We’ve talked a ton about How to Hire a Great VP of Sales on SaaStr, however I needed to focus on just a few VP of Gross sales / CRO “personas” that I hardly ever, if ever, see work out. As a result of many times, a lot of you’ll rent this VP of Gross sales / CRO. So a lot of you’ll. Particularly — when issues are going effectively.
Listed here are the kinds of gross sales leaders that simply by no means work out. And to be clear — although I mentioned “by no means”, there are exceptions. Kind of. However guarantee that should you do make an exception, you’re very conscious of why.
Persona #1: Has Completed One other Job In addition to Be a VP of Gross sales / CRO for > 1 Yea
Now let me be clear — that is very completely different from somebody that’s stepped out of the workforce for a bit to care for household, and so forth. That may work for certain. There are numerous gems there; go hunt these candidates. No, I’m speaking about one thing completely different. Somebody that was a very good or first rate VP of Gross sales, typically at a widely known startup or firm, that simply … didn’t need to do it anymore. They’d had sufficient. So that they went off and have become an influencer, or a surfboard maker, or a small enterprise proprietor, or no matter. Gross sales is difficult. VP of Gross sales is even tougher. It is smart to not at all times do it endlessly.
However I see these ex-VPs of Gross sales typically get lured again by the glamor of a sizzling startup, and actively hunt them. Founders get drawn to their robust LinkedIn … and ignore the very fact they give up gross sales for too lengthy. You may love their background, their LinkedIn, their data base. It’s simply that it’s so, so arduous to get again within the gross sales sport, particularly at a VP degree. I’ve actually by no means seen a single one among these candidates work out at VP of Gross sales. And barely under that.
Persona #2: Fails Up Properly
For essentially the most half, solely these of you which are well-funded will make this error, however a lot of you which are well-funded will. There are VPs of Gross sales and CMOs which are nice at failing up. Typically, VCs that don’t know gross sales (or advertising) love them. They’re clean talkers. They usually typically had been fortunate sufficient to be a part of a giant exit earlier than they needed to scale themselves for actual. Actually do further due diligence on anybody with an ideal resume at too many sizzling startups that didn’t keep that lengthy, or had been solely there within the “fortunate” years. They don’t actually know tips on how to do it, and in lots of circumstances, even need to do it. Typically, they simply need the glamor of the function. Watch out additionally with retained search recruiters that sometimes solely work with startups a lot later-stage than you. They get you lots of these kind of candidates.
Persona #3: The VP That Solely Labored in a Small Division of a Massive Tech Firm
No, working in an “inside startup” at a ten,000 individual tech firm is just not the identical. They simply lack the talents. You don’t want to rent a VP of Gross sales that has labored at your actual stage earlier than, nevertheless it certain helps in the event that they’ve a minimum of labored on the stage you’ll be at in about 12 months. You’ll develop into that stage quickly sufficient. Don’t reduce corners right here.
Persona #4: By no means Offered At Your Deal Measurement. Not Actually
That is an outdated SaaStr theme we’ve talked about many times. And but, I see so a lot of you continue to not heed it ;). You must rent a VP of Gross sales (and VP of Advertising and marketing) with expertise at your core value level. The playbook is simply too completely different at $3k ACV, $30k ACV, and $300k ACVs. They gained’t know the playbook in the event that they haven’t lived it. And you’re hiring a VP of Gross sales largely for his or her playbook. Extra on that here.
Persona #5: The VP of Gross sales / CRO That Can’t Convey Anybody WIth Them
Don’t make this exception. Ever. So many founders do. But when they don’t have a minimum of just a few nice gross sales execs to deliver with them … effectively, that’s a 100% clear signal that VP of Gross sales candidate is only a stretch too far. They’re a double stretch. Don’t do this except you’re really tremendous early stage. Don’t accept “I’ll rent recruiters” as a solution. Extra on that here.
Persona #6: Nice LinkedIn / Background, However Misplaced The Fireplace
That is fairly frequent at present. There are such a lot of SaaS and B2B veterans on the market — which is nice. Interview them. Rent just a few. However simply be certain that they really, truthfully are up for doing all of it once more. That they’re nonetheless curious, and have the start-up ardour. Many lose it after an extended stretch or a troublesome few start-up roles. Don’t rent them regardless of how nice their LinkedIn.
Use this guidelines if you discover a VP of Gross sales / CRO candidate you actually like — to problem your self. To not be blinded by bling.
Need to make an exception anyway? That’s your proper. However a minimum of be intellectually trustworthy. Sit down along with your cofounder, your seed investor, somebody you belief. And speak about if hiring one among these personas actually is smart.
A bit extra right here:
