Sales careers & hiring
Sales hiring guides
Written for the person who has to make the hire. Each guide covers when the role is the right next hire, what the brief needs to contain, and how to assess against it.
Guides
Hiring guides guidance
Hiring guide
How to hire a RevOps Manager
How to hire a Revenue Operations Manager: what the role owns across sales, marketing and CS, when the business needs one, and how to test data and systems judgement properly.
9 min read
Hiring guide
How to hire your first salesperson
A founder's decision tool for the first sales hire: whether you are ready, which profile fits, what to hand over, how to assess without a sales function, and how to set up month one.
9 min read
Hiring guide
Selling a technical product
How to hire salespeople for DeepTech, engineering-led and technically complex products: what technical credibility actually means, how to test it, and what not to over-index on.
9 min read
Hiring guide
How to hire a Sales Manager
How to hire a frontline Sales Manager: what the role owns, when a team genuinely needs one, how to test coaching rather than personal selling, and the promotion decision.
9 min read
Hiring guide
How to hire an Enterprise AE
A decision tool for hiring an Enterprise AE: when the business is genuinely ready, what evidence to insist on, the stages that test committee selling, and the mistakes that waste two quarters.
9 min read
Hiring guide
How to hire a Head of Sales
Deciding between a player-coach, a builder and a scaler, what to test in a sales leadership process, and how to avoid the classic over-hire.
7 min read
Hiring guide
How to hire an Account Executive
How to brief, assess and hire an Account Executive: matching deal size and cycle, testing discovery properly, and reading quota evidence honestly.
8 min read
Hiring guide
How to hire an SDR
When an SDR is the right hire, what the brief needs to contain, how to assess outbound ability properly, and the mistakes that cause early attrition.
7 min read
Elsewhere in the hub
Other sections
Interviews & scorecards
Interview questions, live exercises and written scorecards for Sales and GTM roles, so every candidate is assessed against the same criteria.
Team & org design
How to structure a Sales and GTM team as it grows: first hires, ratios, ownership splits and when to add leadership or Revenue Operations.
Onboarding
Practical onboarding and 30/60/90 day plans for new Sales and GTM hires, with what to measure at each checkpoint.
Career paths
How Sales and GTM careers actually progress: what each step requires, what changes at each level, and where people move sideways.
Career maps
Visual and tabular maps of Sales and GTM roles, showing titles, seniority, ownership and the realistic next steps from each seat.
Role comparisons
Side-by-side comparisons of Sales and GTM roles that are commonly confused, covering ownership, KPIs, skills, reporting lines and which one you actually need.
Salary & OTE
How Sales and GTM pay is structured — base, OTE, commission and accelerators — and what to check before you publish a range.
Benchmarks & market
Hiring process benchmarks and Sales and GTM market guidance, with the source and date attached to any figure that changes.
Hiring by industry
How Sales and GTM hiring changes by sector: what a SaaS, early-stage startup or enterprise software business actually needs from a seller, and how to assess it.
Talent markets
Regional context for Sales and GTM hiring, based on the markets we recruit in — local employer types, commute and hybrid realities, and what they mean for a brief.
Hiring someone who has to sell?
Tell us what you are trying to build. We will tell you honestly whether we are the right people for it.