Commercial hiring changes with the sales motion
First sales hires, enterprise account executives and VP Sales appointments all require a clear view of how customers buy.
GO-TO-MARKET RECRUITMENT
Hire for the market you’re trying to win.
Commercial hiring changes with the sales motion. A strong track record only matters when it transfers to the work ahead.
Discuss a HireA strong track record is not a universal fit
Assess the context behind performance—market, sales cycle, level of support and what the person actually owned.
Build around the actual route to market
The brief should distinguish a founder-led sale from a repeatable commercial process. Sales leadership, account management, partnerships and marketing each solve different growth problems.
A credible mandate attracts better conversations
Define the customer, territory, support available and expectations for the first year. Candidates can then judge the opportunity on its substance.