For a newly funded startup, if they want to hire a VP of sales/BD person. What things should they consider?

👑 Sales Strategy
👥 Hiring
8
Chep
WR Officer
2
Bitcoin Adoption Specialist
Someone with sales experience in the start-up space. I'd honestly take an SDM who worked at a start-up for a while over a VP of sales who was doing enterprise-level sales. Different beasts
Ace
Arsonist
1
CEO
This is a good advice. I know these are 2 different games, so was just wondering if there's a checklist that people follow
Savagedoge
Tycoon
0
Account Executive
We’re doing something similar. We’re bringing in a Head of Sales who’s been an SD manager in two SaaS startup’s now, built solid teams. Let’s see how this goes.
AlecBaldwinsHairline
Valued Contributor
1
Head of Sales Development
for VP of Sales - it depends on your product.  Is there someone who might be able to leverage your product into their current industry?

I also think startup experience is more important on a BD side.

As long as your VP of Sales can build a sales team, which most do no matter what level of company they join, you will be gravy!
Ace
Arsonist
0
CEO
That's awesome. Thanks a lot!
Coffeesforclosers
Notable Contributor
0
Director Sales and Market Development
Track record of building and securing funding in the past
Ace
Arsonist
0
CEO
This is a good one. Thanks!
brotato
WR Lieutenant
0
Head of Sales
There's two main things to consider:

1) how well can the person recruit and hire (diverse) candidates? Or are they just importing their old team over and over?

2) How will they build a world class sales culture that's bigger than just winning? How will they operationalize career growth? How will they approach enablement? Tech stack? How will they approach prospecting? Are they looking to micromanage or empower?

If they have a clear vision and method to tackling these two issues, you're probably hiring a really great sales leader.
Ace
Arsonist
0
CEO
Interesting. How do I find this out? I mean what questions should I ask them that'll help me understand this about them
Juancallclose
Catalyst
0
Director
Get an AE from a well known SAAS company. Vet that they have a book of business and process down.
pwnzor
Opinionated
0
Head of Sales
Would highly recommend you find someone who:

1. Has startup experience (Big Co VP's can be startup disaster)
2. Familiarity with the Industry at some level (Quicker ramp time if complex product)
3. Has experience running deals of a similar size($) and process(ent/mm/smb companies you're selling to) to what yours are/or will be is huge.
4. Not afraid to get their hands dirty and get to work with the team. NOT saying player coach but they're not just dashboard managers and Sales enablement content creators
5. Have a network of AE's they've worked with
6. Hard worker - hard to vet but if you can find it....it's a gamechanger.

I am a Head of Sales currently but this is basically the startup blueprint for hiring AE's for me and is applicable to hiring your VP imo. I think it maps really well and what I've found is I need to find someone who's "an up and comer". Could be what Jason Lemkin refers to as a stretch hire. They're not at that level now but they're 1 step away(not 2) and have a lot of the intangibles. Hope this is helpful.
8

Are you guys aiming for management positions (VP or Sales Manager) or focusing for on being the number 1 rep?

Question
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34
Members only

Would you hire a salesperson outside of software for an AE role at a software company

Question
45
15

Going from an AE at a Massive company, to Director of Sales at a small company? Thoughts?

Advice
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