How To Build Your First Go-to-Market Team with Swing Search
This episode breaks down the realities of building your first go-to-market team with insights from Swing Search on hiring, scaling, and founder misconceptions. The discussion challenges the common founder belief that they can step away from sales, arguing instead that successful CEOs remain deeply involved in go-to-market activities even at $100M+ revenue companies.
Key takeaways
- •Founders never truly leave sales - even $100M+ ARR company CEOs still attend sales calls and remain central to go-to-market efforts.
- •Evaluate sales candidates not just on quota attainment but on their ranking relative to peers, since someone hitting 70% might still be bottom quartile on their team.
- •'Vibe hiring' is just a rebranded version of culture interviews from 2015, focusing on personal fit rather than hard skills.
- •The best early sales hires act like founding AEs, building tools and processes for the company before they're even officially hired.
- •Experienced sales ops professionals often struggle at early-stage companies because they want to build formal territories and processes when you're still 'throwing spaghetti against the wall.'
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