Hiring

If growing headcount is part of your strategy, hiring guides can help you with:
  • When to hire for a role
  • How many hires you'll need
  • Who to look for (what to put in the job description)
  • What to include in your scorecard
  • How to evaluate candidates with good interview questions and tests
  • How to onboard and ramp new employees

Setting HR Policies

Linda Fang is the Principal Attorney at Banyan Legal Counsel, a law firm that supports businesses with employment law and business startup and expansion. In this guide she lays out what policies you should have in place for your employees in general, and how to to think about your processes around hiring, onboarding and offboarding employees, managing remote workers, protecting your company’s intellectual property, and more.
Linda Fang
Linda Fang

Linda Fang is the Principal Attorney at Banyan Legal Counsel, a law firm that supports businesses with employment law and business startup and expansion. She’s been practicing law for 16 years, covering all aspects of employment law, HR advice, entity formation and governance, and business contracts. Linda has been admitted to the bar in California and Washington.

Designing an Outcome-based Hiring Process

Anthony Louis is Recruitment Lead at Beacon, a talent consultancy that helps growing organizations level up their internal hiring programs. In this guide he lays out a roadmap for an outcome-based hiring process, from writing a spec to identifying candidates to running an interview process to making the hire, all with better targeting and less bias.
Anthony Louis
Anthony Louis

Anthony Louis is Recruitment Lead at Beacon, a talent consultancy that helps growing organizations level up their internal hiring programs. As a recruiter himself and leader of recruiting teams, he’s served over 100 companies from Seed Stage to Series C+, and interviewed thousands of candidates across dozens of functions.

Navigating Immigration Law

Sophie Alcorn is the Founding Partner at Alcorn Immigration Law and is a Certified Specialist Attorney in Immigration and Nationality Law by the State Bar of California, Board of Legal Specialization. In this guide she lays out different employment-based visa and green card options available to companies seeking to hire international talent, and when to use them. Please keep in mind that this article is educational only and does not replace individual legal advice. Sophie recommends that you speak with an expert attorney for any legal advice to assess your options if you think you’re ready to move forward. Immigration is not a one-size-fits-all process, and putting your best foot forward requires individualized attention!
Sophie Alcorn
Sophie Alcorn

Sophie Alcorn is a top 10 California immigration attorney, entrepreneur, and thought leader. She founded Alcorn Immigration Law, lauded the Top Immigration Law Firm For Startups In California. Sophie authors TechCrunch’s advice column “Dear Sophie”, serves on AILA’s Innovation & Technology Committee, and hosts the podcast Immigration Law for Tech Startups. Her mission is to help people harness their strengths, follow their hearts, find direction in their goals, and live their dreams in the U.S.

Scaling a Marketplace Product

Paul Zeckser led product ad HomeAdvisor from 2011-2020 and is now the Founder of Fresh Product Design, a full-service product strategy and development consultancy. In this guide he lays out how product, sales and marketing and operations should coordinate to scale marketplaces. He covers metrics to track, how to think about matching, and guidelines for monetizing marketplace transactions.
Paul Zeckser
Paul Zeckser

Paul Zeckser is currently the Founder of Fresh Product Design, a full-service product strategy and development consultancy. He previously led product at HomeAdvisor, the two-sided home services marketplace, where he was responsible for setting the direction for product management, product design, and product analytics teams. He grew with the company from ~$200M valuation to $6B valuation.

Recruiting and Hiring Account Executives

Lianne is a sales recruiter with experience hiring hundreds of sellers for companies like Gong, Pluralsight, Zscaler, Anaplan, and SuccessFactors. In this guide, she outlines what to look for when hiring SMB, Mid-market, and Enterprise AE’s, how to apply outreach and sequencing best practices to recruiting, and how to close great candidates.
Lianne Gong
Lianne Gong

Lianne specializes in sales and executive recruiting, and she’s currently a Sr. Recruiter at Gong. She previously served as a Sr. Sales Recruiter at B2B tech companies including Pluralsight, Zscaler, Anaplan, and SuccessFactors. In a decade of sales recruiting across companies, Lianne has hired hundreds of sellers (and reviewed thousands of candidates).

