Resources
Playbooks for the leadership hire.
Field notes from the executive sales searches we run: playbooks, market insights, and role deep-dives for founders, CROs, and the funds backing them.
Hiring a Sales Team: The Definitive B2B Playbook
The full framework for building a B2B SaaS sales org: who to hire first, how to sequence SDRs, AEs, and leaders by stage, and the failure modes to avoid.
10 min readInsightsHow to Structure Sales Teams for Growth
The specialized roles a quota-crushing team actually needs, and how the SDR-to-AE ratio should shift as you scale, so you stop guessing at org design.
8 min readInsightsHow to Lead a Sales Team Effectively
What separates a manager who hits the number from a leader who builds a durable revenue engine: the cadence, coaching, and accountability the best leaders run.
7 min readPlaybooksSDR vs. AE: How to Split the Revenue Team
Why the full-cycle rep eventually breaks, and how to build a specialized assembly line: the roles, the handoff that kills deals, and the comp plans.
9 min readStoriesInside the Role: The SaaS Account Executive
The seat that turns interest into signed revenue: how an elite closer runs the buying cycle, what separates the best AEs, and how AE pay is structured.
7 min readInsightsWhat Software Sales Talent Actually Costs
The comp model behind the headline numbers: OTE splits by role, comp-to-quota ratios, accelerators and cliffs, and what quietly moves a rep's take-home.
8 min readNeed the hire, not just the playbook?
We can put a shortlist of sales leaders worth meeting in front of you. Tell us about the role.
