Glossary
The terms we use, defined plainly.
A working glossary of the GTM and recruiting vocabulary that runs through our work. Use it as a quick reference. We update it as the practices evolve.
- IQC (Interview Qualified Candidate) Hiring
- A candidate who meets all six of our IQC criteria: spoken to directly, scorecard-matched, interested in the role, comp-aligned, interview-available, lightly pre-screened.
- Post-PMF GTM
- A company that has demonstrated product-market fit through paying customers, retention, or repeat purchase. Pre-Series C in our context.
- ICP (Ideal Customer Profile) GTM
- The defined set of firmographic, technographic, and behavioural attributes that identify a high-fit customer.
- Motion GTM
- The sequence of activities a GTM team uses to acquire customers. Outbound, inbound, founder-led, partner-led, product-led.
- Calibration sprint Hiring
- A two-week paid engagement at the start of a recruiting search to produce the scorecard, target map, comp benchmark, and difficulty assessment.
- Diagnostic sprint GTM
- A two-week paid engagement at the start of a GTM engagement to produce a positioning audit, ICP review, motion gap analysis, and hiring sequence.
- Control-based pricing Both
- The principle of charging only for outcomes we actually control. The frame that underpins both practices at The Align Works.
- Container model Hiring
- A pricing model combining an upfront engagement retainer with a per-unit fee. Distinguishes us from pure contingent and pure retained search.
More entries being added monthly. Suggest a term: hello@thealignworks.com.