# Hiring kit

Ungated templates for filling the seats the capacity model schedules. Use them as-is or copy them into your own doc. Nothing here is HR theater. Each file also ships as a PDF with the same stem.

Companion page: https://www.wesbecher.llc/team-buildout/

## What is in this folder

| File | Use |
|---|---|
| Scorecard-TEMPLATE.md | The bar. Score must-haves 1-4. Hire or stop. |
| Interview-Guide-TEMPLATE.md | Screen, discovery, role-play, references. Time-boxed. |
| Take-Home-TEMPLATE.md | Optional. Three hours or less. |
| Offer-Comp-TEMPLATE.md | OTE, split, quota, pipeline-generation gate, accelerators. |
| ACME-AE-Scorecard.md | A filled example. Hypothetical and illustrative only. Not a real company. |

## How to run a loop

1. Name the seat from the stage gate, not from the next stage's org chart. ($0-1M unlocks an FDE, not a VP Sales.)
2. Fill a scorecard before the first conversation. Must-haves are the job. Nice-to-haves are not a veto.
3. Run the interview guide in order. Record the role-play.
4. Optional take-home only if the role-play left a real question. Cap it at three hours.
5. Hire if must-have average is at or above 3.0, there is no hard red flag, at least two yes votes, and references confirm.
6. Pair-check seat two against the same scorecard. Never lower the bar to fill the plan.

## Stage unlock (short)

- $0-1M Prove. Strangers buy, deploy, renew? Founder plus one FDE. Contract SE. No VP Sales.
- $1-5M Repeat. Two non-founder sellers at or above 70% quota, two quarters? 2-3 AE athletes plus 1-2 BDRs. GTM engineer by about $3M.
- $5-10M Engine. Field math clears at real ACV? 6-8 AEs, dual-track plus a velocity pod. CRO / VP Sales player-coach after evidence.
- $10-20M Compound. Growth cheaper as ARR grows? 10-14 AEs. First-line managers on coaching evidence.

## Pair hire

Every seller hire is a pair. Shared onboarding. An honest A/B on whether the bar held. If seat two only passes because the calendar is yellow, you did not hire. You staffed.

## Day 60

Day 30 inspects setup. Day 60 decides the seat. A second miss at the day-60 activity gate opens the backfill that same day.

Company tripwire: two reps below day-60 gates. Reallocate pipeline and open the req the same day.

Plan at production, not quota. Haircut new and ramping seats about 30%. Year-one yield versus quota sits at 55-60%.

Andrew Wesbecher · andrew@wesbecher.llc