Scaling Sales Teams Post-Series A: Hiring SDRs, AEs, and CSMs to Drive Revenue

The Series A stage is a pivotal moment for startups. Having secured funding to scale operations, the pressure is on to deliver rapid revenue growth. One of the most critical steps in achieving this is building a high-performing sales team, including Sales Development Representatives (SDRs), Account Executives (AEs), and Customer Success Managers (CSMs). However, hiring at this stage is not without its challenges. Here’s how you can avoid common pitfalls and build a sales team that drives results.

Why Series A is a Critical Stage for Sales Hiring

At Series A, your focus shifts from product-market fit to building scalable systems and processes—and sales is at the core of that. Founders can no longer handle sales on their own, and hiring the right SDRs, AEs, and CSMs becomes essential for accelerating growth. This stage is all about establishing a structured sales process and bringing in talent that can execute and scale it effectively.

Common Hiring Mistakes and How to Avoid Them

Many Series A startups make the mistake of hiring too quickly without fully evaluating candidates for cultural fit or long-term potential. Some prioritise candidates with extensive experience at large corporations, only to find they struggle in the fast-paced, dynamic startup environment. Others undervalue the importance of a robust onboarding and training program, leaving new hires ill-equipped to succeed.

To avoid these pitfalls:

Focus on adaptability and a startup mindset over a corporate background.
Prioritise coachability and curiosity during the interview process.
Develop a structured onboarding program to help new hires ramp up quickly.

Building a Winning Sales Team: Qualities to Look For

SDRs, AEs, and CSMs in startups need to be resilient, resourceful, and highly coachable. They should thrive in environments where roles and processes may still be evolving. Look for candidates who demonstrate curiosity, grit, and a hunger to learn.

When interviewing candidates, use scenario-based questions and role-play exercises to assess how they’d handle real-world challenges in your sales process. For example, you could simulate a cold-call scenario for SDRs, a deal negotiation for AEs, or a customer escalation for CSMs.

Salary Expectations and Market Trends

To attract top talent, it’s essential to offer competitive compensation packages. As of 2024, base salaries for SDRs in tech startups range from £25,000 to £35,000, with OTE (on-target earnings) reaching up to £50,000. For AEs, base salaries typically range from £40,000 to £70,000, with OTE surpassing £90,000. For CSMs, salaries range from £35,000 to £55,000, with additional bonuses tied to customer retention and expansion metrics.

In addition to salary, consider offering benefits such as flexible work arrangements, professional development opportunities, and equity—perks that resonate with top candidates.

Onboarding: The First 90 Days Matter Most

An effective onboarding process can make or break your new hires’ success. During the first 90 days, focus on:

Clear expectations and KPIs.
Comprehensive training on your product, market, and sales process.
Regular feedback and coaching sessions.

For CSMs, emphasise training on customer relationship management and strategies for driving customer retention and growth.

Investing in onboarding ensures your new SDRs, AEs, and CSMs hit the ground running and contribute to revenue quickly.

Leveraging External Partners to Build Your Sales Team

Recruiting top sales and customer success talent is time-consuming and complex, especially for fast-growing startups. Partnering with a recruitment firm like Glee Talent can streamline the process. With expertise in sourcing high-quality sales talent for VC-backed startups, our Talent Partners understand the unique challenges and demands of the Series A stage.

Conclusion

Building a winning sales team at the Series A stage is crucial for scaling your startup and hitting ambitious revenue targets. By avoiding common hiring mistakes, focusing on the right candidate qualities, and investing in onboarding, you can set your team up for success.

Ready to build your dream sales team? Contact Glee Talent today for a free consultation and discover how we can help you scale faster.