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Hire for Domain, Train for Sales [21]
Why a controller in your customer's office may onboard faster than a senior SE.
An SE leader scaling from five to twenty SEs stopped hiring from the presales talent pool. His last six hires were former controllers and accountants from his customers' world — and they got into customer meetings independently in three months instead of four.
What Nate and Ava discuss
The move
If you're in a vertical product company struggling to find SE talent, look at your customer's org chart. Rewrite the job description around the domain ("deep understanding of financial close processes") instead of years of presales experience — then redirect the budget you save on product training into structured sales skills development.
🔗 Resources & Links: paths.to/presales
📅 Book a Discovery Call: calendly.com/serockstars-tim/discovery-call
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By Jan-Erik Jank & Tim BrömmeWhy a controller in your customer's office may onboard faster than a senior SE.
An SE leader scaling from five to twenty SEs stopped hiring from the presales talent pool. His last six hires were former controllers and accountants from his customers' world — and they got into customer meetings independently in three months instead of four.
What Nate and Ava discuss
The move
If you're in a vertical product company struggling to find SE talent, look at your customer's org chart. Rewrite the job description around the domain ("deep understanding of financial close processes") instead of years of presales experience — then redirect the budget you save on product training into structured sales skills development.
🔗 Resources & Links: paths.to/presales
📅 Book a Discovery Call: calendly.com/serockstars-tim/discovery-call