Knowledge hub
Sales careers and hiring
Practical guidance for the people who make Sales and GTM hiring decisions, and for the people considering the roles. Written from our own recruitment work, sourced where the facts change.
How this hub works
- Every page answers one question directly, at the top.
- Facts that change carry a source and the date we read it.
- Tables are published as text, so they can be read and quoted.
- Pages awaiting sourced data stay unpublished rather than guessing.
Tools and frameworks
Start with something you can use today
The structured parts of the hub, ahead of the reading list. Every tool is listed in the resource library too.
Interactive tool
Hiring brief builder
Work through the decisions behind a Sales or GTM hire and leave with a written brief, the open questions flagged and no invented salary data.
For employers · 10 min
Interactive tool
Who should we hire next?
Decision support for founders and sales leaders: describe your team, motion and bottleneck, and see which next hire your own answers support — with dependencies and pre-hire checks.
For employers · 8 min
Interactive tool
Scorecard generator
Build a printable interview scorecard: competencies, evidence to look for, probing questions, indicators and one consistent 1-4 rubric the whole panel uses.
For employers · 10 min
Interview scorecard
Assessing closing skills
How to test closing properly: deal walkthroughs, mutual action plans, negotiation judgement and forecast honesty, with a scorecard that ignores closing technique clichés.
For employers · 6 min
Hiring kit
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.
For employers · 9 min
Org and hiring sequence
SaaS sales org structure
How to structure a SaaS sales organisation from startup to enterprise: which shapes fit which motion, who owns renewal and expansion, and what each choice costs.
For employers · 10 min
Sections
Choose where to start
Eight sections, each covering one kind of decision. Employer-facing sections come first.
Employers
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.
8 guides
Employers
Interviews & scorecards
Interview questions, live exercises and written scorecards for Sales and GTM roles, so every candidate is assessed against the same criteria.
10 guides
Employers
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.
12 guides
Employers
Onboarding
Practical onboarding and 30/60/90 day plans for new Sales and GTM hires, with what to measure at each checkpoint.
8 guides
Both
Career paths
How Sales and GTM careers actually progress: what each step requires, what changes at each level, and where people move sideways.
4 guides
Both
Career maps
Visual and tabular maps of Sales and GTM roles, showing titles, seniority, ownership and the realistic next steps from each seat.
4 guides
Both
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.
5 guides
Employers
Salary & OTE
How Sales and GTM pay is structured — base, OTE, commission and accelerators — and what to check before you publish a range.
5 guides
Employers
Benchmarks & market
Hiring process benchmarks and Sales and GTM market guidance, with the source and date attached to any figure that changes.
In preparation
Employers
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.
3 guides
Employers
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.
2 guides
Looking for one specific page?
Search and filter everything we publish — guides, scorecards, pay explainers, career maps and tools — by audience, role, topic and format in the resource library.
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.