Hiring
GTM Competency Framework
Competencies by role (AE/AM/CSM/SDR/Manager) with anchors.
Why it matters
Clarity beats charisma. A shared framework improves hiring, coaching and promotions.
Core competencies
- Discovery
- Deal strategy
- Value narrative
- Negotiation
- Planning
- Leadership
Anchors by role
- AE: MEDDICC, multi‑threading, close plans.
- AM/CSM: value realization, risk mgmt, expansion.
- SDR: list quality, sequences, meeting quality.
- Manager: inspection, coaching, team plan.
Use
- Interview scorecards; promotion packs; weekly coaching.