Practical guides for SaaS founders and revenue leaders hiring their first GTM team.
Most founders hire their first AE too early, pay too much, or pick the wrong profile. Here is what actually works.
Read the guide →What separates a VP Sales who scales a team from one who stalls out, and how to tell the difference before you make the offer.
Read the guide →A practical guide to hiring a Chief Revenue Officer, what the role actually involves, when you need one, and what to look for.
Read the guide →When to bring in your first SDR, what to pay them, and how to set them up to succeed instead of churn in 90 days.
Read the guide →What a CSM actually does at a startup, when to make the hire, and how to structure the role and comp from day one.
Read the guide →A simple framework for knowing whether you are ready, and what has to be true before the first sales hire has any chance of working.
Read the guide →A plain-English explanation of go-to-market recruiting and why it requires a different approach than general-purpose hiring.
Read the guide →The titles are often used interchangeably. Here is what each role actually means and how to know which one you need to hire.
Read the guide →Product-led growth and outbound sales require completely different hiring profiles. Here is how to match your motion to your team.
Read the guide →The right order for building your go-to-market team, who to hire first, second, and third, and the mistakes to avoid at each stage.
Read the guide →Revenue Operations explained, what it is, what a RevOps hire does, when a startup needs one, and what to look for.
Read the guide →Up-to-date base salary, OTE, and equity benchmarks for every GTM role at US SaaS startups with 5–1,000 employees.
Read the guide →A transparent breakdown of how recruiting fees work, what is typical for GTM roles, and how to evaluate whether the cost is worth it.
Read the guide →Plain-English breakdown of both models and exactly when each one makes sense for an early-stage SaaS company.
Read the guide →Most sales JDs repel the candidates you actually want. Here is how to write one that attracts A-players from the first line.
Read the guide →Base, OTE, accelerators, quota multiples, how to design a comp plan that attracts top performers without burning runway.
Read the guide →When your equity package is not the main attraction, here is how to keep your first sales hire engaged and committed for the long term.
Read the guide →What your new AE should accomplish in each phase, and the milestones that tell you the hire is on track before it is too late to course-correct.
Read the guide →The answer depends entirely on where your pipeline comes from today. A practical framework for making the right call at the right stage.
Read the guide →The milestones that tell you a VP Sales hire is working, and the early warning signs that it is not, before the window for correction closes.
Read the guide →Most startups lose great candidates to a slow or disorganized process. Here is how to evaluate well and move fast enough to compete.
Read the guide →Two titles, very different roles. Here is how to decide which one is right for your stage, and why getting it wrong is an expensive mistake.
Read the guide →Salary is the smallest part of the damage. Here is the full breakdown of what a mis-hire actually costs, and how to reduce the risk before you start.
Read the guide →Polished interviewers are not always strong sellers. Here are the signals that predict underperformance, and how to surface them in any interview.
Read the guide →The most common mistakes founders make when hiring their first salesperson, and exactly how to avoid each one.
Read the guide →The signals that tell you it is time to stop handling customer success yourself and bring in a dedicated hire, before churn forces the decision.
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