Jason Lemkin, founder of SaaStr, emphasized the importance of hiring a VP of Marketing early in a SaaS startup’s growth journey. He noted that bringing on a demand-focused VP of Marketing as soon as the company has any paying customers—around $20,000 monthly recurring revenue (MRR)—can significantly improve lead management and conversion rates. Lemkin shared these insights in a September 16, 2026, post on SaaStr.com.
Lemkin explained that second-time founders often hire a VP of Growth or Demand Generation even before securing their first customer, while first-time founders typically wait too long. He highlighted that while most startups cannot afford a VP of Marketing 12 months before their first customer, waiting until after scaling the sales team is a missed opportunity. A skilled VP of Marketing can optimize lead flow through the sales funnel, increasing the percentage of leads that close and quickly paying for their own salary.
The advice comes amid ongoing discussions on effective SaaS scaling strategies, where marketing leadership plays a crucial role in accelerating growth. Lemkin’s perspective aligns with broader market trends showing that early investment in marketing leadership correlates with higher lead conversion and revenue growth. This approach contrasts with startups that delay marketing hires, often resulting in slower sales cycles and missed revenue opportunities.
Lemkin’s post underscores that hiring a VP of Marketing at around $20,000 MRR is not just timely but financially prudent. His experience suggests that even a modest increase of 20% to 50% in lead generation can justify the hire, making it a strategic move for SaaS startups aiming to scale efficiently.