A rep who already knows your market ramps faster. When someone has sold into your industry, they walk in knowing the titles, the objections, the sales cycle, and the competition, instead of learning all of it on your payroll. A great seller in the wrong market can still take two quarters to get productive. A great seller who already speaks your buyer’s language is dangerous in the first month.
That is why we screen for fit against your specific market, not just a job title, so we can tell the difference between someone who rode a strong brand and someone who can win in your world.