In this episode of Whispered Hiring, Andy Mowat speaks with Peter Grant, CRO at You.com, about what it actually takes to hire technical enterprise AI sellers who can build, demo, and sell at the same time. Peter has spent 20+ years scaling GTM at Siebel, Salesforce UK, C3.AI, and OakNorth, and drove 40x revenue growth at You.com in 2024. He shares the exact frameworks, tests, and reference approaches he uses to find sellers who combine genuine technical fluency with commercial instinct.

Topics discussed:

• Why AI sellers need technical fluency, not product familiarity alone
• The Lovable/Replit live demo test: filtering real builders from claimants
• Why early-stage CROs should carry a bag before building the team
• Write a specific JD before launching any senior search
• How AI is changing sales enablement cadence and certification
• The biggest hiring mistake: choosing people you want to drink with
• Force-ranking 5 sales stages to surface a candidate's real edge
• The best candidates treat the interview as a sales campaign
• Customer references over manager references: what to actually ask
• Good hires are visible on day one: booking meetings, everywhere
• Steve Garnett's 10-point hiring framework for technical GTM talent

ABOUT YOUR HOST: 

Andy Mowat has built GTM engines for top companies throughout his career. He led Revenue Operations and Demand Gen at four unicorns, including scaling from $10M to $100M ARR at both Upwork and Culture Amp, and helping guide Box and Carta through IPO scale. With a passion for connecting people, Andy has advised executives on their careers for years and launched Whispered to make searching for executive roles less intimidating. 

Learn more about about Whispered: www.whispered.com

Interact with AI Andy: www.whispered.com/whisper-search