The Sales Operations function evolves dramatically as a company scales and Meghan Gill, SVP Sales Ops and Sales Development at MongoDB has lived that reality. Meghan started in Marketing at MongoDB as employee number 8 as the first non engineering hire, and then seven years later took over Sales Operations in preparation for their IPO.

CAC and Growth discuss the evolution of Sales Ops with Meghan and discuss several key topics including:

• The career journey from Marketing to Sales Operations
• The evolution of Sales Operations post IPO
• Sales Operations vs Revenue Operations
• GTM changes required when converting to Usage-Based Pricing
• Centralized planning to decentralized global planning - an operations perspective

Hearing how the role of Sales Operations evolves from pre IPO to post IPO and continuing to $2B+ directly from a person who has been in the middle of making that journey possible makes for a highly informative conversation and a unique guest centric SaaS Talk with the Metrics Brothers episode!!!

See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

CAC and Growth discuss the recent Scaling SaaS from $1M to $20M ARR ICONIQ Growth report that provides a long term view on the performance metrics benchmarks that SaaS companies exhibit at granular stages of growth including $5M, $10M, $15M and $20M ARR.

Benchmarks covered include:

• Enterprise Five Benchmarks (Median and Top Quartile)
• Growth Plateau Challenges started at $25M ARR
• New Logo Growth
• Operating Expense Trends
• Annual Contract Value Growth by Stage
• New ARR vs Expansion ARR
• ARR per FTE
• Burn Multiple

The ICONIQ Growth "Scaling SaaS from $1M to $20M ARR" Report provides unique insights and perspectives on the benchmarks that define success as measured by both the top quartile and median benchmarks for the 107 private SaaS companies that are included in this research.

See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

The Remaining Performance Obligation (RPO) metric has become a more standard metric that public company Wall Street analysts have started to follow closely to help evaluate the bookings growth of recurring revenue companies. CAC and Growth cover the following topics regarding RPO including:

• Why was the Remaining Performance Obligation created
• What does the Remaining Performance Obligation (RPO) metric tell investors
• How is RPO calculated
• The difference between RPO and deferred revenue
• How multi-year agreements impact both the RPO and Deferred Revenue calculations

If you are interested in how public company analysts use the RPO metric or are just a student of the SaaS industry - this episode dives deep into an increasingly important SaaS investor metric!

See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.