46. From $40M to $150M: Saviynt's Blueprint for B2B SaaS Expansion

In this episode of B2B Sales Trends, Harry Kendlbacher sits down with Todd Rotger, CRO of Saviynt, to break down the strategies that helped scale the company’s annual recurring revenue from $40M to $150M in just four years. Todd shares how his team made the critical shift from product-led selling to outcome-based conversations, the challenges SaaS companies face when scaling beyond $100M ARR, and why clearing the road for sales teams is one of the most important roles of a leader. He also reveals the key sales and marketing alignment strategies that have fueled Saviynt’s growth and the top three traits that separate elite sales professionals from the rest. Whether you’re a sales leader, revenue executive, or scaling a SaaS company, this episode is packed with hard-won insights on driving sustainable growth.