Article · 10 min read

The Truth About Founder-Led Sales

Euclid Ventures · Euclid Insights Free Intermediate

It lays out five stages from pre revenue to scaling and tells you what the founder's job is in each one, which is the clearest map we have found of the pre PMF to post PMF handover. It also names the exact failure this question is about: hiring a sales leader to solve a problem that is really a product market problem.

  • Start selling immediately, do not wait until the product is built.
  • Traction from a handful of customers can fake PMF and trigger premature sales decisions.
  • At the first scaling stage hire full-cycle sales athletes, not a sales leader.
  • There is never a clean transition away from the founder's sales mindset.
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The question it answers

  1. How is GTM different before product market fit versus after?

Read with it

  1. Podcast · 90 min listen 2X SaaS Founder: How To Sell Global Tech Products From India Siddhartha Ahluwalia with Sharath Keshava Narayana
  2. Pai splits PMF into product to problem fit and then motion to market fit, and that second half is exactly what founders mean... sajithpai.com Essay · 40 min read PMF Playbook: Chapter I, Understanding PMF Sajith Pai
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