Jason Lemkin, founder of SaaStr, emphasized on October 5 that SaaS executives such as CROs, CMOs, CCOs, and CTOs must actively perform their core job functions themselves to succeed. He warned that executives who do not personally engage in sales, coding, marketing, or customer meetings tend to fail, especially in companies with less than $100 million in annual recurring revenue (ARR), according to saastr.com.
Lemkin explained that while it can be reasonable to take risks when hiring VPs or C-level executives lacking industry experience or at different company stages, there is one risk that should never be taken: hiring executives who do not do the job themselves. He noted that in competitive SaaS environments, even at $150 million ARR, executives must be hands-on rather than solely managing teams. For example, a failing CRO often cannot discuss specific deals and defers to others, whereas successful CROs are directly involved in important deals.
This perspective highlights the challenges SaaS companies face in scaling leadership while maintaining operational effectiveness. Lemkin’s view contrasts with practices at larger firms like Salesforce or Oracle, where executives may focus more on managing managers. His advice underscores the importance of practical expertise and direct involvement in core functions during the growth phases of SaaS startups, which can be critical for sustaining momentum and avoiding leadership pitfalls.
The guidance was shared publicly by Lemkin on Twitter on October 5, 2026, and detailed in a SaaStr article the same day, providing a clear benchmark for SaaS startups aiming to scale their executive teams effectively.