Building Sales Team

Scope

Covers

• Deciding when to hire sales vs continue founder-led selling
• Designing the first sales team (pilot AE/SDR/hybrid) and hiring sequence
• Hiring for repeatability (avoid “one heroic rep” dependency)
• Setting a minimal operating cadence (ramp plan, metrics, coaching loop)
• Technical / product-heavy selling: “sales that can pass for PMs”

When to use

• “We’re ready to hire our first AE / SDR—help me design the plan.”
• “Should we hire sales now or wait until the motion is repeatable?”
• “Create role scorecards + an interview loop for early sales hires.”
• “We’re starting product-led sales—how do we run a small pilot team?”
• “Build an onboarding + 30/60/90 ramp plan for the first reps.”