What GTM Hiring Managers Actually Look For (Beyond Your CV)

We've interviewed dozens of hiring managers at Berlin and Munich startups. Here's what they actually care about - and it's rarely what's on your CV.

The Truth About CVs

Let's be real: most hiring managers spend 6 seconds on your CV. What they're really doing is looking for red flags (gaps, job-hopping, inconsistencies) and green lights (relevant keywords, progression, achievements).

But the CV gets you the interview. What gets you the job is something else entirely.

The 5 Things That Actually Matter

1. Coachability (Most Important)

What it means: Can you take feedback, apply it immediately, and improve?

How they test it: During role-plays, they'll give you feedback mid-exercise and watch if you adjust. In interviews, they'll challenge your answers and see how you respond.

How to show it:

• Ask "What could I have done better?" after any exercise
• When given feedback, say "That's a great point - let me try that"
• Share examples of times you changed your approach based on feedback

Red flag: Getting defensive, dismissive, or not incorporating feedback.

2. Curiosity & Research

What it means: Did you do your homework? Do you ask thoughtful questions?

How they test it: "What do you know about us?" and "What questions do you have?"

How to show it:

• Reference specific things about the company (recent funding, product launch, blog post)
• Ask questions that show you've thought deeply about the role
• Show genuine interest in the product and market

Red flag: Generic questions like "What does your company do?"

3. Communication Skills

What it means: Can you articulate ideas clearly, concisely, and compellingly?

How they test it: Everything from your first email to how you structure interview answers.

How to show it:

• Use the STAR method for behavioral questions
• Be concise - say more with fewer words
• Listen actively and reference what the interviewer said

Red flag: Rambling, interrupting, or using buzzwords without substance.

4. Grit & Resilience

What it means: Have you overcome real challenges? Can you handle the tough parts of sales?

How they test it: "Tell me about a time you failed" or "How do you handle rejection?"

How to show it:

• Share real stories of overcoming adversity (doesn't have to be professional)
• Show that you've chosen hard things before - sports, side projects, working while studying
• Demonstrate self-awareness about your weaknesses

Red flag: No examples of challenges, or blaming others for failures.

5. Energy & Drive

What it means: Are you someone the team wants to work with? Do you bring positive energy?

How they test it: Your energy throughout the entire process - from application to final round.

How to show it:

• Be enthusiastic (genuinely) about the opportunity
• Follow up promptly after every interaction
• Show hunger for the role without being desperate

Red flag: Low energy, passive answers, or seeming uninterested.

What Hiring Managers DON'T Care About

• Your GPA: Nobody asks
• Your university name: Startup founders often didn't finish college themselves
• Years of experience: For entry-level roles, 0-1 years is expected
• Perfect German: Most Berlin startups operate in English
• A "normal" career path: Bartenders, athletes, and musicians make great SDRs

The Hidden Evaluation

Most candidates don't realize they're being evaluated from the very first interaction:

• Email response time: How quickly do you reply?
• Email quality: Is it well-written and professional?
• LinkedIn profile: Does it show initiative and professionalism?
• Scheduling: Are you flexible and organized?
• Follow-ups: Do you send a thank-you note after the interview?

Insider Tips From Real Hiring Managers

"I hired someone who had zero sales experience because they sent me a cold email that was better than what my current SDRs were sending." - Head of Sales, Series B SaaS

"Coachability is non-negotiable. I'd rather hire someone raw who listens than an experienced rep who thinks they know everything." - VP Revenue, Berlin Fintech

"The candidates who stand out always ask me about my career path. It shows curiosity and relationship-building skills." - Sales Manager, Munich Scale-up

Ready to impress hiring managers? Join GENZ4GTM's talent pool and get matched with companies looking for exactly what you bring.