Jason Lemkin founded and sold Echosign for over $100 million to Adobe. He now invests in and writes about SaaS and B2B startups. What you will learn: -The 48 types of VPS and how to tell which one is right for you. -Luring and selling your VPS to work for you. -Compensation and goals for your VPS. -Asking the right questions to your VPS in the hiring process. Visit SalesHacker.com for more sales hacks, tips, and tactics.

1. How To Hire Your
(First) VP, Sales
And Not Screw It Up
Jason M. Lemkin
Sales Hacker Conference ‘13

2. Non-Scientific Study:
70% of SaaS First VP Sales
Don’t Make it 12 Months
Reason #1:
Wrong Hire for Your
Stage

3. Non-Scientific Study:
70% of SaaS First VP Sales
Don’t Make it 12 Months
Reason #2:
You Start Too Late

4. Non-Scientific Study:
70% of SaaS First VP Sales
Don’t Make it 12 Months
Reason #3:
Your Expect Your
VP Sales to Be A
Magician. Instead
of a Manager.

5. Non-Scientific Study:
70% of SaaS First VP Sales
Don’t Make it 12 Months
Reason #4:
Pipeline Doesn’t
Mean Cr*p In
A Start-Up.

6. Non-Scientific Study:
70% of SaaS First VP Sales
Don’t Make it 12 Months
Reason #5:
Your VP Sales Must Be Accretive.
Not a Cost Center.
Key: Increase Revenue Per Lead.

7. How To Make Your VPS a
Success – On Every Level:
•
•
•
•
•
Start Early. As Soon As You Have 10
Customers.
Don’t Settle. Must be Stage
Appropriate – and Have Done It for
Real.
Do It Yourself First. Only then will
you know.
Pay Very Well. But only for success.
Trust. You must trust your VP, Sales.

8. How To Make Your VPS a
Success – On Every Level
• Much more:
• www.saastr.com
saastr.quora.com
www.stormventures.com
Jason M. Lemkin
Sales Hacker Conference ‘13