Tom Tunguz

SEPTEMBER 8, 2022

It formed the basis for a career at HubSpot predicated on consistent quantitative analysis to scale the go-to-market, which he detailed in the Sales Acceleration Formula in 2015. I think it’s still one of the best books on how to repeatably scale sales teams. What would the chart above look like for your sales team?

Sales Hiring 349

Sales Hiring Sales Recruiting Scale Marketing 349

SaaStr

OCTOBER 30, 2022

SaaStr 602: Secrets To Combining PLG and Enterprise Sales with Grammarly CEO Brad Hoover. ?. SaaStr 603: SaaStr CRO Confidential Presents the Ultimate Guide to Sales Compensation, Quotas and Recruiting with SaaStr CEO and Founder, Jason Lemkin. Secrets To Combining PLG and Enterprise Sales with Grammarly CEO Brad Hoover.

Sales Recruiting 306

Sales Recruiting CTO Compensation Software Review 306

SaaStr

JULY 21, 2020

Have Your Team Present More, and You Less. Your investors and others will learn a lot more hearing about sales from your VP of Sales, your CTO co-founder … and not you. This also will make you appear to be a much stronger manager. This also will make you appear to be a much stronger manager.

Sales Recruiting 363

Sales Recruiting New CTO Scale CTO 363

SaaStr

FEBRUARY 26, 2021

Brendon Cassidy, my VP of Sales wrote a version of this piece a while back. I though an updated version of this would be good for founders thinking about hiring a VP of Sales … VPs of Sales themselves … and VPs-to-be to read — Jason, ed. … 10 Rules to Being a VP of Sales in a Startup.

Sales Hiring 306

Sales Hiring Sales Recruiting Startup Sales 306

SaaStr

APRIL 16, 2021

Support and partner with sales. Having a CMO that is present, that is visible, is great for recruiting and much more. Own brand & brand positioning. It’s a big job. And part of being a good marketer is … well, marketing yourself. Many of the top CMOs are out there are always marketing. And that’s good.

Sales Recruiting 338

Sales Recruiting Sales Hiring Branding Product Marketing 338

SaaStr

SEPTEMBER 23, 2021

Dig deeper on a lot of titles during recruiting. A "VP of Revenue" often knows nothing about inside sales or building a sales team. A "CRO" often doesn't want to do sales anymore. A “VP of Revenue” for a VP of Sales job. But marketers never, ever know how to do sales.

Sales Hiring 328

Sales Hiring Sales Recruiting Growth Hacking Product Marketing 328

SaaStr

JULY 11, 2020

When I catch up with founders on the march from $1m to $10m in ARR, the number one topic has always shifted to recruiting. Where do i find a great VP of Sales, Marketing, Engineering, Product, Customer Success, etc.? Some times, it seems like simply building a management team is all you have time for. jasonlk) July 10, 2020.

Sales Recruiting 363

Sales Recruiting Management Engineering Customer Success 363

SaaStr

NOVEMBER 13, 2022

SaaStr 604: SaaStr CRO Confidential Presents How to Fundraise in Late 2022 with SaaStr CEO and Founder, Jason Lemkin. SaaStr 603: SaaStr CRO Confidential Presents the Ultimate Guide to Sales Compensation, Quotas and Recruiting with SaaStr CEO and Founder, Jason Lemkin. Hosted by Sam Blond, Partner at Founders Fund. ?.

Sales Recruiting 296

Sales Recruiting AWS Compensation Enterprise 296

SaaStr

SEPTEMBER 28, 2024

Kyle Norton CRO of Owner is kicking off a new podcast for Pavillion with revenue leaders, and we were lucky enough to be guest #001 here: It’s a great convo on many SaaStr themes — but from the perspective of a VP Sales / CRO. Prepare your presentations with this in mind, balancing metrics with high-level strategic insights.

Technical Review 303

Technical Review Sales Hiring Sales Recruiting Revenue 303

SaaStr

AUGUST 11, 2021

A ways back at SaaStr, we did a post “If Your VP Sales Isn’t Going to Work Out — You’ll Know in 30 Days” At first, so many VPs of Sales I know hated the post. A great VP can’t always double sales in a month or two. Now first, this trick requires you have your VPs present at board meetings.

Sales Recruiting 312

Sales Recruiting Scale Sales Hiring Scaling 312

Kellblog

FEBRUARY 16, 2022

Emboldened by this seeming endorsement, I dashed off what turned into a lengthy email on interviewing and recruiting, a topic about which I am passionate not because I think I am good it, but because I think I am not. Thoughts on The Recruiting Process. Remember it’s a mutual sales process. Consider a try-and-buy.

Sales Recruiting 110

Sales Recruiting Interviewing Sales Hiring Finance 110

SaaStr

JULY 18, 2023

Some engineers by training, others in sales or product originally. But a few uniting characteristics of the very best: Relentless Recruiters. You have to be constantly recruiting the best. The best founders usually spend at least 20% of their time recruiting. Some ruthless with competition, some more zen about it.

