Jason Lemkin, founder of SaaStr, outlined 10 key signs that indicate when not to hire a sales representative in early-stage startups. The checklist, shared in June and updated in August, emphasizes the importance of hiring sales reps who are punctual, trustworthy, and capable of selling effectively. Lemkin stresses that early hires must be people founders would personally buy from, especially before having a VP of Sales in place, according to saastr.com.
The checklist includes practical advice such as rejecting candidates who arrive late without prior notice, as this behavior likely extends to customer interactions. Lemkin also highlights the critical point that if founders wouldn’t buy from a candidate themselves, prospects won’t either. Another test is whether the candidate can convincingly sell simple items, like a pen, demonstrating core sales skills. These criteria aim to ensure early sales hires align with startup needs and culture, saastr.com reports.
This guidance is particularly relevant as startups often rely heavily on their first sales reps to generate leads and close deals in a resource-constrained environment. Lemkin’s advice reflects broader SaaS hiring trends where early sales hires must be self-motivated and credible to build trust with potential customers. The checklist serves as a practical tool for founders to avoid costly hiring mistakes during critical growth phases, according to saastr.com.
Jason Lemkin’s checklist was last updated on August 3, 2026, reinforcing the ongoing relevance of these hiring principles for SaaS startups navigating early sales team expansion, saastr.com confirms.