Setting up Successful B2B SaaS Sales Development Orgs with Lars Nilsson - Ep 53

Episode notes

Not a long time ago in a Silicon Valley not too far away, the sales infrastructure of almost every startup was an immature, undisciplined mess… Until a certain former printer salesman turned up in town… Lars Nilsson is the Founder and CEO of SalesSource, but you probably know him from his legendary run as the VP of Global Sales Development at Snowflake. To Craig, Lars is, “one of the masters of the universe in sales development and inside sales and business, and clearly very fit.” Lars joins co-hosts Craig Rosenberg and Matt Amundson to discuss how we got to the current state of sales training and enablement in B2B SaaS, why the GTM Engineer role is the next hire you need to make to improve your revenue team, and whether having B2B sales reps roleplay with AI avatars is the way forward or just a waste of time. Also, Craig relives stories of his past mastication, Producer Sam fights yet another losing battle, and Matt warns everyone that, “ we're going to go deep. We're going deep.” Critical Takeaways Recognize and elevate the Sales Development Representative (SDR) function within the organization.

Related episodes across the Index

Other episodes covering the same guests and topics, from across The B2B Podcast Index.

• Guy Rubin - 2026 GTM BenchmarksCloud Radio · on SaaS95 / 100
• Ep. 191 Andrew Lindsey, Chief Executive Officer at Flexnode | Data Center Go-to-Market PodcastData Center Go-to-Market Podcast · on go-to-market87 / 100
• AI Agents Fail for 2 Reasons. Crowdsourcing Solved Both. | Julia Dalton, SVP Product (Capacity)LaunchPod · on SaaS86 / 100
• Ep. 199 - What AI Taught One Founder About the Future of SaaSSaaS Backwards · on SaaS79 / 100
• MicroConf Tactics: He Built Two Unicorns. Here’s The Only AI Startup He’d Build in 2026MicroConf On Air · on SaaS79 / 100
• From ‘You’ll Never Make It’ to the C-Suite: Dr. DeRetta Rhodes, EVP & Chief People & Culture Officer, The Atlanta BravesExecutiveland · on C suite78 / 100

• How Founder POV Helps Sales Build Buyer Confidence with Jim Wilson, Partner at Costanoa Ventures - Ep 8485 / 100
• Building Brand Momentum in Market with Carilu Dietrich & Maya Spivak - Live Session - Ep 8370 / 100
• An Honest Reappraisal of Marketing Attribution with Dan Kimball, GTM Advisor - Ep 8276 / 100
• Organizing Unforgettable Events for B2B with Jen Igartua, CEO of Go Nimbly - Ep 8176 / 100
• The AEO Playbook: Own the AI Shortlist - Live with Sydney Sloan at GTM Tailwinds - Ep 8085 / 100