#leadership

Founders at B2B AI startups report hiring executives who worked at good companies once or twice yet never performed the core work of the roles. According to [SaaStr](https://www.saastr.com/beware-the-mediocre-recycled-the-zombie-executives-of-b2b-ai/), these hires possess the right LinkedIn logos and speak fluently about PLG, enterprise motions and AI-native go-to-market but have not built AI workflows themselves.

Chief Product & Technology Officer positions are appearing at B2B companies north of $100M ARR, particularly those shifting toward agentic and AI capabilities, according to SaaStr. The publication states that 95 times out of 100 the title signals a problematic structure rather than a solution.

SaaStr reports that individuals in CPTO positions typically stop coding and lose proximity to architecture decisions, production issues, and code reviews.

2X appointed Emily Atkinson as Chief Client Officer and Drew Murphy as Chief Financial and Operating Officer. The subscription-based go-to-market services partner for B2B organizations made the announcements to expand its executive team.

Atkinson will lead the global client organization and unify strategy, execution, technology and AI as one GTM engine.

A SaaStr article states that companies can determine whether a new VP Sales hire will work out within 30 days by applying two specific tests focused on recruiting and team management.

The article explains that the majority of first VP Sales hires in SaaS companies do not remain in the role for 12 months. It asserts that the determination can be made in 30 days rather than waiting for revenue outcomes.

SaaStr published guidance for B2B SaaS founders stating that companies between $1m and $20m ARR need great VPs across roles to move the needle, noting that many founders have not yet worked with one.

Founders at $1m-$1.5m ARR typically conclude they must hire a VP of Sales to scale from a handful of reps to ten or more to reach $5m-$10m ARR.