SaaStr Annual 2024: Mastering Revenue Growth and Winning the Enterprise: Acquiring Customers, Pricing Tactics, GTM and More with Stripe's CBO and Checkr's COO

In this session, Lindsey Scrase, COO at Checkr and Jeanne DeWitt, CBO at Stripe, will explore how to scale enterprise revenue, grow with your customers, align product and engineering teams, and avoid common pitfalls. Drawing from their experiences on the way to Stripe’s $70B valuation and Checkr’s $5B valuation, they’ll cover key strategies for enterprise success, focusing on profitability, pricing, and packaging. Discover how to use data-driven approaches to scale revenue effectively and introduce new products that resonate with your customer’s evolving needs.

1. Mastering Revenue Growth & Winning the Enterprise Lindsey Scrase COO Checkr Jeanne Grosser CBO Stripe

2. 10% 20% 50% 40% 60% 30% Avg. S&M (% of Revenue) Over Time Q1 ‘19 Q1 ‘24 Q2 ‘19 Q3 ‘19 Q4 ‘19 Q1 ‘20 Q2 ‘20 Q3 ‘20 Q4 ‘20 Q1 ‘21 Q2 ‘21 Q3 ‘21 Q4 ‘21 Q1 ‘22 Q2 ‘22 Q3 ‘22 Q4 ‘22 Q1 ‘23 Q2 ‘23 Q3 ‘23 Q4 ‘23 33% 53%

3. 20 40 60 80 Gross Margin Adjusted Payback 2022 2023 2024 22 22 26 33 38 65 31 23 Bottom 25% SaaS by Valuation Top 25% SaaS by Valuation Median 18 1.5x EV / NTM Sales 4.8x EV / NTM Sales 10.1x EV / NTM Sales

4. Key Takeaways

5. Know your operating model Know your unit economics

6. UP NEXT: Learnings from Scaling from 0 to 40 people, and 3xing ARR in Under a Year Yasir Motiwala Head of Americas DeepL