sales advice
Sales hiring and career advice
Practical notes for Account Executives, sales leaders, and teams hiring revenue talent.
September 30, 2026
Build an Account Executive Compensation Plan
Set base, variable pay, quota, credit rules, and ramp terms. Work through a simple AE pay example before you advertise the opening.
September 30, 2026
An Account Executive Hiring Process That Gets to a Decision
Set clear AE interview stages, owners, scorecards, and decision dates. Download a hiring-process worksheet and track where candidates drop out.
September 30, 2026
Account Executive Job Description Template
Copy an AE job description with clear base, OTE, quota, territory, pipeline ownership, and interview steps. Download the editable text template.
September 30, 2026
How to Hire Enterprise Account Executives
Hire enterprise AEs who can handle your buyers, accounts, and deal process. Use a deal-review worksheet to check their role in complex sales.
September 30, 2026
How to Hire Your First Account Executive
Use a first-AE readiness checklist to separate founder-led sales work, pipeline capacity, ramp support, and the responsibilities of your first sales hire.
September 30, 2026
How to Hire Remote Account Executives
Set location, working hours, territory, travel, and manager support before hiring a remote AE. Download the remote-role checklist.
September 30, 2026
How to Hire SaaS Account Executives
Define a SaaS AE's segment, buyer, contract economics, pipeline source, and technical support. Use the job description to hire for the work.
September 30, 2026
Sales Reference Check Questions for Account Executive Hires
Ask references about the AE's actual selling work, results, coaching, and handoffs. Download a call worksheet with room for evidence and unknowns.
September 30, 2026
How to Source Account Executive Candidates
Build a focused AE candidate search with a clear job description, referrals, targeted outreach, and a channel worksheet that tracks useful applicants.
July 29, 2026
The Cost Of Hiring And Replacing An Account Executive
Build a fully loaded AE cost model covering compensation, employer payroll taxes, benefits, recruiting, ramp, vacancy, lost gross profit, and payback.
July 29, 2026
Sales Commission Tiers, Cliffs, and Accelerators Explained
Learn how commission tiers, cliffs, accelerators, decelerators, caps, draws, and clawbacks change a sales payout, with worked examples.
July 29, 2026
How To Set A Realistic Sales Quota Using Funnel Math
Work backward from quota to wins and qualified opportunities, then test sales-cycle timing, rep capacity, ramp, territory, and downside cases.
June 07, 2026
Account Executive Interview Questions That Actually Reveal Sales Ability
Use these account executive interview questions to test quota proof, pipeline creation, discovery, deal judgment, coachability, and real sales fit.
June 03, 2026
Sales Job Red Flags: A Due-Diligence Checklist Before You Accept
Use this sales job red flags checklist to evaluate OTE, quota, ramp, territory, manager support, commission rules, and offer risk before accepting.
May 26, 2026
Account Executive Salary: Base Pay, OTE, Quota, and Pay Risk
Learn how account executive salary works: base pay, OTE, quota, ramp, commission rules, and the questions to ask before trusting the pay number.
May 19, 2026
Sales Hiring Scorecard: A Practical Template for Hiring Account Executives
Use this sales hiring scorecard to evaluate account executives by role fit, quota proof, prospecting, discovery, deal judgment, coachability, and risk.