sam spent over 4 years at Salesforce following their acquisition of Quip, a startup Salesforce acquired for $750M where Sam was also the 1st sales leader.

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Scale Sales Hiring Sales Recruiting Sales 252

SaaStr

MARCH 12, 2019

Erica Schultz is Chief Revenue Officer @ New Relic, the company that gives you the real time insights your software driven business needs to innovate faster. Prior to their IPO, New Relic raised over $214m in funding from some of the best in the business including Benchmark, Insight Venture Partners and Blackrock, to name a few.

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Scale Enterprise Scaling Sales Hiring 214

SaaStr

MAY 2, 2019

And then the sale will commence as far as the people and this was, we were multiple millions of dollars of revenue until I took the first call. Vlad: So what’s the new reality? So we needed to kind of get the new mindset going. Vlad : Well we did have to hire a new CFO. Jonathan : Oh wow. Vlad : So yeah, from investors.

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Scale Business Sales Hiring CTO Hire 207

SaaStr

MARCH 3, 2025

The All-Team Roadmap Rule : Neo4j discovered that involving every team member in roadmap prioritization and ensuring everyone gets at least one priority item per release cycle increased adoption of new features by 47%. At SaaStr Annual Neo4j’s CTO Philip Rathle shared their playbook for scaling from $0 to the first $100M.

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Scale New CTO CTO Scaling 260

Sales Hacker

DECEMBER 10, 2024

Martin brings a wealth of experience in building and scaling sales teams, developing effective go-to-market strategies, and navigating the challenges of startup growth. 14:58) The evolution of Levelset’s sales motion and pricing strategy. (29:06) 29:06) The importance of sales playbooks and codifying the sales process. (35:30)

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Scale Sales Hiring Scaling CTO Coach 116

SaaStr

JULY 19, 2019

Previously, Peter was also the CTO/CIO of CBS Interactive where he brought CBS into the cloud. At Sun, Peter was the CTO of the Liberty identity consortium that designed SAML 2. In terms of timing, how should entrepreneurs think about whether to start at SMB and move to enterprise or start enterprise and move to SMB?

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VP of Engineering CTO Hire Technical Review Sales Hiring 159