The SaaS Podcast: Build, Launch & Scale Your SaaS Founder-Led Sales: Landing Instacart & LinkedIn Without a Sales Team | Nexla
Dec 4, 2025
Saket Saurabh, Co-founder and CEO of Nexla, shares insights on penetrating the enterprise market without prior experience. He reveals his bold 'Enterprise First' approach that attracted big names like Instacart and LinkedIn. Saket discusses the innovative 'Magic Moment' live-coding strategy that clinched major contracts and the difficult decision to cut founder salaries to achieve profitability. His consultative selling techniques and lessons from Nvidia's Jensen Huang offer valuable guidance for navigating complex sales cycles in the SaaS landscape.
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Enterprise First Forces Better Architecture
- Targeting enterprises first forces you to solve the deepest version of a problem and builds a platform that can scale down later.
- Building for SMBs first risks missing core complexity and producing a product that fails at scale.
Lead With Questions, Not Pitches
- Approach meetings as learning conversations, not pitches, and ask smart questions to surface the real problem.
- Listen more than you sell to shape product direction and earn technical buyers' trust.
Live Coding Created A 'Magical Moment'
- During an Instacart demo Saket's co-founder live-coded fixes in an hour session to handle unexpected data quirks.
- That on-the-spot demo created a 'magical moment' that convinced the customer the team could deliver.