SaaStr 168: Why 70% of Startup's VPs of Sales Fail, How and When To Hire Your First VP of Sales & The One Question That You Must Always Ask VP of Sales Candidates with Ryan Williams, Founder @ SalesCollider

In this episode of The Official SaaStr Podcast, host Harry Stebbings interviews Ryan Williams, founder of SalesCollider, about structuring sales teams and deals in early-stage startups. Ryan shares his experiences from Adroll, InVision, and LeadGenius, offering insights on when to hire a VP of Sales, the qualities to look for in a candidate, and how to approach discounting and pilots. He emphasizes the importance of aligning values, understanding the ideal customer, and documenting the sales process. Ryan also discusses his work with EliteMeet, an organization supporting veterans transitioning into the workforce, and touches on key learnings from his global travels teaching sales.