The Official SaaStr Podcast: SaaS | Founders | Investors
SaaStr 789: What to Expect from a New CRO with Kathy Lord, CRO at Zensai and Jason Lemkin, SaaStr CEO and Founder
Jan 22, 2025
In this engaging conversation, Kathy Lord, the CRO at Zensai and former leader at Intacct, teams up with Jason Lemkin, SaaStr's CEO. They dive into what to expect in a CRO's first 90 days, emphasizing the value of a structured onboarding plan. Kathy shares insights on aligning CEO and CRO expectations, the critical differences between a CRO and VP of Sales, and pitfalls to avoid in executive hiring. Tune in for practical strategies and fresh perspectives on scaling SaaS companies effectively!
35:49
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Quick takeaways
- The first 90 days are crucial for a new CRO to build credibility and align with organizational goals through deep engagement and actionable planning.
- Strong alignment between the CEO's expectations and the CRO's skills is essential to avoid miscommunications and drive successful growth in scaling organizations.
Deep dives
Ownership of Demand Generation
In startup organizations, the Chief Revenue Officer (CRO) may take ownership of Demand Generation in early stages, particularly when annual revenue is under $20 million. However, it is essential for the CRO to have a skilled individual contributor focused on this area, as many CROs lack sufficient expertise in demand generation strategies. The role of the CRO should primarily focus on closing deals, while Demand Generation requires a dedicated team to handle complexities and cultural shifts. As companies scale, it becomes crucial to separate the functions of sales and demand generation to maintain focus on revenue generation.
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