Every very job vacancy has a backstory - and it’s rarely written in the job ad. Ignore it, and you risk stepping into a mismatch that can derail performance, stall your career, or cost your team valuable time and resources.

At Kaliba, we work with tech vendors across Australia and APAC to connect GTM, leadership, and technical talent with the right opportunities. Over the years, we’ve seen how the reason a role exists can be just as important as the skills listed in the job description.

Why people leave (the real drivers)

Recent research shows that even in a tight talent market, people aren’t just leaving for a bigger pay cheque. The top reasons include:

• Lack of career growth – 78% of APAC employees say learning and development opportunities influence whether they stay or go. In tech, where skills evolve quickly, stagnation is a deal-breaker.
• Compensation gaps – Competitive pay matters, but it’s often the final push rather than the sole driver.
• Burnout – 83% of employees in Asia reported feeling burned out in 2024. Unrealistic targets, long hours, and “always on” cultures in sales and delivery roles accelerate turnover.
• Culture and leadership – Toxic culture, lack of recognition, or poor leadership are recurring reasons people walk away — even from roles that look great on paper.

In tech, vacancies often signal strategic change

Not every vacancy is a loss. In tech and GTM teams, many open roles are created for positive reasons, such as:

• Launching a new product or market entry
• Driving adoption of existing technology
• Embedding a new platform or process
• Scaling after a successful proof of concept
• Responding to competitive pressure with new GTM firepower

These scenarios can be high-impact opportunities - but they also require candidates with specific skills and mindsets to succeed.

The market context

Despite economic uncertainty, tech and GTM hiring demand remains strong across Australia and the broader APAC region:

• Technical skills in short supply – Roles in AI, data analytics, cloud engineering, and cybersecurity are among the most in-demand, with Australia expecting demand for cyber talent to double by 2030.
• GTM talent is surging – SDRs, Account Executives, and Customer Success roles rank among the fastest-growing jobs in Singapore and other APAC hubs.
• Competition for candidates is intense – 76% of tech hiring managers in APAC say recruiting is “very” or “quite” competitive, and 50% plan to increase headcount this year.

Advice for jobseekers: look beyond the job description

If you’re considering a new role, dig into why it exists and what’s happening in the business:

1. Ask about the history of the role – Is it newly created or a replacement?
2. Check online reviews – Glassdoor, Seek, and Indeed can reveal patterns in culture or leadership.
3. Research leadership – LinkedIn profiles, interviews, or conference talks give insight into priorities and style.
4. Read company news – Funding announcements, partnerships, and product launches reveal trajectory.
5. Tap your network – Past or current employees can offer valuable, unfiltered insights.

Advice for employers: get clear on the narrative

When hiring in tech or GTM, don’t just focus on the job spec. Be clear on the backstory:

• If the role is new, articulate the strategic goal it supports.
• If it’s a replacement, address any issues that could affect the new hire’s success.
• In a competitive market, the “why” behind the role can be as important as the salary in attracting the right candidate.

The bottom line?

In tech and GTM sales, a vacancy is rarely “just a vacancy.” It’s the result of change - strategic, reactive, or both. For job seekers, understanding the backstory helps you choose opportunities that match your skills, ambitions, and appetite for change. For employers, being clear about that backstory sets the stage for a stronger, longer-lasting hire.

At Kaliba, we help tech vendors across APAC connect with the right GTM and technical talent - matching not just skills, but fit, context, and long-term potential.

Looking for your next role or your next hire in tech? Get in touch with the team at Kaliba.