Building High-Performing SaaS Sales Teams with Anthony Zhang

The GTM Kickback! #39 – Anthony Zhang

Released: September 5, 2021

What does it really take to build and lead world-class sales teams in SaaS? On this episode of The GTM Kickback!, I sat down with Anthony Zhang, VP of Sales at Blissfully, to unpack that exact question.

Anthony has been at the ground floor of some of the most influential B2B SaaS companies—first SDR at Pardot, an early hire at SalesLoft, and a sales leader at Stax (formerly Fat Merchant), where he scaled the sales org from four AEs to 50+ before acquisition. His journey offers a masterclass in what it means to recruit, develop, and lead teams that don’t just hit quota—they thrive.

Starting from Humility: The Power of Taking a Step Back

Anthony didn’t begin his career in SaaS sales. He started out writing code, selling personal training, and working at T-Mobile before breaking into tech. When Pardot offered him an SDR role—even after years of sales experience—he swallowed his pride and took it.

Why? Because he saw SaaS as a bigger opportunity worth starting from scratch. That humility became a cornerstone of his career—and it’s a lesson he still looks for when hiring:

“The reps I gravitate toward are the ones willing to take a step back, learn the ropes, and grow—without ego.”

Leadership Lessons: From Player-Coach to Servant Leader

At first, Anthony led by example—telling reps to “shadow me and do what I do.” But real leadership came when he shifted toward consensus leadership: listening to his team, inviting feedback, and aligning everyone on shared goals.

He learned that leadership isn’t about being “the boss.” It’s about:

• Servitude – putting the team’s growth first.

• Coaching – focusing on one improvement at a time.

• Consensus – making decisions with input, not in a vacuum.

  
  

Recruiting Sales Talent: Tangibles vs. Intangibles

When building teams, Anthony looks for two sets of qualities:

Tangibles

• Pipeline management skills

• Objection handling

• Follow-up strategy

  
  

Intangibles

• Structure and process: Do they have a system, or just “wing it”?

• Empathy: How do they respond when a prospect ghosts?

• Emotional intelligence: How do they handle losses versus wins?

• Humility: Are they honest about experience gaps?

  
  

To standardize evaluation, Anthony uses a scorecard—grading candidates against the same set of criteria in every interview.

Coaching Reps to Success

So what separates the good from the great once they’re on the team? Anthony points to a few key behaviors:

1. Communication – Ask questions, even “dumb” ones. Silence stalls growth.

2. Responsiveness – Be quick to engage prospects, customers, and peers.

3. Coachability – Apply feedback right away. Improvement compounds.

4. Balance – Work ethic matters, but avoid burnout.

   
   

Anthony often limits feedback to one focus area per week—so reps can master skills step by step instead of drowning in advice.

Always Be Learning

If Anthony had to boil down his advice to one principle, it’s this: always be learning.

• Stay humble, even when you’re winning.

• Seek out mentors and ask for feedback.

• Apply that feedback, then circle back to show your growth.

  
  

“Humility and growth mindset will take you further than any single skill. That’s how you go from SDR to VP.”

Final Takeaway

Anthony Zhang’s career proves that sales success isn’t about ego—it’s about humility, structure, empathy, and the hunger to keep learning. Whether you’re an SDR starting out, an AE chasing quota, or a leader building your first team, those qualities are what separate good reps from great ones.

And if there’s one thing Anthony’s story shows? The best salespeople—and leaders—never stop growing.