Built with Talent Podcast

Are Hiring Managers measuring AI fluency in sales interviews? Kind of. Not really. Not yet. ICONIQ's AI Adoption Index shows high performers seeing far greater efficiencies than bottom performers — biggest gains in outbound pipeline, content generation, GTM enrichment. If I was interviewing for a sales role right now: "How has AI enabled me to measurably increase my selling time. And, how has that improved my performance?" Not the tools you're using. Specific, measurable impact on winning more.

I've noticed candidate sentiment change over the past 12-18 months. Reps are adopting a "lay low" mindset, holding their seat while uncertainty plays out. RepVue reported that sales attrition has dropped dramatically. Less attrition = less backfill = less hiring. Candidates are harder to move — job ads open longer than ever, hiring managers struggling to make preference hires. Higher retention cuts both ways. Finding A players is as important, and competitive, as ever.

Sales Manager (Expansion) — Player-coach type opportunity in a start-up environment. Must have led expansion teams + renewals. Great role for somebody that's ready to take on a bigger scope and exposure to senior leadership responsibility.