Jason Lemkin, founder of SaaStr, emphasized the importance of hiring a head of marketing early in a startup's growth phase to drive lead generation and revenue. He noted that a true VP of Marketing can boost leads by 20% to 50%, which more than justifies the cost. Lemkin shared these insights in a September 16, 2026, post on SaaStr.com, addressing common mistakes made by first-time founders with limited funding.
Lemkin highlighted that many startups err by underhiring for their first marketing leadership role, often settling for junior hires who lack ownership and management experience. He advised founders to stop treating marketing as a 'soft science' and instead implement measurable goals, such as tracking leads generated and return on investment for marketing spend. Setting clear monthly targets for marketing qualified leads (MQLs) or opportunities is crucial to achieving ambitious revenue growth, he said.
The guidance comes amid widespread challenges startups face in scaling marketing efforts effectively. Lemkin’s advice aligns with broader industry trends emphasizing data-driven marketing and strategic leadership. Startups that invest early in experienced marketing heads are better positioned to accelerate growth and compete in crowded SaaS markets. His perspective reflects a growing consensus that marketing leadership is a critical driver of startup success.
Lemkin’s post serves as a practical call to action for founders aiming to grow revenue by 150% or more within a year. By prioritizing experienced marketing leadership and measurable goals, startups can improve lead generation and overall marketing ROI. The full article and insights were published on SaaStr.com on September 16, 2026.