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Selling Security Is a Different Sport: How Cyber Vendors Should Build Their Go-to-Market TeamIwan Robertson

Posted by Iwan Robertson - 06/08/2026

Selling Security Is a Different Sport: How Cyber Vendors Should Build Their Go-to-Market Team

Most Cybersecurity Vendors build a brilliant product and then hire the Commercial team as if they were selling any other piece of software.

They bring in a polished Enterprise seller with a great logo on the CV, expect the pipeline to follow, and are surprised when deals stall in the first technical call.

Selling security is a different sport. The buyer is paid to be sceptical, the evaluation is run by engineers, and a single weak reference travels fast through a small, well-connected community.

Let's Dive In!

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What Makes a Great SaaS Account Executive?John Hitchen

Posted by John Hitchen - 01/08/2026

What Makes a Great SaaS Account Executive?

Ask ten revenue leaders what makes a great SaaS account executive and you will get ten versions of the same vague answer: hungry, coachable, consultative, resilient. All true, none useful.

The traits that actually separate the top decile of AEs from the competent middle are observable, testable and surprisingly consistent across company stage and deal size - and almost none of them are the things a CV shows.

This blog breaks down what genuinely great SaaS account executives do differently, why those behaviours drive revenue, and how founders, revenue leaders and talent teams can identify them in a hiring process rather than discovering them nine months into a ramp.

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Taking your SaaS to the US? Your first Sales Hire matters more than the OfficeJohn Hitchen

Posted by John Hitchen - 30/07/2026

Taking your SaaS to the US? Your first Sales Hire matters more than the Office

You've got product-market fit in the UK. The board's started asking about America. And somewhere in a deck there's a line about "North American expansion" with a date attached to it.

So what's the actual first move?

Most Founders reach for the obvious stuff: An Office, a US Entity, a Lawyer, a logo on a door in New York or Austin. The ones who get it right tend to start somewhere far less glamorous. They start with a single sales hire, and they take that decision more seriously than almost anything else on the expansion plan.

Here's why that hire carries so much weight, and how to get it right.

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The Evolution of GTM Roles in Modern SaaS CompaniesAdam Richardson

Posted by Adam Richardson - 03/06/2026

The Evolution of GTM Roles in Modern SaaS Companies

For years, the traditional SaaS GTM model followed a familiar blueprint.

Marketing generated leads. Sales Development Representatives (SDRs) qualified them. Account Executives (AEs) closed deals. Customer Success Managers (CSMs) handled retention and expansion.

Today, however, the SaaS landscape looks very different.

Let's Dive In!

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How to Scale Your Sales Team in a High-Growth SaaS BusinessJohn Hitchen

Posted by John Hitchen - 03/06/2026

How to Scale Your Sales Team in a High-Growth SaaS Business

Scaling a sales team in a high-growth SaaS business is one of the most exciting challenges a company can face.

Without the right structure, processes, leadership, and hiring strategy, rapid sales expansion can lead to inconsistent performance, missed targets, cultural dilution, and rising customer acquisition costs.

The best SaaS companies do not simply grow their sales teams. They build sales engines that can scale.

Let's Dive In!

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The Complete Guide to Hiring GTM Teams for SaaS CompaniesAdam Richardson

Posted by Adam Richardson - 05/02/2026

The Complete Guide to Hiring GTM Teams for SaaS Companies

Hiring the right Go-To-Market (GTM) team is one of the most important - and most misunderstood - challenges SaaS companies face. You can have a world-class product, strong funding, and clear demand, but without the right GTM talent, growth stalls quickly.

GTM hiring decisions compound. Get them right early and scale becomes predictable.Get them wrong and you spend months - sometimes years - recovering.

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Why SaaS Sales Hiring Fails (And How to Fix It)John Hitchen

Posted by John Hitchen - 05/02/2026

Why SaaS Sales Hiring Fails (And How to Fix It)

SaaS sales hiring fails far more often than founders and revenue leaders like to admit. Missed quotas, high churn, slow ramp times, and constant rehiring are not signs of a weak market - they are signals of a broken hiring approach. At Strive, we see this pattern repeatedly across early-stage and scaling SaaS companies.

The good news is that most failures are preventable once you understand where the process goes wrong.

Let's Dive In!

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What Is GTM Recruitment? A Guide for SaaS CompaniesAdam Richardson

Posted by Adam Richardson - 05/02/2026

What Is GTM Recruitment? A Guide for SaaS Companies

GTM recruitment is the practice of hiring the people responsible for taking a product to market and turning demand into revenue. For SaaS companies, this includes roles across sales, marketing, customer success, revenue operations, and sometimes partnerships.

Unlike general hiring, GTM recruitment focuses on building revenue engines, not just filling roles.

Let's Dive In!

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Why Specialist GTM Recruiters Outperform Generalist AgenciesIwan Robertson

Posted by Iwan Robertson - 13/01/2026

Why Specialist GTM Recruiters Outperform Generalist Agencies

At Strive, we regularly speak with founders, CROs, and talent leaders who have worked with both generalist recruitment agencies and specialist GTM recruiters.

The difference in outcomes is often significant - not because generalist agencies lack capability, but because GTM hiring demands deep, specific expertise.

Let's Dive In!

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