A Deep Dive with Denise Persson (CMO) and Chris Degnan (Founding CRO): How AI Transformed Marketing and Sales at Scale at Snowflake When Chris Degnan joined Snowflake as employee #13 and the company’s first sales hire, no one could have predicted the company...
Dear SaaStr: What is the Most Typical Career Path to VP Sales in a B2B SaaS Company? The most typical career path to becoming a VP of Sales in a B2B SaaS company usually involves a steady progression through sales roles, gaining experience at each level while...
We’re back with another deep dive into the shifting landscape of venture capital, and this week we’re joined by a legend who’s seen it all—Roger Ehrenberg. Roger founded IA Ventures in 2008, building one of the most respected early-stage portfolios...
As start-ups get bigger and bigger, leads get distributed more and more ratably — to an extent. Start-ups often move to round robin to distribute leads, then they segment them, and then sometimes territories even now. Should You Round-Robin Leads? Or Make Reps...
Dear SaaStr: What’s a Good Lead-to-Demo Ratio for our SDR:AE Handoff? We have a mid-market sale. Lead-to-demo rate is another critical metric to track, especially for outbound teams. It measures the percentage of leads your team engages with that actually convert...
So a little ways back Harry Stebbings and I did a deep dive on how to build your first sales team. A lot of it was great, some of it needed a refresh, so I updated it and edited it to bring it into 2025. It’s a great quick 20+ minute deep dive on many top...
Dear SaaStr: I’m Joining as VP of Sales at $3m ARR. What Should My Priorities Be? Here’s how I’d prioritize week 1 as a new VP of Sales at a $3M ARR SaaS startup. At this stage, you’re small enough to move fast but big enough that the stakes are real. The goal is to...
So there has never been a “start-up” like OpenAI. Already with 800,000,000+ users and a breathtaking $500 Billion (!) valuation. But it’s also raised and spent epic amounts. So as the chart from FT below shows — all the historic investors...
If you ever think “Should I fire this person?” even once—fire them kindly, but … well … now. This is going to be controversial. But hear me out. I used to think you should give people the benefit of the doubt. Coach them. Give them another...
Anique Drumright, VP of Product for IT at Rippling, shared how Rippling does it at SaaStr Annual + AI Summit. And see everyone at SaaStr AI 2026 on May 12-14 in SF Bay!! Most B2B companies follow the same playbook: Build one product. Perfect it. Scale it. Move slowly...
