Jason Lemkin, founder of SaaStr, highlighted a key hiring mistake in SaaS companies: recruiting candidates who do not genuinely want the job. Lemkin shared that none of the hires lacking strong motivation have worked out, emphasizing this issue during the AI boom period starting in 2025, according to saastr.com.
Lemkin explained that during the late 2020 to early 2022 boom, companies often confused taking hiring risks with ignoring warning signs. He noted that the best VPs of Sales he hired were previously Directors of Sales who had built small teams, rather than individual contributors or top sales reps. He also stressed that industry experience is often overvalued, as smart candidates can learn critical business aspects within 30 to 60 days.
The SaaS hiring landscape is shifting, with Lemkin advising companies to prioritize candidates who arrive well-prepared and understand the business direction over traditional credentials like top-tier university degrees. He mentioned that some of his best hires had non-traditional educational backgrounds, including those who never finished high school, underscoring the importance of motivation and readiness over formal qualifications.
Lemkin’s insights come amid a broader reevaluation of hiring practices in SaaS companies navigating the AI-driven market changes since 2025. His observations provide a framework for SaaS firms to refine recruitment strategies by focusing on genuine candidate commitment and adaptability rather than conventional hiring flags.