Insights
Notes from the market.
Salary & pay · 19 min read
2026 GTM pay: UK vs US base and OTE benchmarks
Indicative 2026 base and OTE for 12 go-to-market specialisms, from SDR to CRO and CMO, in London and US tech hubs, with pay mix, location and equity notes.Read the article →Customer & RevOps · 11 min read
Hiring customer success managers for NRR and expansion
How to hire customer success managers who grow net revenue retention: NRR and GRR benchmarks, CS models, interview exercises, comp plans and 2026 pay.15 September 2026Salary & pay · 11 min read
Remote vs hybrid go-to-market roles: pay differences in 2026
How much less remote sales, marketing and CS roles pay than hybrid hub roles in 2026, with UK and US location indices and negotiation tips.18 August 2026Hiring · 13 min read
Hiring enterprise account executives: assessing for complex deals
How to hire enterprise account executives: the capabilities complex deals need, a six-stage interview loop, a deal autopsy, a scorecard and 2026 pay.23 July 2026Careers · 13 min read
How to negotiate a sales job offer: OTE, accelerators and equity
How to negotiate a sales job offer in 2026: test the quota behind the OTE, model accelerators, use ramp and equity as levers, with UK and US pay ranges.30 June 2026Customer & RevOps · 15 min read
The RevOps tech stack in 2026: the skills to hire for
What a 2026 RevOps tech stack contains, the seven skills that matter more than tool logos, and how to test them in interview. UK and US pay included.2 June 2026Salary & pay · 11 min read
Should CSMs carry a number? CSM pay and comp plans
Should customer success managers carry a quota? The five CSM comp models, worked NRR and GRR examples, 2026 CSM pay ranges and how to design a fair plan.14 May 2026Market reports · 12 min read
Hiring your first US sales team from the UK
How UK software companies hire a first US sales team: who to hire first, where, employing via EOR or an entity, US pay, commission law and a 12-month plan.14 April 2026Salary & pay · 12 min read
OTE splits explained: 50/50 vs 60/40 vs 70/30 in sales
What an OTE split is, which roles use 50/50, 60/40 or 70/30, worked pay examples at different attainment levels, and how to judge a sales offer in 2026.10 March 2026Hiring · 12 min read
How to hire a VP Sales at Series A or B
How to hire a VP Sales at Series A or B: when to hire, the profile for your stage, a scorecard, an interview loop, reference checks and 2026 pay ranges.17 February 2026Marketing · 12 min read
Demand generation metrics for 2026: what to hire against
Demand generation metrics for 2026, from sourced pipeline to ICP fit and velocity, and how to hire and pay a demand gen marketer against them.27 January 2026Sales · 13 min read
Is the SDR role shrinking? AI and SDR hiring in 2026
SDR teams are getting smaller, not disappearing. What AI changes in sales development hiring in 2026: headcount, ratios, skills, comp and how to interview.13 January 2026Careers · 11 min read
SDR to AE to sales leader: the GTM career path, step by step
The sales career path from SDR to AE to sales leader: what each step needs, how long it takes, how promotion decisions are made and the traps.9 December 2025Notes from the market, in your inbox.
Each new insight on hiring and pay for GTM teams at software companies, UK and US, about twice a week. Unsubscribe at any time.