Why GTM Hiring Is the Biggest Bottleneck for SaaS Scale-Ups in 2026

Why GTM Hiring Is the Biggest Bottleneck for SaaS Scale-Ups in 2026

The Challenge Facing High-Growth Tech Companies

Across the UK and European SaaS market, one trend is becoming increasingly clear: GTM hiring is now the primary constraint to growth.

While engineering hiring has stabilised after the volatility of recent years, companies are now facing a different problem, finding and closing high-quality commercial talent.

From Account Executives to RevOps and VP-level hires, the demand for proven GTM operators in scale-ups is significantly outweighing supply.

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1. Proven GTM Talent Is Still Scarce

Despite wider market slowdowns, strong GTM candidates, particularly those with scale-up experience, remain highly selective.

Top performers are looking for:

• Clear product-market fit

• Strong inbound demand or credible pipeline

• Competitive compensation (with realistic OTEs)

• A compelling growth story

If those elements aren’t clear, they disengage quickly.

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2. Hiring Processes Are Losing Candidates Late

One of the most common issues we’re seeing is drop-off at final stages.

Why?

• Processes are too long (4–6 stages)

• Decision-making is unclear internally

• Candidates receive counteroffers or move faster elsewhere

In-demand GTM talent often runs multiple processes simultaneously, meaning delays are costly.

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3. Compensation Expectations Have Reset — But Not Dropped

There’s been a shift in the market, but not in the way many companies expected.

While candidates are more open to movement, top GTM hires are not lowering expectations significantly.

Instead, they’re prioritising:

• Earnings potential over base salary

• Equity with real upside

• Role scope and progression

Companies trying to “buy cheaper talent” are often missing out on the strongest candidates.

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4. The Rise of Strategic GTM Hires

We’re seeing a growing demand for strategic hires earlier in the growth journey, particularly:

• First RevOps hires

• Product Marketing leaders

• Enterprise sales specialists

These roles are no longer “nice to have”; they’re critical for scaling efficiently.

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Key Takeaways

• GTM hiring is now the main growth bottleneck for SaaS scale-ups

• Strong candidates are still highly selective

• Slow hiring processes are losing top talent

• Compensation expectations remain competitive

• Strategic GTM hires are being made earlier

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Final Thoughts

The companies winning GTM talent in 2026 aren’t necessarily paying the most; they’re the ones with clear hiring processes, strong positioning, and a compelling growth story.

If you’re scaling a GTM team in today’s market, speed, clarity, and candidate experience are what will set you apart.

At GroTech Search, we partner with SaaS and AI scale-ups to secure high-impact GTM talent in competitive markets.