SaaStr

SEPTEMBER 7, 2022

How do you build a sales organization from scratch? What about moving from founder-led sales to building a sales team and scaling your revenue growth? Build a predictable sales process. Before you hire your first sales reps, you need to have a justifiable reason to do so. Scraping LinkedIn.

Sales Hiring 246

Sales Hiring Scale Revenue Sales 246

SaaStr

MAY 22, 2022

The #1 Mistake I See Founders Make When They Hire Their First VP of Sales. SaaStr 552: 5 Lessons on Building Your Sales Organization for Scale with Than Hancock, EVP of Sales @ Podium and Carlie Adams, Head of West Coast Sales @ Podium. Cloud Stocks May Be Down. But the Cloud Remains on Fire. That Matters More.

Scale 306

Scale Sales Hiring Payment Features Marketing 306

SaaStr

MAY 23, 2022

Let go of your bottom 20% of sales reps, concentrate leads in the best reps. This always gives you both a top-line boost (the top reps close more per lead), and gives you room to hire more reps at the same budget (to replace the 20%). They hire mediocre folks on their team. But you can’t cut your way to growth. More here.

Sales Hiring 325

Sales Hiring Management Airlines Venture Capital 325

SaaStr

FEBRUARY 16, 2019

Both of which require … invoicing. The invoice is sent out, and … the start-ups just … wait. And let me tell you, 50%+ of the time, those invoices don’t just pay themselves. What I see these days more and more is start-ups not paying attention to accounts receivable, invoicing, etc.

Sales Hiring 267

Sales Hiring Payment Features SaaS Payments Payment Solutions 267

SaaStr

DECEMBER 7, 2020

Atlassian and AWS, two of the greats, may hold a clue: Atlassian and AWS Say: “Maybe Worry a Little Bit” 4. “A Framework For Your First SaaS Sales Comp Plan” A SaaStr Classic, still going strong in 2020. A Framework For Your First SaaS Sales Comp Plan. What Makes a Great VP of Sales and How to Hire One.

Venture Capital 336

Venture Capital Sales Hiring AWS Cloud 336

FastSpring

MARCH 15, 2021

Do you know what’s better than one sale? Multiple sales that happen automatically. That’s the beauty of subscription models. While implementing a subscription model means ongoing revenue, it also brings up many challenges for managing those subscriptions. Why Shift to a Subscription Revenue Model.

Payment Features 147

Payment Features Payment Services Subscription Payment Solutions 147

SaaStr

MAY 15, 2022

A 4 Point Test To Know If You Are Ready to Hire BigCo Folks. SaaStr 552: 5 Lessons on Building Your Sales Organization for Scale with Than Hancock, EVP of Sales @ Podium and Carlie Adams, Head of West Coast Sales @ Podium. Unlocking Growth in the Internet Economy: a Perspective from Stripe Head of Invoicing, Suzanne Xie.

Scale 277

Scale Sales Hiring Payment Features Marketing 277

SaaStr

NOVEMBER 28, 2022

was pretty simplified, mostly made up of annual or monthly subscriptions. From 2010 until 2015, the SaaS world was becoming more complex with the introduction of static bundles and recurring revenue as an addition to the annual/monthly subscription model. Hire ahead of the curve. Hire for where you want to be.

Scale 246

Scale Finance Sales Hiring Scaling 246

SaaStr

JULY 15, 2022

Jason Lemkin: You certainly can hire a whole content team and build 10,000 pieces of content, but I will tell you what I have always seen work is one incredible piece a week. Jason Lemkin: I’ll answer it, but are you thinking more on sales or technology or broadly speaking in the question? That’s a great example.

Scale 298

Scale Outsourcing Services Sales Hiring VP of Engineering 298

SaaStr

SEPTEMBER 19, 2023

This is where traditional SaaS methods like subscription pricing only, driving growth through headcount only, or a pure sales GTM strategy only live. PLG is about investing in product and data instead of sales and marketing. Another huge cost of goods or sales is Cloud spend. You don’t want to be there.

Business Model 306

Business Model SaaS Payments Payments Headcount 306

Sales Hacker

JANUARY 22, 2020

If you think sales is a simple job, I have a few hundred professional connections who would like a word with you. There’s a range of key skills that separate the best from the rest, and success belongs to companies who can identify and hire reps who have those precious skills. By mastering your sales interview questions.

Sales Hiring 103

Sales Hiring Interviewing Underperforming Technical Team Sales Recruiting 103

SaaStr

JULY 11, 2023

How do you win with a high-velocity sales strategy in a fast-moving, competitive market? In a special session of Workshop Wednesday, Gorgias Founder & CEO Romain Lapeyre and Gorgias VP of Sales & Partnerships Aasif Osmany share their learnings, advice, and hacks for optimizing your sales process. Sign up for free.

