Hiring Hybrid: The Resurgence of Local Talent Demands

People are going back into the office in 2025. A lot of them. Salespeople too. 

From 2021-2023, pretty much 100% of the executive, sales, and GTM hires that I made were entirely remote. It was a beautiful thing for what it was – companies got more access to more talent by dropping geographic constraints, and candidates got more access to more great companies in the same way. More top of funnel (we're talking like 20-30x, maybe more), means you can be more selective, and in theory have a much higher chance of finding the right employee. And it worked. 

But just as they changed to become what they are, market circumstances are changing once again. 

Markets have tightened, sales processes are much longer & involved, more stakeholders are required, and the product & value proposition of what many were selling has changed dramatically (thanks to our friend AI). Many CEOs and Founders I speak with have been feeling like something in missing operationally, communication wise, and culturally in completely remote orgs. 

Don't get me wrong, some organizations are purpose built for remote work, do an excellent job on employee engagement and communication, and don't need to change a thing. But some people think they do, and we're seeing that more and more often. About 20% of the remits I've received in the last 6 months have had some sort of on-site component to them, which is a huge uplift from nearly 0% only a few quarters prior. And I expect that to continue to grow in 2025. 

I've been curious why – and here are some thoughts: 

Why Hybrid, and Why Now? 

Technology and software sales organizations thrive on agility and innovation. Sales teams rely heavily on relationships—not just with clients but with their colleagues in marketing, product, and customer success. The hybrid model allows for the best of both worlds: the independence and productivity of remote work coupled with the collaborative benefits of working together in person. 

Recent data highlights this shift: 

• 53% of organizations globally have adopted some form of hybrid work, according to a May 2024 Gallup survey. 
  

  
  

  

  
  

• A McKinsey study found that employees working in hybrid models report higher levels of collaboration and job satisfaction compared to their fully remote counterparts. 

• Additionally, studies show that serendipitous interactions in the office—what many call ‘water cooler conversations’—are often the catalysts for creative ideas and faster decision-making. 

For AI, Cyber, and software sales teams, these factors matter. Sellers in a hybrid model benefit from face-to-face time with leadership, product teams, and other departments, which facilitates quicker information sharing and a better understanding of company goals and offerings. It’s easier to ask the quick questions that often get buried in emails or Slack threads when sellers share physical office space with colleagues. 

Cross-Functional Collaboration Drives Results 

Sales is not a siloed function—it intersects with virtually every department in a company. For sellers to be successful, they must have a close pulse on product roadmaps, client success stories, and marketing strategies. Proximity to these teams fosters stronger cross-functional relationships, which translate into tangible business results. A product manager sharing an off-the-cuff update with the sales team during a coffee break can make the difference in a critical client pitch. 

Research backs this up: According to Deloitte, companies that promote in-person collaboration are 20-25% more likely to achieve above-average profitability. By bringing sales teams back into the office part-time, organizations ensure that communication flows seamlessly, alignment happens faster, and collective goals remain front and center. 

Local Talent: A Strategic Investment 

While remote hiring expanded talent pools geographically, it also came with trade-offs. Organizations that rely solely on remote sellers may face challenges around building cohesive team cultures and maintaining high engagement. Turn over rates are higher, product training goes slower, and engagement drops. 

Don't get me wrong – some sales talent can be 10x higher performance at their home office. But that's just some. 

Hiring local talent that can operate in a hybrid model helps mitigate these challenges by a good margin. Local sellers are more deeply connected to the company’s headquarters & leadership, embodying the organization’s culture and values. This presence not only enhances their personal performance but also helps anchor distributed teams by maintaining a sense of unity and purpose. 

From a recruitment perspective, candidates are increasingly receptive to hybrid opportunities. A recent LinkedIn Workforce Confidence report revealed that 52% of job seekers prefer hybrid work arrangements over fully remote or on-site roles—a significant increase compared to previous years. Hybrid roles are often seen as the best compromise: they offer the flexibility that professionals desire while fostering the camaraderie and growth opportunities found in a physical workspace. 

The Future of Hybrid Recruitment 

For software sales organizations, hiring in a hybrid world requires a shift in strategy. It’s not just about finding someone who can close deals—it’s about identifying sales professionals who can thrive in an environment that blends autonomy with collaboration. 

As a recruiter in the space having to work with these changes – trust me, I wish the world worked perfect remote. You get a lot more access to talent and fill jobs faster. But the benefits are too big in many cases to neglect. 

Final Thoughts 

The resurgence of local talent demands in the technology and software sales sector marks a return to intentional collaboration. Hybrid work is not simply a compromise—it’s a strategic decision that drives innovation, strengthens team culture, and fuels growth. 

For companies looking to scale their sales operations, investing in local sellers who can seamlessly navigate a hybrid model is proving to be a winning formula. And for top sales professionals, these roles offer the opportunity to thrive in a dynamic, flexible, and high-impact environment. 

It's pretty fun working in an office, actually. I love a bit of lunch time ping-pong myself.