Busy week of GTM Operating Partners interviews. Met some new, brilliant people for the first time. Two more this afternoon. I knew it would be interesting, it is, and I feel compelled to share some things as I go. One particular theme from conversations this week is red flags these GTM Operating Partners have when interviewing CROs. Beware the candidate who: Lacks GTM curiosity: If they're immediately pitching outdated playbooks or talk about tech stacks and outbound strategies that "don't work anymore," proceed with caution. They need to be modern on process and adaptable. Isn't truly data-driven: Watch out for vagueness on numbers, fumbling with data, or inability to walk through how they'd forecast or measure weekly ops to hit goals. A CRO needs to be "all over their numbers." Has a "hero complex": Those who believe they have all the answers, grandstand, or don't operate as a collaborative, coaching manager are a warning sign. Today's B2B sales is a team game. Neglects key GTM pillars: A CRO who doesn't understand or genuinely care about marketing (or customer success) will inevitably cause imbalances and neglect crucial parts of the revenue puzzle. Can't articulate tangible impact: If they can't clearly define the 3 biggest changes they'd make in the first 90 days to 6 months to drive revenue, it's a concern. By the end of an interview process they need a grasp of the business and its opportunities. Is defensive: Being unreceptive to constructive criticism or open learning indicates they might struggle to adapt and grow.
