Mailbag: How Do I Explain a Bad Startup Move Without Killing My Next Interview

Here’s a question from a salesperson in our network that many reps face:

I have been in sales for 7 years, strong track record, 2x President’s Club, and have won awards everywhere I have been. I left my last company earlier this year for a bigger comp plan, but the new role has been a mess…no product market fit, no traction, and I am going to make way less this year. The company is not doing well, and I am worried about a PIP or layoff. How do I position this job when interviewing for my next one?

How to Handle It Cleanly

1) Own it without oversharing

Keep it tight.

“I joined a Series A startup earlier this year that looked promising, but they have struggled to find product market fit. I gave it my full effort, but it is clear the timing and market were not right.”

This signals maturity, no blame, no excuses, clear awareness.

2) Shift the focus to decision making and reflection

Hiring managers respect reps who self diagnose.

“It taught me how critical PMF and leadership alignment are when evaluating an opportunity. I am more intentional now about ICP, motion, and signs of repeatability before I jump.”

That builds credibility.

3) Re center on your track record

Bring it back to what is consistent.

“Before this, I hit or exceeded quota and earned Presidents Club twice. I want my next move to be a multi year run where I scale with the company and build something meaningful.”

4) On paper: keep it real, but contained

List the role. Stay factual and neutral.

AE — XYZ Startup (2024–Present)

• Hired to drive new business for a Series A company in a developing market

• Built outbound structure and contributed to early customer feedback loops

• Added $X in new pipeline, 90% self sourced with F500 prospects in target list

No missed quota lines. No vanity fluff. Show that you did the right things even in a rough environment.

Bottom Line

One off target move does not define you. Hiding it or spinning it does the damage. Be honest, show reflection, and shift the spotlight back to long term performance. Good founders will respect it...they have likely lived it.

About ClosedWon Talent

ClosedWon Talent is a specialized sales recruiting firm that helps growth focused companies hire top GTM talent. We partner with founders, revenue leaders, and investors to build high performing sales teams across SaaS and beyond.

What sets us apart is the ClosedWon Method, a proven recruiting framework built on speed, precision, and transparency. We combine deep industry expertise with a curated candidate network to deliver shortlists of qualified, motivated sales professionals fast. Our team does not just fill roles, we act as embedded partners who understand how to assess selling style, territory experience, and growth potential based on each clients' specific needs.