How I Index Great Sales Talent for YOUR Business

November 2025

Author

Joey Brodsky
November 04, 2025

Hello and welcome to The Modern GTM Executive by Lunar Executive Search - read by 2,000+ leading Sales, Marketing, and Executive Leaders within Growth-Stage Technology businesses. We’re here to help people redefine their perspective on modern revenue acquisition models, understand what talent & skills are necessary to do so, and how to find the to 10% of GTM Leaders to execute.

How I Index Great Sales Talent for YOUR Business

There are only a 3 key index points that you need to look for when identifying who the right sales talent for your business is.

It works up and down the chain of command - from BDR hiring to CRO hiring with only subtle nuance.

  1. Experience Selling to your Buyer Industry

  2. Experience Selling to your Buyer Persona

  3. Experience Selling your Technology

You generally need 2 out of 3 of these in each hire to have a high assurance of fit (at least from a skillset perspective) within your organization.

Which ones are most important? Reverse engineer the most difficult portions of your sales cycle.

Selling to highly regulated industries (Healthcare, FinServ, Gov) with a niche buyer persona (CISO, CTO, L&D)? 1 & 2.

Selling a complex technology solution (Cyber, AI, Data) to a sophisticated buyer? 2 & 3.

You get it.

If you can get all 3 - great - but generally this constrains your top of funnel from a recruitment perspective. There is a threshold you must pass in volume, so then you can ‘qualify’ on other important factors (quota attainment, culture fit, etc).

You can apply this to any GTM opening across the board.

General rule of thumb: the more senior the role, the more narrow you can define the criteria (ie; experience selling in the ‘finserv’ industry evolves into: experience selling into tier-1 hedge funds & commodity traders).

This can be reverse engineered for job seekers to help target companies that they will be competitive applicants at.

Seen our latest report yet? (It explains much of the data behind this tactic)

Alongside this month’s newsletter, I released my newest research report — The 50 Highest-Performing Venture-Backed SaaS Sales Teams in the World.

It’s a deep, data-backed look at what separates the best sales organizations from the rest — built from public quota attainment data, team structures, and enablement practices across 50 top VC-backed companies.

Here are a few of the biggest takeaways:

  • 80% average quota attainment across the Top 50 — with the top quartile well above 90%.

  • Leaner teams win: median AE org size is just 9 sellers.

  • RevOps + Enablement = measurable lift: companies with both see ~8–12% higher attainment.

  • Happy sellers perform better: those with higher Glassdoor ratings outperform by ~30%.

  • Technical complexity isn’t a barrier — when talent matches the market, complex products outperform simpler ones.

You can read the full breakdown and download the report here:
👉 [The 50 Highest-Performing SaaS Sales Teams in the World]

Latest Job Opportunities

We've got a number of active opportunities across our portfolio of software clients at Lunar Executive Search currently.

A few select openings: 

  • VP of Sales – VC Backed – Enterprise SaaS

  • Enterprise Account Executive - VC Backed - Enterprise SaaS

  • Enterprise Account Executive - VC Backed - Cyber

  • Enterprise Account Executive - VC Backed - IT SaaS (NYC Hybrid)

  • Account Executive - PE Backed - HealthTech

I'm also always look to great candidates for future roles:

  • Chief Revenue Officer - Venture/PE-Backed - SaaS/Cyber/AI

  • Chief Marketing Officer - Venture/PE-Backed - SaaS/Cyber/AI

  • VP of Product Marketing - Venture/PE-Backed - SaaS/Cyber/AI

  • VP of Partnerships - Venture/PE-Backed - SaaS/Cyber/AI

Highlights from The GTM Kickback! Podcast

We've had a number of excellent interviews recently on The GTM Kickback!, with many more already booked and recorded on the way. 

Want to be a guest? Ping me on LinkedIn! 😎

We're looking for: High-performance GTM Operators, VC/PE Investors in SaaS, and Leading GTM Consultants for early stage technology businesses

New to "The GTM Kickback!"? Subscribe to the podcast!

This newsletter is powered by Lunar Executive Search - Finding Premier GTM Talent for Growth Stage Tech Businesses. 

We help disruptive technology companies grow. For venture-funded start-ups and PE-backed enterprise software firms, we have a track record in finding the Top 10% of Sales and Marketing Leadership Talent, and doing so swiftly. 

Reach out to me here: [email protected] 

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Till next time, 

Joey