In this episode of Mostly Growth, the number one podcast in product monetization, Kyle digs into who's actually hiring in GTM right now — and the data is full of surprises. SDR jobs are supposedly dying, yet AI-native startups are doubling down on them. GTM engineering is the breakout role. Customer support is being automated away. The full picture from 120K+ job posts.

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SPONSORS:

Tabs is an AI-native revenue platform that unifies billing, collections, and revenue recognition for companies running usage-based or complex contracts. By bringing together ERP, CRM, and real product usage data into a single system of record, Tabs eliminates manual reconciliations and speeds up close and cash collection. Companies like Cortex, Statsig, and Cursor trust Tabs to scale revenue efficiently. Learn more at https://www.tabs.com/run

Lightfield is an AI-first CRM built for modern sales teams that want to manage deals without manual data entry or dashboards. By joining sales calls, reading emails, and maintaining full account context, Lightfield helps teams prioritize deals, automate follow-ups, and stay prepared for every interaction. It’s like having a sales coach, RevOps analyst, and EA in one. Start a 14-day free trial at https://www.lightfield.app and use code MOSTLYGROWTH to get 3 months free.

beehiiv is a modern newsletter platform built for creators who want to grow, monetize, and own their audience without piecing together a stack. Its all-in-one platform brings together newsletters, websites, analytics, automations, and monetization tools, and now supports podcasts, webinars, and MCP workflows. Kyle even used beehiiv’s MCP in Claude to audit his site, prioritize SEO fixes, and analyze subscriber trends. Try it free at https://www.beehiiv.com/kyle and use code KYLE30 for 30% off your first three months.

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LINKS: 

Mostly Metrics: https://www.mostlymetrics.com

CJ on LinkedIn: https://www.linkedin.com/in/cj-gustafson-13140948/

Growth Unhinged: https://www.growthunhinged.com/

Kyle on LinkedIn: https://www.linkedin.com/in/kyle-poyar/

Slacker Stuff: https://www.slackerstuff.com/

Ben on LinkedIn: https://www.linkedin.com/in/slackerstuff/

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https://youtu.be/sSuoV_YSrlw

Fantasy Startup Draft: The First 5 Hires We’d Make Today

https://youtu.be/usxbRdABi0I

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TIMESTAMPS:

0:00 Coyote encounter

2:04 Show intro

2:28 Who's hiring in GTM?

4:44 SDR posts down 21% — but AI companies are hiring the most

7:30 AI native companies only 5% of GTM hiring

7:58 Jevons paradox and SDR efficiency

9:29 Why AI companies need more SDRs, not fewer

10:33 Sponsors — Tabs | Lightfield | beehiiv

13:34 Customer support down 67% at AI native companies

15:07 Customer success is holding steady

16:04 Solutions engineering: still in demand

17:39 GTM hiring overall down 15% YoY

18:21 Sales: still 40% of GTM, holding up

19:57 Marketing down 20% — but growth marketing up 8%

21:22 Fastest growing role: GTM engineer

22:13 RevOps is flat — and that's actually good

23:16 GTM ratios: 10 salespeople to 4 SEs, 4 marketers

24:06 Are GTM roles becoming more generalist?

27:04 Career advice: develop AI skills

28:44 Biggest surprise: RevOps not getting crushed

29:35 Biggest takeaway: marketers are leading AI adoption

31:44 Hull parking permit misspelling

33:03 RevSwap AI: revenue laundering platform

33:59 General Catalyst ad backfires

34:39 Credits

#MostlyGrowthPodcast #SaaS #GrowthMarketing #RevenueOperations #AIStrategy