While interviewing for a Sales leadership role with an early stage start up, what type of questions are you all looking to have answered?
Questions for Sales leader role in early stage company
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Getting to the final stages of the interview process in the same situation.ย
A few I've asked:
What is the growth strategy/plan for the sales organization?
Describe the company financials (profitable? burning cash?)
What investments can be made to make sure you and your sellers are equipped with the right tools to be successful?
What has worked from a sales perspective? What hasn't? Is there already a developed sales methodology and process or does it need to be built?
I need to ask about equity and benefits but not sure how I'm going to frame it yet
A few I've asked:
What is the growth strategy/plan for the sales organization?
Describe the company financials (profitable? burning cash?)
What investments can be made to make sure you and your sellers are equipped with the right tools to be successful?
What has worked from a sales perspective? What hasn't? Is there already a developed sales methodology and process or does it need to be built?
I need to ask about equity and benefits but not sure how I'm going to frame it yet
This is great, thank you! I would flat out ask to see the Cap table. Made the mistake of not understanding this before, never again.
What does growth look like to you? Will I be a manager with a bag? What kind of technology are you willing to invest in?ย What kind of analysis have you done on your ICP? What is my relationship to marketing? Do I have access to the product team to give early customer feedback.
Growthย
Personal growth development path beyond the current role
3- to 3+ how has the comp grown and plan to
Personal and professional growth trajectory in the org for similar designated people in other domains?
ROI been good or better?
Personal and professional growth trajectory in the org for similar designated people in other domains?
ROI been good or better?
It's a tricky one, because on one hand you want to know what you are getting into, and on the other hand, you need to prove you are the one that can drive the growth.
What does growth look like to you? Will I be a manager with a bag? What kind of technology are you willing to invest in? What kind of analysis have you done on your ICP? What is my relationship to marketing? Do I have access to the product team to give early customer feedback.
I don't think it should be a product presentation because they don't work there yet! Make it a presentation about literally anything else. Teach them the product later
I don't think it should be a product presentation because they don't work there yet! Make it a presentation about literally anything else. Teach them the product later
If I were taking the senior sales seat, or in any of the first half dozen or so sales roles at a startup, I would want to ask about how I will be measured in my role. I would argue that identifying and adopting the elements necessary to develop a repeatable sales process are more valuable than hitting any bookings or revenue target. The cost profile of customer engagement may not be scalable until you have >$10M in revenue, but without some process mastery you will be unlikely to align to sales productivity metrics that gate series C, D, and future financings. If process and continuous improvement are not key considerations of the early sales roles, you should be worried that other sellers will prioritize bookings over activities that lead to better business building.
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