SaaStr 761: How to Build Pipeline and GTM Alignment with Datadog’s CMO Sara Varni

SaaStr 761: How to Build Pipeline and GTM Alignment with Datadog’s CMO Sara Varni

Sara Varni, Datadog‘s CMO, shares how to build pipeline and create alignment across sales and marketing. The CMO role at Datadog covers the usual aspects of marketing, including product marketing, corporate communications, events, partnership marketing, and solutions marketing.

While these insights seem like pipeline 101, they aren’t always implemented. Let’s look at some quick facts about Sara’s experience. She spent a decade at Salesforce before moving on to Twilio as CMO when they were at about $400M ARR with 30 sales reps. They had a healthy self-service motion, but growth was flattening.

About four years later, she joined Attentive as CMO, a late-stage startup in the SMS marketing space. Now, she’s the CMO at Datadog. Each of these companies had different GTM motions.

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