Kickback Monthly #1 - June 2024

Welcome to the inaugural edition?of our newsletter, The GTM Kickback Monthly, where we'll aim to provide you?with helpful?information on relevant trends across the SaaS & Cyber Scale-Up market. It will comprise of a brief overview?of themes we're seeing in the market, latest GTM executive and Rep job openings, highlights from the latest episode of "The GTM Kickback!", and a compilation of the latest industry news & trends.

What We're Seeing:

While cautious optimism still continues to define the overall business landscape in 2024, we're currently seeing some meaningful increases in positivity across most sectors of the market.

This is manifesting itself in a few ways:

• Marginal increases in the amount of GTM job opportunities available
• Modest decrease in both the frequency and size of RIF events across the software industry (see layoffs.fyi)

• Decently stability in flow of both VC & PE Investment. Fairly level in # of Deals, but a nice increase in the aggregate value of those deals from last few Qs. (See SPGlobal)

The name of the game last year was risk aversion. Avoiding spending on anything that does not give you a direct, quick, and quantifiable impact on your bottom line. Expanding a sales team takes a large amount of resources and offers a high degree of risk if they don't product.

As overall market circumstances stabilize, cash is becoming more easily available available, and buying cycles on the customer side start to increase velocity - risk aversion starts to go down, and tolerance goes up. More companies become willing to make that investment, with slightly better assurance that it will return dividends in the medium/long-term.

This is an incredibly key moment in time for any hyper scaler organization to take advantage of strong talent on the market before any of their competitors do.

If you're the first to increase your risk tolerance, go to market with a new role, court the top talent in the industry with the proposition of joining in the industry with the proposition of joining an organization that organization that is going to help support the path forward for an entire industry - you were going to win the best and exponentially increase your growth before anyone even has a chance to stop you.

Latest Job Opportunities

We've got a number of active opportunities across our portfolio of software clients at Stott and May currently. See the full list here.

A few select openings:

VP of Marketing - Seed Stage - GenAI, PLG Expertise Needed

VP of Sales - Seed Stage - GenAI

VP of Sales - Late Stage Growth Equity Backed - CPG?Software

VP of Sales (SMB/MM) - PE Backed - MSSP/MDR/IR Services

CRO - VC Backed - EdTech SaaS

SVP of Product - PE Backed -?Retail?SaaS, AI/ML Expertise Needed

Sr. PMM - PE Backed - Corporate LMS/LXP SaaSSales Engineer - VC Backed - ETL Data Automation SaaS

Enterprise AE - VC Backed - Communications Compliance SaaS (NYC Area)

inquire with resume here: [email protected]

Newest GTM Kickback Highlights

In the last month, we had a couple of fantastic interviews on The GTM Kickback!

Understanding the OEM Partnerships Model - The GTM Kickback #73 w/ Ronald Wyatt

Inbound Led Outbound and Shifting Modern GTM Motions - The GTM Kickback #74 w/ Keith Abramson

Want to be a guest? Ping me on LinkedIn! ??

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SaaS Sales Industry News and Trends

Some of my favorite reads from other industry greats:

• 17 Learnings from Go-To-Market Executives on Scaling a Team, Scott Barker from The GTM Newsletter
• When The #1 Sales Rep Stumbles, Jason Lemkin from SaaStr
• FTC Announces Rule Banning Noncompetes, from ftc.gov
• Transforming Founder-Led Sales for Enhanced Valuations: A Detailed Guide, from Richard Brasser of Carlton Richards