Scaling a tech company is no small feat. You’re moving fast, expanding teams, and trying to stay ahead of the competition. But what happens when you can’t find the right talent — especially for niche roles like pricing, product marketing, or technical sales?

On a recent episode of Wisdom From Wizards, I sat down with Joe Fleming, Director at VenorTech, to tackle this exact challenge. Despite a highly skilled talent pool, companies are struggling to hire the right pricing professionals. Joe broke down why this mismatch exists and what scaleups can do to fix it.

Why Are Companies Struggling to Fill Pricing Roles?

The paradox is real — experienced professionals are actively seeking roles, yet companies claim they can’t find the right fit. The issue? Poor hiring practices that filter out the best candidates before they even reach the interview stage. Here’s how to fix that:

1. Skip the Algorithms — Get Human Eyes on Applications

For highly specialized roles, automation can be your enemy. AI-driven filters and generalist recruiters often weed out great candidates simply because they don’t check a generic set of boxes. Instead, Joe recommends having a pricing expert or the hiring manager review applications directly. This ensures the right talent gets a fair shot.

2. Align Internally Before You Start Interviewing

Misalignment within hiring teams can derail the process before it even begins. If different stakeholders have different expectations for the role, candidates end up confused — and top talent walks away. Before you post a job, get internal agreement on the ideal candidate profile, must-have skills, and priorities. This speeds up decision-making and prevents wasted interviews.

3. Benchmark Salaries to Stay Competitive

Great pricing leaders know their worth. If your salary expectations are outdated or misaligned with the market, you’ll lose top candidates to competitors. Joe’s advice? Use external market data to ensure your compensation package is attractive. If your budget is tight, consider offering other incentives like bonuses, equity, or professional development opportunities.

The Bigger Lesson for Scaleups

Whether you’re hiring for pricing, product marketing, or any other niche role, these hiring mistakes can cost you time, money, and credibility. Tech scaleups thrive on great talent — so optimizing your hiring process is a non-negotiable part of scaling successfully.

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