91. How to find and land your ideal sales leadership role - with Richard Washington

Finding the perfect next step in your sales leadership career isn’t about applying for endless job postings—it’s about targeting the right opportunities with precision. In this episode of Leadership That Sells, I sit down with Richard Washington, founder of Tick Talent and author of The Dream 20 ICP Playbook, to discuss a strategic approach to job searching that mirrors the best sales processes.

Richard shares why most job seekers get it wrong and how to flip the script by identifying and engaging with companies before they even post a job. We talk about the importance of niching down, positioning yourself as the solution to a company’s biggest problems, and using an account-based approach to networking that puts you in a league of your own.

If you’re a sales leader looking to take control of your next career move—this episode is a must-listen.

How to land your ideal sales leadership role:

• Stop applying, start targeting. Identify 20 companies that align with your ideal challenge profile (ICP) and focus on them.
• Position yourself as the solution. Don’t pitch yourself—highlight how you solve high-impact problems for your target companies.
• Approach job hunting like a sales process. Use an account-based marketing (ABM) mindset to build relationships before a job even exists.
• Lead with value. Share insights, lessons, and advice that demonstrate your expertise rather than just asking for opportunities.
• Be strategic and patient. Building the right connections takes time—start your networking efforts long before you need a new role.

Episode highlights:

[04:10] - The biggest mistake sales leaders make when job searching [09:25] - How to craft a compelling LinkedIn headline that attracts the right opportunities [15:40] - Why job hunting is just like B2B sales (and how to leverage that insight) [21:55] - The Dream 20 strategy: How to build a pipeline of ideal roles [28:30] - The mindset shift that turns job seekers into high-value candidates

Links & Resources:

• The Dream 20 ICP Playbook by Richard Washington
• Connect with Richard Washington on LinkedIn

If this episode helped you, share it with a fellow sales leader, follow the show, and leave us a review!