Define the job before hiring leaders

Over 13 years at Gainsight, Nick Mehta cycled through more CMOs than any other executive role. Not because the marketers weren't talented, but because he failed to define what was actually achievable before hiring them. That realization reshaped how he approaches executive hiring.

Nick breaks down the self-awareness framework that filters executive candidates, why he back-channels before meeting people, and how Gainsight's culture was designed to repel money-focused candidates who'd never thrive there. His tactical approach reveals the mistakes CEOs make when defining roles, the specific question sequence that surfaces how candidates handle detractors, and why executives who don't generate "wow" reactions from their teams within the first week rarely succeed.

From Mike Mannheimer drawing a circle proving they'd saturated their addressable market (which Nick ignored, leading to more failed CMO hires) to Chuck Ganapathi leading deep AI strategy discussions by day two of his first week, Nick shares the hard-won patterns from building leadership teams through hypergrowth and a Vista Private Equity acquisition. His frameworks include the three-round vulnerability exercise that transforms team alignment, the "org chart without names" forcing function, and the 25-company targeted networking protocol that actually generates opportunities.

Topics discussed:

• Culture design that actively repels wrong-fit candidates
• Three-round "if you really knew me" vulnerability exercise
• Why CEOs create their own CMO hiring disasters
• The "org chart without names" forcing function
• Week-one impact as executive performance predictor
• Back-channeling candidates before meeting them
• The detractor disclosure self-awareness assessment
• Why "seat at the table" signals wrong priorities
• 25-company hyper-targeted networking protocol

ABOUT YOUR HOST: 

Andy Mowat has built GTM engines for top companies throughout his career. He led Revenue Operations and Demand Gen at four unicorns, including scaling from $10M to $100M ARR at both Upwork and Culture Amp, and helping guide Box and Carta through IPO scale. With a passion for connecting people, Andy has advised executives on their careers for years and launched Whispered to make searching for executive roles less intimidating. 

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