Capacity Planning

Rachel Haley has run capacity planning while in sales ops leadership roles at Snowflake, Sumo Logic, and Salesforce. In this guide, she details the steps of a good sales capacity planning process and the major deliverables that come out of one.
Rachel Haley
Rachel Haley

Rachel was a Senior Director of Sales Operations at Snowflake; she joined as an individual contributor when Snowflake had 30 quota-carrying AEs and grew with the company to 400+ AEs to become a leader in the 30+ person sales ops organization. She previously held sales operations roles at Sumo Logic and Salesforce, and is now the CEO of Clarus Designs, a consulting firm focused on sales and marketing operational efficiency. 

Hiring Customer Success Managers

Maranda Dziekonski is currently Chief Customer Officer at Swiftly, and has previously led customer success and support teams at Lending Club and HelloSign. In this guide, she describes the CSM role, where to look for candidates, and how to screen for judgement, proactive mindset and communication skills in interviews.
Maranda Dziekonski
Maranda Dziekonski

Maranda is currently Chief Customer Officer at Swiftly, a provider of enterprise software for transit agencies. She’s previously built customer success from scratch four times, growing teams of up to 15-20 CSMs. Maranda has worked at companies like Lending Club, HelloSign, Castlight Health, and Pared. Maranda is also a customer success advisor for organizations including CSM Practice and the University of San Francisco School of Management.

Building a Sales Ops Function

Sean Lane has led revenue operations at Drift and Upserve, and hosts Drift's Operations Podcast. In this guide, he explains the different roles sales ops plays, and how to build both the org and processes that make up the function.
Sean Lane
Sean Lane

Sean is currently the Director of Operations at Drift, the revenue acceleration platform, where he’s helped grow the Sales organization from 20 to 80+ sellers. He also hosts the company’s Operations podcast. Sean has led Go-to-Market Ops teams across the customer journey, ranging from Marketing, Sales and Customer Success Ops. Prior to Drift, Sean led Revenue Operations at Upserve, a restaurant technology company, where he joined as the 25th employee and grew with the company to 250+ employees, working in Customer Success, Sales Development, and building a new centralized operations function along the way.

Hiring a Product Marketer

Ryan Goldman is the Vice President of Product Marketing at SoundCloud and has led marketing or product marketing at Pendo, Sentry, SignalFx, and Cloudera, and over the course of his career, he's managed or hired 15+ B2B product marketers. In this guide, he explains how to find a product marketer who can serve as a bridge between the product, the sales org, and the market.
Ryan Goldman
Ryan Goldman

Ryan is the Vice President of Product Marketing at SoundCloud, and has previously held product marketing leadership roles at SoundCloud, Pendo, Sentry, Signal FX, and Cloudera.  He has particularly deep experience with developer products, and serves as a Marketing Advisor for the Heavybit Industries Accelerator

Onboarding Salespeople

Maggie Callahan has led revenue enablement at Convercent and Four Winds Interactive, overseeing training and onboarding for 80+ AEs and SDRs. In this guide, she explains the key components of sales onboarding and how to design a repeatable process.
Maggie Callahan
Maggie Callahan

Maggie is the Senior Director of Revenue Enablement at Convercent, an ethics and compliance software provider, where she owns sales training, onboarding, and methodology implementation. Since joining, she’s re-trained the entire sales team to help the company increase conversion rates to almost 10% at every sales stage. Maggie previously grew through the BDR and AE ranks to run sales enablement at Four Winds Interactive, a digital signage software provider.

Building a Sales Enablement Function

Christi Wall is currently the Head of Revenue Enablement & Operations at SecZetta Inc. Previously, she was the Director of Strategic initiatives at Chainalysis, a blockchain analysis company, where she previously served as Director of Revenue Enablement. She has supported 250+ sellers across her sales enablement roles and has led Training and Enablement at Ping Identity.
Christi Wall
Christi Wall

Christi is currently the Head of Revenue Enablement & Operations at SecZetta Inc. Previously, she was the Director of Strategic initiatives at Chainalysis, a blockchain analysis company, where she previously served as Director of Revenue Enablement. She has supported 250+ sellers across her sales enablement roles and has led Training and Enablement at Ping Identity.

Search for more expertise

Many authors have areas of expertise that have not (yet) been written into full guides.

Scroll to Top

Request Access