In today’s competitive market for sales and revenue leadership roles, private equity firms are leading disciplined, rigorous hiring processes because they know revenue leadership directly determines enterprise value.
“In our firm, the decisions in selecting our revenue leaders are the most consequential decisions that will determine the fate of any team, company, or organization.”
— Kevin McShane, Operating Partner
If you’re interviewing for a PE-backed revenue role, you’re being evaluated for your potential to drive the value creation engine. To stand out, you must clearly demonstrate four attributes sponsors consistently prioritize.
1. People-Driven Leadership Approach
Revenue leadership excellence transcends achieving sales targets. Sponsors seek leaders who can develop and optimize teams that can consistently, reliably hit those targets. Sustainable growth enhances an asset’s appeal at exit. Investors buy businesses, not individual leaders.
“Boards are asking: How do we move away from heroics to systems? If your CRO or CMO left tomorrow, would your GTM motion still run?” — Archita Fritz, PE advisor, fractional CMO and GTM expert
Sponsors are evaluating whether you built the system, or if you were the system. They want to see evidence that you can:
- Upgrade talent when necessary
- Develop strong performers into repeat winners
- Reduce turnover in critical revenue roles
- Instill accountability while maintaining morale
- Build a culture that reinforces performance
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