Build the team

Hiring and ramping GTM people

Your first sales hire, the interview loop, the ramp plan, and knowing early when someone is not going to make it.

All Breaking into GTM Doing the work Leading a GTM team How the best do it

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What does a good first sales hire actually look like, and what should I not fall for? You want someone who will do their own button clicking. The single most common mistake is overshooting seniority: hiring a person whose last three ... Breaking into GTM 5 resources → I have been offered the first sales hire job at a startup. What should I check before I say yes? Ask how many customers the founder closed personally and what the last five deals looked like. If the answer is under ten, you are the experiment, ... Breaking into GTM 4 resources → How do I hire SDRs in India and keep them past four months? The India SDR pool is deep and trained on US outbound tooling, and it costs roughly a fifth to an eighth of a US hire, but attrition is the tax you... Doing the work 4 resources → When do I hire a VP of Sales, and what happens if I get it wrong? Roughly 70 percent of first VP of Sales hires do not make it, and a bad one costs you about a year, so the timing rule matters: hire when you have ... Leading a GTM team 5 resources → How do I actually get out of founder-led sales instead of just talking about it? You get out by writing things down, not by hiring harder. Build a sales operating model on paper: leads, conversion rate by stage, deal size, win r... Leading a GTM team 4 resources → How did Freshworks build a global sales team out of Chennai when that talent did not exist yet? They stopped looking for the resume and started looking for the raw material. Girish Mathrubootham's rule was bet on people, not pedigree, so they ... How the best do it 4 resources →

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