Sales careers & hiring
Sales onboarding guides
Most bad sales hires are visible in month two and only admitted in month eight. Onboarding is where you find out early.
Guides
Onboarding guidance
Onboarding
SDR 30/60/90 day plan
A practical 30/60/90 day plan for a new SDR: objectives, activities, milestones, manager responsibilities, learning priorities and when to introduce each measure.
8 min read
Onboarding
AE 30/60/90 day plan
A 30/60/90 day plan for a new Account Executive: objectives by phase, milestones, manager responsibilities, enablement priorities and when pipeline and revenue measures become fair.
9 min read
Onboarding
Sales Manager 30/60/90 day plan
A 30/60/90 day plan for a new Sales Manager: diagnose before changing, earn the team's trust, and the order to introduce coaching, forecasting and performance measures in.
9 min read
Onboarding
Sales leader first 90 days
A first 90 days plan for a Head of Sales, VP Sales or CRO: what to diagnose, what to fix, what to leave, and the order to earn credibility with the team and the board.
10 min read
Onboarding
Sales hire onboarding checklist
A tickable onboarding checklist for a new Sales or GTM hire: access, commercials, learning, coaching rhythm and the 30, 60 and 90 day checkpoints. Print or copy it into your own system.
7 min read
Onboarding
Week one checklist
A day-by-day week one checklist for a new Sales or GTM hire, covering access, customer exposure, first calls and the end-of-week conversation. Print or copy it.
6 min read
Onboarding
Onboarding a first sales hire
A practical onboarding and ramp plan for a first sales hire in a company with no sales team, no enablement function and a founder as the only coach.
10 min read
Onboarding
30/60/90 day plan for a new sales hire
What a new Sales or GTM hire should be doing and what you should be measuring at 30, 60 and 90 days — including the honest early-warning signs.
5 min read
Elsewhere in the hub
Other sections
Hiring guides
Role-by-role guides to hiring Sales and GTM people: when to hire, what to write in the brief, how to assess and what usually goes wrong.
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.
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.