SaaStr · 2015-08-20
· 3940d
Zenefits: Scaling Inside Sales from 1 to 100 Reps in Under a Year
Parker Conrad (CEO) and Sam Blond (VP of Sales) share their strategy for hyperscaling Zenefits' sales organization from 2 to 95+ reps in a single year, growing revenue from $1M to $20M ARR. They discuss hiring strategies, the CEO/VP Sales relationship, and unique challenges of selling a freemium HR platform.
Metrics in this report
Annual Revenue Growth Rate
20xmultiple
annual
Zenefits 2014
Ending Annual Run Rate
20$M
end of year target
Zenefits 2014
Initial Monthly Recurring Revenue
15$K
pre-Series A
Zenefits 6 months before major growth
Sales Team Growth
2 to 95+reps
year-over-year
Zenefits 2014
Starting Annual Run Rate
1$M
start of year
Zenefits 2014
Target Employee Size for ICP
1000employees
maximum
Zenefits ideal customer profile