How to Hire Your First VP Sales — The SaaStr Playbook | SaaStr.ai
When to hire VP Sales, what to look for, and how to avoid the most common mistakes. Jason Lemkin's definitive guide from 30+ investments and 250,000+ founders.
How and When to Hire Your First VP Sales When to hire VP Sales, what to look for, and how to avoid the most common mistakes. Jason Lemkin's definitive guide from 30+ investments and 250,000+ founders. Key Frameworks: • The $1M ARR Rule: Don't hire VP Sales until $1M ARR and 2 reps have closed deals without the founder. • Builder vs Manager Test: Hire builders at early stage, not managers. VP Sales must carry a bag. FAQs: Q: When should I hire a VP Sales? A: Hire a VP Sales when you have at least $1M ARR and have proven that at least 2 non-founder salespeople can close deals. If only the founder can sell, you're not ready. Most successful hires happen between $1–3M ARR. Q: What is the biggest mistake when hiring VP Sales? A: Hiring a VP Sales from a much larger company (e.g., Salesforce) who has never built a sales team from scratch. Look for someone who has taken a company from $1M to $10M ARR, not someone who managed a $100M territory. Explore more at: https://saastr.ai/topics/hiring-vp-sales Browse all topic guides: https://saastr.ai/topics