How do you hire sellers that take full ownership of their number? Sean Malkin leads the enterprise sales team at RTB House. He has spent about 12 years in ad tech and built out four different teams, and he's now hiring for 2027.
When Sean joined RTB House 18 months ago, he sat down with the MD and looked at what had gone wrong in the past. The pattern was sellers from really great companies, big names, that hadn't worked out. What they wanted instead was "more perseverance over polish".
James shares the mis-hire that taught him "experience doesn't always equal success". At Staff Circle they had raised 3 or 4 million, and an enterprise AE from an HR tech business that had raised hundreds of millions applied. They skipped some of the steps, paid him more than they should have, and he really struggled. Staff Circle still grew from 10 or 12 customers to 175 during the pandemic, and James had never sold HR tech before.
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In this episode:
**Mentioned**
Follow Sean Malkin on LinkedIn: https://www.linkedin.com/in/seanmalkin8/
RTB House is hiring an account exec for 2027: https://www.rtbhouse.com/careers
Amp It Up by Frank Slootman (the book Sean recommends to any sales leader)
Business Wars (the podcast Sean got into during COVID)
Field Notes, James's other podcast @fieldnotespodcast
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