For Founders & Hiring Managers

Practical playbooks for building a GTM team that performs. From scoping your first hire and writing job descriptions to running interviews and ramping new reps, these guides help early-stage leaders hire faster and smarter.

The Early-Stage Sales Job Description Template That Actually Converts

Most startup sales JDs read like copy-pastes from big tech — vague, bloated, and easy to ignore. Here's a six-element framework for writing one that hooks the right candidates and filters out the wrong ones.

Pre-Interview

Jay Green

Sep 2, 20252 min read

How to Scope Your First AE, SDR, or CSM

Hiring too soon wastes budget. Hiring the wrong role stalls growth. Here's a practical framework for deciding whether your next GTM hire should be an AE, SDR, or CSM — based on where you actually are.

Pre-Interview

Jay Green

Aug 25, 20252 min read

Dark charcoal grid cover with orange "For Founders & Hiring Managers" eyebrow and bold white serif text reading "Should You Use Multiple Recruiting Firms?"

Should You Hire Multiple Recruiting Firms for the Same Role?

Using multiple recruiting firms sounds like it'll get you more candidates faster. Usually it doesn't. Here's what actually happens — and when the multi-firm approach genuinely makes sense.

Pre-Interview

Jay Green

Aug 23, 20252 min read

Cream cover with teal "For Founders & Hiring Managers" eyebrow and bold black serif text reading "Choosing the Right Hiring Model — Contingent, embedded, or internal?"

Choosing the Right Recruiting Model: Contingent, Embedded, or Internal?

Should you use a recruiting firm, bring in an embedded partner, or hire internal recruiters? The right answer depends entirely on your stage, hiring volume, and how fast you need to move. Here's how to decide.

Pre-Interview

Jay Green

Aug 23, 20252 min read

Hiring In-Person Sales Reps at an Early-Stage SaaS Startup

The reps who want to be in the office exist — you just need to know how to find them, position the opportunity correctly, and build a local hiring strategy that works. Here's the playbook.

Pre-Interview

Jay Green

Aug 23, 20253 min read