GTM 64: Hiring Ethereal Talent with Chuck Brotman and David Teichner

This week we have a special 2 guest episode, with the best hiring guru’s in the game, Chuck Brotman & David Teichner.

Chuck is the co-founder of Blueprint Expansion, a GTM roles recruiting firm that has helped over 50 VC-backed companies make amazing Sales, Marketing, & Customer Success hires. Prior to starting Blueprint in 2020, he worked for over fifteen years in various sales and sales management roles, building teams across presales, partnerships, SMB, Mid-Market, & Enterprise Sales. Chuck lives in the Bay Area with his wife and has two daughters, a junior at UCLA and a freshman at UC Santa Barbara.

David has 25 years under his belt as a serial entrepreneur. Built and exited companies in MarTech, FinTech and Media. He’s invested and advised for over a dozen companies, and launched AccelerateHC seven years ago to help companies think through the organization they need and ultimately help them recruit high performing talent.

What You Will Learn:

  • Understanding your business goals before expanding your team.
  • Utilizing a ‘White Board’ exercise throughout the interview process.
  • How to hire the most ethereal talent in an oversaturated market.
  • Knowing which role to hire for when budgets are tight.
  • How to avoid making a bad hire at the early stages.


(1:35) How Chuck initially started his career in recruiting.

(4:40) How David got drawn into recruiting.

(9:10) Generalists vs Specialists for Seed/SeriesA startups, which should you pick?

(14:00) How to decrease the chance of making a bad hire at the early stage.

(21:00) The importance of implementing a strong process when hiring talent.

(22:38) Maximum number of skills/behaviours you can test for during an interview process.

(25:27) Optimal length for an interview process.

(30:05) How to test for ethereal factors that you can’t put on paper in an interview.

(35:10) When budgets are tight, who do you opt in for, another AE or a sales leader.

(38:29) How to navigate the ‘lead’ roles / player coaches.

(40:50) Hot Take: The “Hire slow and Fire fast” mentality no longer serves us.

(41:45) Hiring people for their titles and hot logo’s on their resume does not guarantee success.

Guest Speakers Links:
Chuck Brotman’sLinkedIn:
David Teichner’s LinkedIn:

Host Speaker Links:

Referenced Resources:

  • If you’re looking for any help with your hiring process, fill out This 3 Question Typeform and we’ll connect you directly with Chuck and David.
  • If you’re a talented go-to-marketer on the job hunt, fill out This Short Typeform to help get placed in your next perfect home!

The GTM Podcast
Don’t miss The GTM Podcast dropping every Tuesday discussing true stories and experiences including trials and tribulations in the Go-To-Market world.

Before helping found GTMfund, Scott spent 4 years at Outreach as Director of Strategic Engagement. He was in charge of aligning key relationships with VCs, BoDs, ecosystem partners and community members to drive revenue and strategic initiatives across Outreach. Scott initially ran revenue/partnerships for Sales Hacker (which was acquired by Outreach in 2018). Prior to Sales Hacker, he led and built outbound Business Development teams at Payfirma and MediaValet. Scott also advises for a number of high growth start-ups and is the host/author of The GTM Podcast and The GTM Newsletter. At GTMfund, Scott leads all fundraising efforts and runs the media arm of the firm. He’s also responsible for assessing investments, team management, LP/community relationships and GTM support for founders.

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