What is the most critical thing a new sales leader can do in a SaaS company to scale revenue once they get to 1M ARR?
Bring in a few good reps.
Put in decent processes to train and scale them.
Even at just $ 1m ARR, it’s a hiring game. To go from $ 1m to even just $ 3m in a year, and add $ 2m net, then at say a $ 500k yielded quota, you’re gonna need 4 reps. And that’s just to hit the plan for this year. If you want to go to $ 6m next year, then by the end of this year, you’ll need 6 reps to keep up with the Q1 next year plan.
Hiring 4–6 strong reps isn’t easy. Then on boarding and training them is work.
That’s job #1.