Blog
The GTM and RevOps blog, for companies and candidates.
Sharing actionable insights each week.
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How to use Clay for GTM (and what 3,342 ads ask)
The Clay working loop for go-to-market, what 3,342 GTM engineer job ads actually ask for, and why the tool is the least predictive line in the advert.
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Revenue operations consulting: buy or hire
When revenue operations consulting is the right purchase, when it leaves nothing behind, and the decay test that decides it. With vendor pricing, labelled.
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What is a GTM engineer? Skills, salary and how to hire
A GTM engineer builds automated revenue systems instead of running go to market by hand. The definition, 2026 salary data, and how to hire and assess one.
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AI-written applications broke technical screening
Every candidate now arrives with a polished written account of themselves. What that does to CV screening, and what still carries signal once it stops.
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Time to hire: how long a RevOps search actually takes
How long a RevOps search takes week by week, with published time to hire benchmarks, what genuinely compresses, and what the candidate sees.
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Recruitment fees explained: what you actually pay
Contingency, retained and embedded models compared on a real hire, what each one buys, and where the incentives point in each case.
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Why ops hires fail in the first ninety days
Ops hires rarely fail on capability. They fail on an unwritten mandate, no access, and a first project nobody agreed. What to fix before someone starts.
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First operations hire: when to make it and who to hire
A scored readiness test for a first operations hire, the signals you left it too late, what a permanent hire costs against fractional, and what to screen for.
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RevOps job description: why yours attracts the wrong people
Two complete RevOps and GTM engineer job description templates, the phrases that repel strong operations candidates, and what a salary band does.
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RevOps salary benchmarks and what to budget for a hire
US salary bands for RevOps, sales ops, marketing ops, CRM and GTM engineering roles, checked against Glassdoor, ZipRecruiter, Payscale and Built In.
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RevOps interview questions that predict performance
Most RevOps interview questions are answerable from a template. These are not, plus what a strong answer sounds like and what each one is actually measuring.
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RevOps or another AE: the maths behind the decision
Whether to hire RevOps or another AE, with a fully loaded cost model, the break-even uplift at four, eight and fifteen reps, and how to tell which you need.
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How to hire a RevOps manager
A working process for hiring revenue operations: how to scope the role, what to test, how long it takes, and the three points where most searches go wrong.
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Work sample tests vs interviews: what the evidence says
Structured interviews predict performance better than work samples on corrected 2022 estimates. What changed, and how to run both properly.
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What a recording shows that an interview cannot
An interview measures how someone describes their work. A recorded, narrated task measures the work. The gap between those two is where hiring mistakes live.
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RevOps vs sales ops vs marketing ops: which do you need?
Sales ops, marketing ops, CRM manager, RevOps and GTM engineer compared on what each owns, who they report to, and which to hire first.