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GTM Strategy Take-Home (90-Minute Written Memo)

Sales & GTM

What it tests

Strategic thinking, market understanding, written communication

Format

  1. 1Give the candidate a brief: build a 2-3 page strategy document as the first AE
  2. 2Cover target segment, outbound scaling plan, key metrics (months 1/3/6), product feedback loop
  3. 3Time limit: 90 minutes
  4. 4Walk through the document together in the next interview round

What to look for

  • Specificity vs. generic frameworks (do they research your actual market?)
  • Prioritization (what they chose NOT to include)
  • Realistic timelines and metrics
  • Quality of writing

Adaptation guide

Adjust the scenario to match your stage. Seed-stage? "Build from zero." Series C? "Scale from $5M to $20M ARR."

Full description

Format: Give the candidate a brief:

"You're the first AE at [Company]. Your goal is to build the enterprise sales motion from scratch. Write a 2-3 page strategy document covering:

  1. Target segment and ICP definition
  2. Outbound scaling plan (channels, cadence, team structure)
  3. Key metrics you'd track in months 1, 3, 6
  4. What product improvements you'd advocate for based on sales feedback Time limit: 90 minutes."

Then in the next interview round, walk through the document together.

Time: 90 minutes (take-home) + 45 minutes (walkthrough interview)

What to look for:

  • Specificity vs. generic frameworks (do they research your actual market?)
  • Prioritization (what they chose NOT to include)
  • Realistic timelines and metrics
  • Quality of writing

Adaptation: Adjust the scenario to match your stage. Seed-stage? "Build from zero." Series C? "Scale from $5M to $20M ARR."