Sales Recruiting 246

Sales Recruiting Scale Scaling Engineering 246

SaaStr

MARCH 17, 2021

The other day, I met with a great founder who talked with me about how he was about to top his VP of Sales. in ARR in pretty short order, recruiting a great small team of reps under her, and had really nailed the formula. Or for another example, let’s look back at the Algolia’s CSO presentation at SaaStr Europa.

Sales Hiring 312

Sales Hiring Sales Recruiting Scale SMB 312

SaaStr

AUGUST 7, 2021

At a minimum, just delete this slide if you are presenting to any VC fund > $60m or so in size. If I wouldn’t work for you … then I can’t help you recruit folks that will. You’re in sales. Recruit the VPs? CEO Doesn’t like Sales — and The Hunt. And/or Late. This is just me.

Sales Recruiting 342

Sales Recruiting Scale AWS Investment 342

SaaStr

MARCH 25, 2023

So one recent survey we did really brought out a healthy debate: does your VP of Sales really need to be a product expert? Many of the comments said it was more important a VP of Sales understand process and leadership more than the product itself. Be present. They often melt. I say, you just gotta know the product.

Scale 297

Scale Sales Hiring Sales Recruiting Sales 297

SaaStr

MAY 3, 2021

A new edition, new services, an outbound sales team, an account management / upsell team. From $1m to $10m ARR or so, as you build your first management team: You shouldn’t be the VP of Sales Anymore As You Scale. You still need to spend 15-20% of your time in sales. Add a layer. Nor does your team.

Part-Time VPE 290

Part-Time VPE Sales Hiring Sales Recruiting Outsourcing Services 290

SaaStr

MARCH 7, 2021

I thought it would be worth drilling down deeper into each of them, and sharing the learnings and mistakes: 1/ Spending less time fixing things, more time recruiting senior folks to own them. No one spends enough time recruiting as it is, after $1m ARR or so. Yes, you can manage the sales team yourself. You can do this.

Part-Time VPE 299

Part-Time VPE Sales Recruiting Sales Hiring Scale 299

SaaStr

MARCH 3, 2020

Brendon introduces his playbook to hiring the first VP of Sales from his experiences as VP of Sales at LinkedIn, EchoSign, Talkdesk and more. Learn the dos and don’ts to make the correct hire the first time and not rush into hiring the wrong VP of Sales, which can cost the company months or even years. Roughly 90%.

Sales Hiring 232

Sales Hiring Sales Recruiting CTO Hire Scale 232

Sales Hacker

FEBRUARY 20, 2020

Success in sales requires the right skills and a competitive, driven, and personable nature. However, scoring a great sales role takes more than just being confident in your own skills and nature. You have to convince a management team of those things as well. 1) Know whom you’ll be talking to — Sales is all about relationships.

Sales Recruiting 89

Sales Recruiting Interviewing Sales Hiring Sales 89

Kellblog

MARCH 17, 2020

Rephrasing Lewis Carroll, “if you don’t know what you’re recruiting for, any candidate looks great.” ” I liken executive recruiters to Realtors. ” That know-not-what, by the way, is that it’s for sale. Let’s switch to executive recruiting. Sound judgment and maturity.

Sales Recruiting 86

Sales Recruiting Sales Enablement Startup Pricing 86

SaaStr

MARCH 22, 2022

I really appreciate you coming to talk about how to attract, hire, and build a more diverse sales team in your organization. So before I get started, I wanted to talk about something that one of my AEs said in a team meeting, while I was preparing for this presentation. ” And it was such an impactful statement at that time.

Sales Hiring 264

Sales Hiring Sales Recruiting Scale Sales 264

SaaStr

OCTOBER 12, 2020

You can also totally change your sales team. In a way, this is the same point as #1, almost — except you can recruit even more of the team here. The sales team can call back every single prospect, not just the good ones. Do a 20 minute demo, or a customer presentation, or a deep dive. How to Excel in SaaS Sales.

Sales Recruiting 351

Sales Recruiting Sales Hiring Churn Onboarding 351

SaaStr

MARCH 20, 2024

They discuss Sam’s learnings at Founders Fund, what the 2024 playbook looks like, hiring and motivating sales teams, and a handful of audience questions. On the sales side, people hired way too much. More salespeople do not equal more sales. Sam just finished 18 months at Founders Fund after joining in mid-to-late 2022.

Sales Hiring 306

Sales Hiring Sales Recruiting Scale Headcount 306

SaaStr

NOVEMBER 16, 2021

You can find the full slide deck from David’s presentation on Slideshare. In 2008, he founded Yammer, an enterprise software company that David grew to 500 employees and $60 million in sales. Head of Sales. Positions Needed: Enterprise AEs, Mid-Market & SMB AEs, SDRs, Sales Ops, Sales Engineer.

