Anna Baird / CRO / Outreach Amy Appleyard / SVP Global Sales / Malwarebytes Michelle Benfer / VP, Head of North America Sales / HubSpot Tony Benvenuto / SVP of Sales West / Seismic Hear from CROs and sales leaders at rapidly growing SaaS companies talk about lessons learned when scaling their sales teams, the importance of BDRs, key hires and when to prioritize them, and more. Topics may include: Why BDRs/SDRs have the hardest, but one of the most important, positions in B2B sales. How can fast-paced SaaS companies retain BDR/SDR talent by keeping them motivated, focused, and constantly-learning? How young SaaS companies can develop a sales hiring strategy to accommodate explosive growth, new markets, and changing priorities. Growth inflection points SaaS leaders should look for that indicate when it’s time to fill crucial sales leadership roles. Interview and recruiting strategies to vet salesperson talent and resiliency, ranging from junior BDRs/SDRs to seasoned sales VPs.

1. Anna Baird
CRO
Outreach
@outreach_io
Tony Benvenuto
SVP, Sales West
Seismic
@ToneBenvenuto
Amy Appleyard
SVP, Global Sales
Malwarebytes
@AmyAppleyard1
Michelle Benfer
VP, Sales
HubSpot
@HubSpot
Don’t Sleep on BDRs
Lessons in Scaling a Sales Team from SaaS Sales
Leaders

2. SALES PROFESSIONALS
ARE IN-DEMAND
700,000 open sales positions, up 65% YoY
(source: Wall Street Journal)

3. Recruiting and Retaining
With respect to BDRs and junior salespeople,
focus on:
● Professional development
● Skills training
● Career pathing
● Culture building

4. REFINE YOUR BDR MOTION
AS YOU GROW
One model doesn’t fit all SaaS companies

5. Wrapping Up
Key takeaways:
● To fill the abundance of open positions,
promote from within
● Offer professional development and new
career opportunities to retain entry-level
salespeople
● Leverage BDRs as a way to diversify your
company from the ground up

6. THANK YOU