SaaStr founder Jason Lemkin emphasized that the most important trait when hiring an inside sales candidate is that the founder would personally buy from them. He shared this advice in a recent post on SaaStr.com, highlighting the early-stage hiring process for SaaS startups. Lemkin noted that founders often make the mistake of hiring candidates based on their previous company logos rather than their sales approach.
Lemkin explained that in the early days, founders often act as the first sales reps, closing initial customers themselves. Only after gaining traction should they hire a sales representative. The key is to select someone from whom the founder would buy their own product, as this screens out most unsuitable candidates and avoids common hiring mistakes. He also mentioned that this approach changes once a company hires a VP of Sales, who brings in a more diverse sales team.
This hiring philosophy addresses a common pitfall in SaaS startups where founders prioritize candidates from well-known companies like Box or Salesforce, assuming their experience guarantees success. Lemkin’s advice underscores the importance of understanding customer buying behavior firsthand in the early stages. As startups scale beyond $10 million in revenue, sales teams become more varied to match a broader customer base and more complex sales processes.
Lemkin’s post on SaaStr.com remains a widely referenced guide for SaaS founders looking to build effective early sales teams. His recommendation to hire sales reps you would buy from aims to improve early sales success and reduce costly hiring errors.