ANZ MARKET EDITION · 2026
A practical hiring guide for Founders, CROs, and VPs of Sales building their first ANZ GTM team. 14 chapters. The framework most companies never find until it’s too late.
By James Bergl · 20-minute read · Founders, CROs and VPs of Sales
What’s inside the ANZ hiring guide
Start with the three pillars
The three-pillar framework most hiring teams get wrong. Sample questions mapped to Experience, Salesmanship, and Traits.
Look beyond the interview
Six derailers that interview well and fail in the first 60 days. How to assess AI tool literacy — without asking “do you use AI?”
Build a process for the ANZ market
A 4-stage, 3-week process structure and full scorecard. Realistic ANZ ramp milestones — not the US model.
“The failure almost always lives in the third column. Traits. Characteristics. Values. That’s the one most teams assess last — if at all.”
James Bergl · Co-Founder, Bluebird APAC
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Used by Founders, CROs and VPs of Sales building ANZ GTM teams from scratch. Takes 20 minutes to read. Applies on day one.