The Go-To-Market (GTM) landscape is evolving rapidly. Whether you're hiring AEs, SEs, Sales Leaders, or Customer Success professionals, competition for top tech sales talent is intensifying.

As tech recruiters, we see what’s working – and what’s not – every day. Here are three key hiring trends GTM leaders should be aware of:

Tech sales professionals want more than a high OTE

Compensation is always a factor, but today’s candidates are weighing culture, career growth, and flexibility just as much. If your offer isn’t competitive across all three, you’ll lose top talent to companies that provide a more well-rounded opportunity.

Speed is critical in 2025

The best GTM candidates don’t stay on the market for long. If your hiring process drags out, they’ll be off the table. Two-stage interviews are becoming the standard – anything beyond that, and you risk losing strong candidates.

Product-market fit matters – to candidates too

Top GTM talent isn’t just looking for a job; they want to sell solutions that genuinely solve a problem and have clear market demand. Companies should be prepared to sell themselves to candidates as much as candidates sell to customers.

Here's how to secure the best GTM talent...

✔️ Have a clear hiring process – and move fast

✔️ Ensure your compensation and culture are competitive

✔️ Engage candidates early – they are assessing you too!

What has been your biggest challenge in hiring GTM talent lately?



Whether building your GTM team or exploring new career opportunities, consider partnering with Kaliba to optimise and elevate your experience in the technology landscape across APAC. Connect with us today!