The 48 Types of VP Sales: How to Hire the Right One
Summary
Hiring a VP of Sales is a critical and often challenging task for SaaS companies. The article breaks down the VP of Sales role into four main types based on company ARR stages: The Evangelist (pre-traction), Mr. Make-it-Repeatable (initial traction to $1-2M ARR), Ms. Go Big ($10-20M ARR), and Mr. Dashboards (post-unstoppable ARR). Key considerations for hiring include: * **Stage Appropriateness:** Matching the candidate's experience to the company's current ARR stage is crucial. Hiring a VP from a large company for an early-stage startup is often a mistake. * **Competitive Sales Experience:** Ensuring the candidate has experience in highly competitive markets if your company operates in one. * **Deal Size Experience:** Aligning the candidate's background with your company's average Annual Contract Value (ACV). * **Inbound vs. Outbound:** Matching the candidate's strengths to your primary lead generation model. The article emphasizes that there are essentially 48 types of VP Sales when considering these factors (4 ARR stages x 2 competitive experiences x 3 deal sizes x 2 lead types). The core advice is to hire a VP of Sales who has successfully navigated a similar ARR stage in a startup environment.