Article · 12 min read

How to evaluate a sales job before you accept an offer

Casey Murray · The Virtual CRO Free Intermediate

This is the diligence checklist itself, grouped into territory health, product market fit, financial health, leadership and marketing support, with the exact questions to say out loud. The territory questions (why did the last rep leave, what were attainment and net new numbers) are the ones candidates are most afraid to ask and most need to.

  • In a hunter role, 70 percent or more of revenue should come from net-new accounts.
  • Look for a company where 80 percent or more of sellers hit quota last year.
  • At an early-stage company insist on 12 months of capital at current burn, ideally 18 to 24.
  • Win rates to expect: 10 to 20 percent overall minimum, 50 percent or higher on evaluations and POCs.
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The question it answers

  1. How do I judge a startup's GTM before I join it, so I am not walking into an unhittable number?

Read with it

  1. Shorter and blunter than a full diligence list, and it focuses on the comp plan itself: how pay is actually calculated and what... QuotaPath Article · 8 min read What you need to know about a company before accepting a sales job QuotaPath
  2. Drawn from 170 plus B2B SaaS companies, so when a startup quotes you a quota and an OTE you can check both against a median... The Bridge Group Report · 20 min read 2024 SaaS AE Metrics & Compensation: Benchmark Report The Bridge Group
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