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Brief ready · 28 minutes

Priya Sundaram

VP Sales — Mid-Market

Director of Sales, B2B SaaS at $80M ARR · 11 years sales

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Rare combination — closer instincts plus operator discipline. Move fast; this profile clears your bar on every dimension.

Top strengths

Quota credibility at the exact ACV band you need

Carries a $4.2M quota at $80-120K ACV mid-market deals — same band you described. Every quarter the last six she has finished at 108-127%. Specific on what makes a deal slip and what makes one accelerate.

"I lose deals when procurement gets the contract before the champion has the budget locked. So I run a parallel track: the champion gets the technical sell, the CFO gets the TCO model from week two. By the time procurement sees it, the math is already done."

Builds the kind of sales org that scales without breaking

Promoted 4 AEs to senior AE under her watch; lost only 1 to attrition over 18 months. Articulate on the difference between a high performer and a high-performer-she-can-coach.

"The signal I missed early on was 'closes-but-spikes' — high quota in Q4, miserable Q1. Now I look at six-month consistency over peak quarters. Different hire."

Suggested follow-ups

You mentioned the new board chair. How are you positioning yourself for the next 12 months under their cadence?

Tests political awareness. She handled the CRO transition well; the board layer adds new variables.

Walk me through your largest deal where the customer churned within 12 months. What did you change after?

Top-quartile sellers often have a post-sale awareness gap. Her answer here predicts whether she will defend QBR retention.

Transcript · key moments

Claire

You said you finished at 127% last quarter. Walk me through the one deal that almost didn't close.

Candidate

We had a $640K renewal-plus-expansion. Champion left two weeks before close. I asked the executive sponsor for a 30-minute live working session — not a sales pitch — to rebuild the case together. He stayed. Deal closed two weeks late at the original number.