Interviewing GTM Leaders

Leanscale RevOps Interviewing Guide

Introduction

This document provides a guide to interviewing sales or marketing leaders to gauge their ability to work as part of a team and see themselves on the same team as the opposite end of the go-to-market structure.

Interview Questions

Sales Leader Interview Question

• How did the marketing team perform at your previous companies?

Marketing Leader Interview Question

• How did the sales team perform at your previous companies?

Evaluating Responses

The key factor to consider when evaluating responses to these questions is the candidate's tone. Specifically, you should be looking for the following:

• Do they have a tone of respect and reverence for the other department that they were not a part of?

• Do they take any responsibility or discuss it as if they were on the same team together?

• Do they make it seem like it's a completely different team that they were not responsible for?

Red Flag

A red flag in the interview process is if the candidate goes straight to throwing the other team under the bus. This indicates that they may not be able to work effectively as part of a team.

Conclusion

By using these interview questions and evaluating responses carefully, you can identify candidates who are likely to be team players and see themselves on the same team as the opposite end of the go-to-market structure.