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Founders trying to build a SaaS sales team almost always over-build. They hire a VP of Sales before they’ve closed 20 deals. They split SDR and AE roles before there’s enough pipeline to justify two people. They build for the

Founders ask “when to hire a VP of Sales” at almost every stage of the company, and the honest answer is usually “not as early as you think, and probably later than feels comfortable.” Hiring a VP of Sales before

Most companies figure out how to hire an account executive the hard way: they post a job, interview five people who all say the right things, hire the one with the best resume, and watch them miss quota for two

Hiring sales talent is hard. Hiring the right sales talent, fast, without a dedicated recruiting function — that’s a different problem entirely. A fractional sales recruiter is one answer to that problem. Not the only answer, but for many growing

When you engage a sales recruiter, the pricing model matters as much as the recruiter themselves. Contingency and retained recruiting are structured differently, create different incentives, and produce different outcomes depending on the type of hire you’re making. Understanding the

Most companies treat sales recruiting fees as a cost to minimize. The better frame is: compared to what? A specialized sales recruiter costs money, but a bad sales hire costs more. An open sales territory costs money every day it