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Generalist search firms bring a rolodex. PE-backed software companies need someone who understands what a 3.5x MOIC actually demands from a CRO. There's a difference.
Most interviewers go straight to the resume. I go straight to the mandate. Here's the framework I've used across 40+ executive placements.
ML inference platforms are scaling fast: and none of them can find the right commercial talent. The gap between product-market fit and go-to-market fit is widening.
European and Israeli software companies entering the US market don't just need a VP Sales. They need someone who can build the playbook from scratch with no resources and no brand recognition.
Getting this wrong costs you 12–18 months and $500K+ in economic impact. I walk through the exact criteria that should drive the decision.
Financial services software is going through a consolidation wave. Post-merger GTM integration is consistently under-resourced. Here's what we're watching.
Functional expertise. Achievements in domain. Customer set overlap. Technical acumen. Four dimensions, weighted by context. This is the rubric behind every submittal we make.
IRR math, hold period, MOIC targets: most sales leaders have no idea how their PE sponsor thinks about value creation. I break it down simply.
Marlin has a pattern. Non-US HQ, under-led US GTM, capital-efficient growth. Understanding how they build revenue orgs gives you an edge before the search kicks off.
The placement isn't done when the offer is accepted. It's done when the candidate starts. Here's the 48-hour playbook for protecting a hard-won close.
Every client says they want a builder. But most interview processes aren't designed to surface it. Four questions that separate real zero-to-one operators from people who've inherited a running engine.
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