Stop Hiring FDEs. Start Promoting Them.

The general trend I hear from leaders is “We need to hire 10 FDEs yesterday.”

My first question back: “Have you looked at your own bench?”

Reality: 70–80% of the best early FDEs were internal transfers — senior SEs, staff CSEs, or that one quiet wizard in Professional Services who keeps saving your biggest logos.

So before you post another job req… ask yourself: How can I best transform my existing talent to achieve my goals?

The non-negotiable FDE skill set (rare combo, but you already have some of them):

• Writes production-grade code daily. 

• Can explain fine-tuning or agent workflows to a business executive

• Has personally closed (or saved) at least one strategic logo

• Actually enjoys living in a customer Slack for months

The reality is, no one has it all. You’ll have those who have the customer skill set lacking the production-grade code, and those who code who lack the customer executive skill. The right ones are those resources eager to learn the other half.

Potential talent that has worked for FDE conversion:

• The "Restless" Backend Engineer - They constantly ask "Why are we building this?" or "Who is actually using this feature?" They are bored by pure optimization and crave business impact.

• The "Over-Qualified" Solutions Architect - They are in pre-sales but spend their nights writing custom scripts to make the demo work. They miss building things.

Promote them, give them the title, the comp bump, and the mandate and they will surprise you for the better. You’ll move 10× faster and keep your culture intact, hitting productivity 6–9 months faster than the ones who tried to hire their way out.