Sales Hiring 203

Sales Hiring SMB Sales Recruiting Payment Methods 203

SaaStr

AUGUST 21, 2024

Shopify and Bill both also get the majority of their revenue from financial fees and transaction fees, not software subscriptions. Only Grew Sales & Marketing Expense 12%, and Cut R&D (Product + Engineering) and G&A Expenses Toast has gotten to profitability by truly holding the line on headcount and revenue expenses.

Scale 306

Scale Payment Methods SaaS Payments Payment Solutions 306

SaaStr

APRIL 2, 2019

She will share her top 5 lessons learned in building and scaling SaaS businesses from $1M to $500M in ARR including expanding to serve upmarket customers, moving from product to platform, and how to hire well to drive breakthrough customer experiences and business growth. Where are your apps, where do you need to hire?

Scale 248

Scale Sales Hiring Scaling Strategy 248

SaaStr

JANUARY 24, 2024

She was hired because they saw a bit of softening in new business growth, and she came to help diagnose what was going on and help scale the business. Lattice had a product-led growth flow on the website while the sales team was still trying to sell the PLG companies The good news is Lattice had a lot of activity and initiatives at play.

Scale 278

Scale Sales Hiring Scaling Revenue 278

SaaStr

NOVEMBER 26, 2019

Hear from Duo Security’s VP of Inside Sales America on how to build a $2.3B sales team. Jennifer Lawrence | VP, Inside Sales @ Duo Security. Today I’m going to start by telling you a little bit about me, a little bit about Duo, and then the secrets to building a killer inside sales org.

Scale 295

Scale Sales Hiring Underperforming Technical Team Sales 295

SaaStr

MARCH 12, 2019

What is sales? What is sales? Isn’t sales really around customer value creation? Sales is not about revenue generation, it’s around customer value creation. Why are we so obsessed with sales being focused on revenue? We have the subscription revenue. The subscription economy.

Scale 265

Scale Sales Hiring Revenue VP of Engineering 265

SaaStr

JANUARY 7, 2021

In this episode, David Skok , General Partner @ Matrix Partners , uncovers the crucial step missing when it comes to finding product-market fit for B2B companies, how to set-up your sales team for success early on, and what metrics really matter when it comes to a payback period. Finding the right VP of Sales can be an especially hard task.

Scale 298

Scale Sales Hiring Scaling B2B 298

Chart Mogul

JANUARY 9, 2025

So read on, and hopefully, your SaaS sales journey will be less about trial and error and more about steady progress toward success. Whats important to note is that each model targets a distinct customer persona and, therefore, has a unique approach to the customer journeyfrom brand awareness to sales and, ultimately, conversion.

Scale 52

Scale Sales Hiring Startup Sales Recruiting 52

SaaStr

AUGUST 19, 2022

So the new sales leader is trying to figure out, can we go further up market? There can be exceptions, but you’d have to be the world’s best sales and marketing team to have exhausted your TAM, right? You probably hired a head of sales before a true head of marketing is my guess, right? Jason Lemkin: Okay.

Scale 277

Scale Sales Hiring Scaling VP of Engineering 277

SaaStr

FEBRUARY 2, 2022

And yet since it often takes a few years to get there, decay also sets in: Often, only some of the sales reps can really sell. You don’t really hire the great VPs, and so leads stall. If you feel like you are behind hiring those key VPs, you are. The competition takes notice, and starts entering your space. Decay sets in.

Scale 287

Scale Sales Hiring B2C Mobile 287

SaaStr

JULY 25, 2021

They talked about product adoption, sales alignment, freemium models and lessons they have learned throughout their successful SaaS careers. As two CEO who love the art of sales and scaling, this one really was special. I should have hired someone in some role like six months ago, a year ago.

Sales Recruiting 264

Sales Recruiting Sales Hiring Scale VP of Engineering 264

SaaStr

DECEMBER 14, 2020

Folks churn out of their Verizon plan, their Netflix subscription, etc. In a low-end subscription model for a tool, not a solution (e.g., Yes, accounting will keep recognizing the revenue on an annual contract. Do monthly cross-functional (not just sales team) Lost Deals meetings. Hire more experienced talent.

Churn 362

Churn Sales Hiring Systems Review B2C 362

Intercom, Inc.

AUGUST 29, 2019

In this week’s episode we’ve dug down into the podcast vaults to bring you some of the best insights shared by our guests about scaling sales. It’s no surprise that one of the key levers for growth as you go from startup to scale-up is your sales team. Hiring for sales with John Barrows.

Scale 172

Scale Sales Hiring Scaling Payment Services 172

SaaStr

FEBRUARY 25, 2020

Just like filing your income tax returns or hanging that state-mandated safety poster up in your break room, sales tax is a back-office pain point, not a profit center. . That makes sales tax compliance easy to ignore… until it becomes a problem. . Why is sales tax such a pain for SaaS companies? There are a few reasons.

