SaaStr outlined key advice for founders on hiring their first VP of Sales, emphasizing timing and experience. The guidance, shared on October 6, 2026, stresses waiting until a startup has two sales representatives consistently hitting quota, typically around $1 million to $2 million in annual recurring revenue (ARR), before making the hire. This approach aims to ensure the startup has a repeatable sales process ready for scaling.
According to SaaStr founder Jason Lemkin, the first VP of Sales should be brought on only after the company has established a baseline of sales success with two reps meeting targets. Lemkin explained that a VP of Sales is meant to scale an existing process rather than create one from scratch. He also recommended hiring someone who has experience managing sales at the ARR level the startup expects to reach within 12 months, highlighting the importance of relevant prior experience.
This advice matters as many startups fail by hiring a VP of Sales too early, paying a high salary without having enough leads or a proven sales model. SaaStr categorizes VPs of Sales into types, including the Evangelist, suited for pre-$1 million ARR, and the Make-It-Repeatable type for companies between $1 million and $10 million ARR. Founders are encouraged to close the first 10 to 20 customers themselves and hire the initial reps before bringing on a VP to scale the team effectively.
Lemkin’s guidance provides a clear framework for startups aiming to grow sales efficiently. The recommendation to wait until two reps hit quota before hiring a VP of Sales was shared on SaaStr’s platform on October 6, 2026, offering a practical benchmark for founders navigating early sales leadership decisions.