Lindsey Scrase
COO, Checkr · 2 appearances on the record.
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executiveoperator@Lscrase ↗LinkedIn ↗checkr.com ↗
Lindsey Scrase is the Chief Operating Officer and former Chief Revenue Officer at Checkr. Previously, she spent a decade at Google Cloud as Global Managing Director for SMB, Mid-Market, and Startups.
21statements → 12claims → 4claims resolved → 75%fully supported → 4/5average certainty → 1.38/5average debate potential →
3 supported 1 partly supported 0 contradicted 1 not yet assessed 7 not checkable as stated how the 12 claims stand · each chip opens the sources
12 assertions · 1 opinion · 2 insights · 6 disclosures · every statement was checked. The predictions and assertions are the 12 claims: statements the public record can support or contradict. 4 are resolved, 1 is not yet assessed, and 7 name no date, number or outcome precise enough to check. Everything else (opinions, insights, what ifs, disclosures) can never be settled by the record, so it carries no assessment.
The record, in short
What the tape says about how Lindsey argues and how the claims held up. Everything they said, and everything said about them, is in the tabs below.
Expressed certainty vs assessment result
weighted support: a fully supported claim counts one, a partly supported claim counts half. Each filled bar is clickable and opens exactly those claims; "none yet" means nothing said at that certainty level has resolved yet
Everything Lindsey Scrase said on the Official SaaStr Podcast that made the record, most notable first. Filter by type, assessment or year in the ledger →
Scrase: Checkr captured over 95% of the gig economy market
“We started with DoorDash from there to ride sharing and other delivery companies and had 95% plus of the gig economy.”
Checkr COO: Never trade away enterprise logo rights
“Make sure your sales teams are not trading away logo rights. You have to get those logos to be able to have them as referenceable customers, and often it takes one big lighthouse logo in an industry, and then the dominoes start to fall, and you start to be abl…”
SaaS sales and marketing spend dropped from 55% in 2019 to 30%
“If you look at SaaS companies, the amount that they're spending on sales and marketing is a percentage of revenue. This was as high as over 50, 55% in 2019. The peak of spend, free money, investment, growth at all costs. That's down to 30% in 2024, just becaus…”
Scrase: Usage-based SaaS demands different management than typical seat-based subscriptions
“This is a transactional business and usage based, and that needs to be managed very differently than a typical subscription SaaS model. And we earn revenue when the customer is using the product. It's versus the license space where you're, as a seller, on the …”
Scrase: Checkr sales reps were overbooking deals to hit quota
“We saw a lot of reps were overbooking deals because there was this pressure to just hit this bookings quota. So we were way overbooking deals in many instances.”
Scrase: Checkr maintains a gross revenue retention rate in the high nineties
“Our GRR is high nineties. The max you can get GRR is a hundred percent.”
Scrase: Checkr removed upfront commits, tying sales compensation to revenue realization
“So we took that specific component out, and we're sniffing on different things that we do want to see more of, and we're tying the actual bulk of the compensation more to revenue realization, which is better for the customer, it's aligned with Checkr.”
Scrase: Checkr shifted BDR compensation to include closed-won revenue
“We just shifted to the same thing for our SD. We call them BDRs for outbound SDRs to give a component of the comp based on closed, closed one as well.”
DoorDash was Checkr's first customer, according to COO Lindsay Scrase
“At Checkr, our first customer was DoorDash.”
Checkr paused an early enterprise push due to product and engineering gaps
“Checkr years ago did this wrong. So there were all the signals Jean was mentioning there. Our customers are pulling us up a lot of demand and interests, even like closing some early, you know, more innovative enterprise logos. And the team at the time, before …”
Google's G Suite product team resisted adding page numbers for years
“I remember, I don't know if you remember this, it took like an act of Congress to get Product to build page numbers into the G Suite portfolio. For years, no, we don't need page numbers. And we just think people don't use those anymore.”
Scrase: Top-quartile SaaS firms have 3x shorter payback and 7x higher valuation
“Also, if you think about payback period, if you look at top quartile SaaS companies versus bottom quartile, top quartile have three X shorter payback period than the bottom quartile and seven X higher valuation.”
Scrase: DoorDash was Checkr's very first customer
“Checker, we got our birth in the gig economy, so DoorDash was our very first customer, 10 years ago, and obviously has grown quite a bit since then, and grown with Checker.”
Scrase: Checkr's earlier pivot to enterprise did not succeed
“In terms of the organization when I joined, we had then pivoted, I can talk about it later, to enterprise quite some time ago. Did not succeed.”
Scrase: Checkr embeds directly into Gusto, Rippling, Greenhouse, and Paylocity
“We also, though, at that, for that segment, we have a very large channel business as well. Think like Gusto. They're Payroll providers, Gusto, Paylocity, where we're embedded in that experience. Same for applicant tracking systems like Greenhouse or HRIS like …”
Scrase: Checkr mid-market sales average 30 days, enterprise up to a year
“The, in the mid-market, kind of commercial mid-market segment, thinking like, 30 days is the average cycle time, and deal sizes in the tens of thousands of dollars, typically, and then up into enterprise. With enterprise, it could be as long as a year sales cy…”
Scrase: Checkr shifted SMB sales incentives from raw volume to realized revenue
“Their lowest or smallest, lowest segment sales team was focused on activating customers. No, no incentive on revenue whatsoever. It's just like a volume based incentive plan. And so completely changed that focus of that team, moved them to the revenue focus, b…”
Scrase: Checkr lifted month-two booking-to-revenue conversion from 4% to 12%
“We measure month two booking to revenue conversion. What was the expected revenue? And we had set the goal of 10%. So 10%, we should be seeing 10% of the bookings realized within, by month two. And it was at, like, four. And we pushed, and now it's at 12.”
Scrase: Checkr discounted unnecessarily despite strong win rates
“And I think we saw that we were discounting often unnecessarily given where our win rates were, which were quite strong.”
Stripe had 10 salespeople when Jeanne DeWitt Grosser joined in 2016
“There were, what, 10? 10 salespeople when she joined. She scaled it to hundreds and hundreds of sellers, built out many functions from scratch, including SDRs, customer success, solutions engineering, architects, and now Jean is the chief business officer at S…”
Scrase: Checkr mandates pre-sales solutions engineer sign-off to close enterprise deals
“And so we've really oriented that a deal, especially as we're investing heavily in enterprise, we have a big goal on new logos closed and on revenue, but also implement successful implementations and making sure that the pre-sales team and our solutions engine…”
Appearances (2)
| Episode | Date | Speaking time |
|---|---|---|
| The Playbook for Going Upmarket with Stripe's CBO and Checkr's COO | Feb 12, 2025 | 10m |
| Usage-Based Revenue Models: Successes & Pitfalls from Checkr COO Lindsey Scrase on CRO Con | Jan 8, 2025 | 17m |