CTO Hire 290

CTO Hire Sales Hiring Sales Recruiting CTO 290

OpenView Labs

APRIL 29, 2021

Recruiting top talent is the common denominator across all scaling startups. Nine out of 10 founders and CEOs I connect with are involved in recruiting on a weekly, if not daily, basis. Many of them are learning on the fly and trying to juggle being CEO and Chief People Officer/Lead Recruiter/Brand Evangelist all at once.

Sales Recruiting 81

Sales Recruiting Outsourcing Services Sales Hiring Scale 81

SaaStr

SEPTEMBER 25, 2020

379: From how many reps to hire, to compensation models, here are the top 10 mistakes founders make when hiring their first sales teams and how to avoid them. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. This episode is sponsored by Outgrow.

Sales Hiring 240

Sales Hiring Sales Recruiting Scale Sales 240

Clouded Judgement

FEBRUARY 7, 2025

Signal can come from many places (sales team notes, customer support tickets, etc) IT Incident Management: Similar to the security alert example. This post and the information presented are intended for informational purposes only. Group related incidents or tickets by severity to help prioritize.

Systems Review 144

Systems Review Cloud AI Artificial Intelligence 144

SaaStr

JULY 13, 2023

At this year’s SaaStr Europa, Jason Lemkin, CEO and Founder of SaaStr, took the stage to answer the audience’s most pressing questions about the present and future of startups. Q: Where Should SDRs Report — Marketing or Sales? A VP of Sales might seem the logical place to have your first SDR team report. It’ll fail.

CTO Hire 242

CTO Hire Sales Recruiting Sales Hiring Scale 242

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. Recruiting is easier, but the things that don’t change are customers don’t care.

Sales Recruiting 264

Sales Recruiting Sales Hiring Scale VP of Engineering 264

SaaStr

AUGUST 23, 2019

Even what we could consider “good problems” need preparation, and it starts by understanding your team and your goals, including knowing when and how to recruit members of your team, and building in a way that compliments your growth. Ep 259: We often focus on the positive sides of growth—but what about taking a look at the ugly sides?

Sales Recruiting 159

Sales Recruiting Sales Hiring Sales Leadership 159

SaaStr

MAY 14, 2023

You have a presentation online that’s called Unsexy, which you’ll have to explain to me later. Daniel, you grew to 3 million in ARR before you hired a VP of Sales. You had all the reps and SDRs reporting to you, managed it all yourself. How’d you manage all that? Nicolas Dessaigne : Right.

Sales Hiring 278

Sales Hiring Sales Recruiting Scale Payment Methods 278

Andreessen Horowitz

FEBRUARY 12, 2024

You were the shoulder I would go and cry on anytime I would have some sort of executive-level problem or executive recruiting problem. We’re coming at it from the lens of not being recruiters. And when you’re in the executive recruiting process, feeling is not scientific. Tell me what the priorities are.”

Sales Recruiting 89

Sales Recruiting Technical Advisors Sales Hiring Underperforming Technical Team 89

SaaStr

OCTOBER 3, 2023

It’s so, so easy to stand out in recruiting if you’ve actually done your homework. I spent a week preparing and about halfway into that I realized that something was off about the pricing page, so I redid it from scratch and presented towards the end of the “workshop” Chalk and cheese I was told afterwards.

Interviewing 278

Interviewing Sales Hiring Sales Recruiting Consulting 278

Incredo

APRIL 8, 2020

After receiving a query, she scans databases from the WHO and CDC, and presents the information in conversational form to the user. . #2 Named Sophie, the digital human is available twenty-four hours a day, seven days a week to answer concerns about the COVID-19 in English, French, Spanish, Portuguese, and Dutch.

Sales Recruiting 269

Sales Recruiting Travel SaaS Sales Hiring 269

Sales Hacker

JUNE 10, 2021

There’s one thing recruiters are unanimous about. It’s that sales representatives are one of the toughest positions to hire for. The demand for sales reps is one of the highest of any job. Our recruitment team at EASI has gotten really good at this. Sales courses are largely absent from college curricula.

Sales Hiring 127

Sales Hiring Sales Recruiting Sales Interviewing 127

Sales Hacker

AUGUST 29, 2019

Have you ever wondered how other sales professionals are tackling their roles? Today, we’re pulling back the curtain on the day-to-day for a sales recruiting firm owner, and for that, we talked to Amy Volas. What You Sell/Quick Pitch: Taking the cringe out of sales recruiting for startups. Structuring their days?

Sales Recruiting 69

Sales Recruiting Sales Hiring Scale Sales 69

SaaStr

JUNE 4, 2019

I actually worked in sales for five and a half years and that’s probably why I have tended to gravitate to B2B marketing. Worked as an AE and then a sales manager. Decided to go to business school, did that for a little bit and then came out in management consulting, a company. So, they’re a B2B piece.

Sales Recruiting 235

Sales Recruiting Scale Underperforming Technical Team Pricing 235