The Science of High-Performing SaaS Sales Orgs

September 2025

Author

Joey Brodsky
September 03, 2025

Hello and welcome to The Modern GTM Executive by Lunar Executive Search - read by 2,000+ leading Sales, Marketing, and Executive Leaders within Growth-Stage Technology businesses. We’re here to help people redefine their perspective on modern revenue acquisition models, understand what talent & skills are necessary to do so, and how to find the to 10% of GTM Leaders to execute.

Later this month, Lunar Executive Search will release a research report I’ve been working on for nearly a year: 

 “The 50 Highest Performing Venture-Backed SaaS Sales Teams in the World” 

 This will be the most data-driven look yet at what separates the best from the rest in SaaS go-to-market. We studied organizational design, rep experience, technical complexity, and cultural health to understand how today’s top companies are achieving exceptional quota attainment. 

 Here’s a taste of what’s coming: 

  • Lean beats bloated. The median sales org size across the Top 50 is just 9 AEs, proving that smaller, focused teams can dramatically outperform larger ones. 

  • Culture is a multiplier. Companies with higher employee sentiment (avg. 4.2/5 on Glassdoor) drive ~30% higher attainment than peers. A happy seller isn’t just nice to have—it’s a leading performance indicator. 

  • Support functions matter. The best orgs don’t leave sellers stranded. 72% maintain internal BDR/SDR teams and 68% have RevOps functions—critical enablers that shorten ramp times and clean up pipeline data. 

  • Complexity isn’t a barrier—it’s a filter. High-complexity products like cybersecurity or AI infrastructure actually perform slightly better when paired with the right talent profiles. Matching rep background to market challenge is everything. 

  • Experience ≠ outcomes. Many top performers lean on less-tenured, high-potential reps who ramp fast, rather than stacking the team with 10+ year veterans. 

What this means for CROs, founders, and investors: 

 
High performance isn’t an accident. It’s the byproduct of organizational choices—who you hire, how you enable them, and what culture you build. 

I’ll be sharing the full report, complete with data, visuals, and company benchmarks, in the next few weeks. If you’re designing, scaling, or investing in SaaS sales teams, you’ll want to see where the bar is being set in 2025. 

Stay tuned. 

Latest Job Opportunities

We've got a number of active opportunities across our portfolio of software clients at Lunar Executive Search currently.

A few select openings:

  • VP of Client Services – PE Backed – Insurtech (FL-Based) 

  • Account Executive – PE Backed – Insurtech (Orlando) 

  • Enterprise Account Manager – Private – Supply Chain Consulting (US & CA) 

  • Senior BDR - MSSP - US Remote (East Coast Preferred)

I'm also always look to great candidates for future roles:

  • Chief Revenue Officer - Venture/PE-Backed - SaaS/Cyber/AI

  • Chief Marketing Officer - Venture/PE-Backed - SaaS/Cyber/AI

  • VP of Product Marketing - Venture/PE-Backed - SaaS/Cyber/AI

  • VP of Partnerships - Venture/PE-Backed - SaaS/Cyber/AI

Highlights from The GTM Kickback! Podcast

In the last month, we had 1 fantastic interview on The GTM Kickback!, with many others already booked and recorded on the way. 

Check out my interview with the great and powerful Chris Doggett - AI, Sales, and the Future of GTM Leadership #82 w/ Chris Doggett

Want to be a guest? Ping me on LinkedIn! 😎

We're looking for: High-performance GTM Operators, VC/PE Investors in SaaS, and Leading GTM Consultants for early stage technology businesses

New to "The GTM Kickback!"? Subscribe to the podcast!

This newsletter is powered by Lunar Executive Search - Finding Premier GTM Talent for Growth Stage Tech Businesses. 

We help disruptive technology companies grow. For venture-funded start-ups and PE-backed enterprise software firms, we have a track record in finding the Top 10% of Sales and Marketing Leadership Talent, and doing so swiftly. 

Reach out to me here: [email protected] 

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Till next time, 

Joey