A SaaS founder who hired two Sales Development Representatives (SDRs) and closed some deals was advised to hire Account Executives (AEs) before recruiting a VP of Sales to manage the SDRs, according to saastr.com. The founder was recommended to first expand the sales team by adding AEs and another SDR before bringing on a VP of Sales to oversee the group.
The advice highlighted that most AEs excel at closing deals but typically lack the skills to manage SDRs effectively. Managing entry-level sales professionals requires a distinct skill set, and many AEs treat SDRs as administrative assistants rather than managing their goals properly. The founder was encouraged to continue managing the SDRs personally if possible, as this is a valuable skill. If necessary, having SDRs report to an AE is acceptable temporarily, but a true VP of Sales should be hired eventually to lead the team.
The guidance also suggested that hiring a head of marketing to manage SDRs could be an alternative, as many demand generation leaders have experience overseeing small SDR or Business Development Representative (BDR) teams. This approach reflects common practices in SaaS sales organizations, where clear role distinctions between SDRs, AEs, and sales leadership help optimize sales performance and team management.
The founder was directed to build the team gradually by hiring AEs and additional SDRs first, then bringing in a VP of Sales to manage the entire sales function. This staged approach aims to balance closing deals with effective team leadership, improving sales outcomes over time, according to saastr.com.