Qualities of a Great SaaS VP: Spotting Top Performers

Identifying a great VP is crucial for SaaS success. This guide outlines the key differences between good, great, and mediocre VPs, focusing on their impact on performance and velocity.

Defining VP Performance

  • Good VPs maintain velocity: They keep the momentum going in their area, which is challenging as the company scales. They ensure consistent growth by adapting processes, teams, and training.
  • Great VPs increase velocity: They don't just maintain momentum; they accelerate it. This might involve improving revenue per rep, generating more leads, shipping more features, or decreasing churn. They achieve tangible improvements, often within a single quarter.
  • Mediocre VPs oversee slowly decelerating velocity: Growth gradually declines, often masked by external factors. Identifying this slow decline can take months, leading to significant setbacks.
  • Bad VPs oversee rapidly decelerating velocity: Performance deteriorates quickly, sometimes within 60-90 days. This often stems from misaligned hiring or ineffective team management.

Look for upgrades within the first 60 days of a new VP's tenure. Qualitative improvements are a positive sign. Lack of improvement, or worse, declining metrics, suggests a potential mis-hire. Remember, no VP is better than a bad VP.

Don't Make Excuses for Declining Metrics

Great VPs anticipate challenges and proactively seek solutions. While rough patches are inevitable, a great VP will be ahead of the curve, addressing issues before they escalate.

If you see neither improvement nor decline, conduct a thorough, data-driven analysis before making any decisions about the VP's future.

Becoming a Great VP

Aspiring VPs should learn from the best. Work under a high-performing VP, observe their methods, and emulate their approach to recruiting, training, and team management. Start by managing a small team and focus on hiring 1-2 exceptional individuals. Mastering these steps sets you on the path to VP success.

A great VP: velocity increases in their area
A good VP: velocity stays constant in their area (still hard)
A mediocre VIP: velocity declines
A bad VP: velocity falls off a cliff within a quarter

You’ll know in a quarter which you just hired

— Jason 💡SaaStr 2025 is May 13-15💡 Lemkin (@jasonlk)

A great VP: solves problems you don’t hear about
A good VP: brings proposed solutions to problems
A mediocre VP: brings problems but no solutions
A bad VP: blames other people for problems

— Dave Kellogg (@Kellblog)

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