Merchant Services 207

Merchant Services Technical Review Scale Sales Hiring 207

SaaStr

APRIL 27, 2023

Organizations using Bob are able to accelerate hiring, retain the best talent, and elevate employee engagement. QuotaPath is the most adaptable compensation solution to bring Sales, RevOps, and Finance all on the same page. Spendflo offers the best buying, negotiation, renewal & tracking service for your SaaS subscriptions.

Cloud 264

Cloud Scale Startup Sales Hiring 264

SaaStr

OCTOBER 5, 2022

Combining product-led growth (PLG) with enterprise sales is a multiplier effect. When engineered right, combining PLG motions with enterprise sales accelerates growth by engaging with different customers in precisely the way they want. Most companies, however, think they must choose between product-led and enterprise sales.

VP of Engineering 245

VP of Engineering Scale Scaling Sales Hiring 245

Totango

DECEMBER 13, 2022

As subscription models and recurring revenue become the norm for both SMBs and enterprise solutions, customer success is becoming an essential part of businesses across the globe. Speaking of the team, hiring presents a great opportunity to reassess the skills and expertise that will help you meet your goals. Let’s get aligned.

Sales Hiring 99

Sales Hiring Sales Recruiting Scale Customer Success 99

SaaStr

JANUARY 5, 2022

There’s no denying that renewals are the most important motion in SaaS and subscription. Every customer-facing team is on the renewals team: customer success, sales, product, customer support, marketing, and of course, renewals. Maximize and optimize for Account Executive productivity. That work is never done. Key takeaways.

Scale 306

Scale Scaling Sales Hiring Software Review 306

Intercom, Inc.

JULY 29, 2021

Ever since he was hired as the Director of EMEA Sales at BrowserStack , a web and mobile testing platform that lets developers test their websites and mobile applications across browsers, operating systems, and mobile devices, he had to completely rethink how to successfully onboard hundreds of salespeople just as everyone was going remote.

Sales Hiring 223

Sales Hiring Scale Sales Recruiting Underperforming Technical Team 223

Totango

OCTOBER 20, 2022

Hiring team members with the right customer success manager skills is critical for the effectiveness of your CS team and strategy. Here we’ve identified the 13 most essential qualities to consider when hiring a CS manager. What Skills Are Required for a Customer Success Manager? Persuasion Skills.

Sales Hiring 97

Sales Hiring Customer Success Sales Recruiting Technical Review 97

ChurnZero

JANUARY 24, 2022

Building a business from the ground up always has its challenges, but maintaining a subscription-based business can be particularly difficult due to its ongoing nature. One of the most effective ways to run a subscription-based business is through a customer-centric strategy. You might be wondering, what is customer centricity ?

Payment Features 98

Payment Features Subscription SaaS Payments Payment Services 98

Chart Mogul

SEPTEMBER 17, 2020

While I was researching this topic, I reached out to our Customer Success and Sales teams to see if many customers were coming to them with questions about MRR. Because MRR is based on subscriptions, it has a strong forward-looking element. Example: A customer pays $60 for an annual subscription. How do you calculate MRR?

Payments 145

Payments Revenue Payment Features SaaS Payments 145

SaaStr

JULY 5, 2019

The Ultimate Guide to Scaling, Sales & Raising Capital (i.e., Important math and SaaS sales physics here to understand. #6. A look at what it takes to do enterprise SaaS sales at scale. #8. Why Your Cost of Sales Generally Doubles as You Scale. What Your First 100 Hires Will Look Like. More Than a Good Re p.

Sales Hiring 199

Sales Hiring Scale Venture Capital Acquisition 199

Intercom, Inc.

FEBRUARY 11, 2020

3: Proactively monitor and manage value. By the time that a user has cancelled a subscription or stopped using your product, it’s always going to be an uphill battle to get them back. If your company has an account management team, this scorecard can form the basis for high-impact business reviews with customers.

Retention 282

Retention Sales Hiring Churn Onboarding 282

SaaStr

NOVEMBER 28, 2019

The people you hired, the culture you make, the first 10, 20 hires really make the rest of the culture of the company. Felix : And then kind of as we raised our series B round where we said, okay, let’s try to build a really good and successful company, that’s when we shifted to a hundred percent subscription.

Sales Hiring 195

Sales Hiring Scale Sales Recruiting Government 195

Clouded Judgement

JUNE 19, 2024

Sales Efficiency: Gross Margin Adjusted CAC Payback Demonstrating the ability to efficiently acquire customers is the fifth aspect of a successful quarter. In theory, any growth rate is possible with an unlimited budget to hire AEs. To calculate implied ARR I take the subscription revenue in a quarter and multiply it by 4.

Cloud 318

Cloud GCP(Google Cloud Platform) Software Azure 318