THE FOUNDER'S SALES PLAYBOOK

Your first sales hire 

shouldn't be a VP

Founders reach for seniority and it rarely survives the year. What almost every Seed to Series A company actually needs is someone who will carry a number and sell alongside them.
This is how to build the motion first, then hand it over.
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Part one: eleven sections on selling it yourself, from discovery to close

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Part two: when to hire, how to define the role, and how to onboard

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Five actionable things to do at the end of every section. 

70%

First VPs of Sales in SaaS who don't last a year

9 in 10

Of our placements sell, rather than manage sellers

774 days

Median gap between a seed round and a Series A

Banner for The Founder's Sales Playbook by Cosmic Partners, a two-part guide for Seed to Series A B2B SaaS founders on founder-led sales and first commercial hires

Get the playbook

Written for Seed to Series A B2B SaaS founders

PART ONE

Selling as a founder

Knowing who you sell to. Building pipeline. Discovery that uncovers what the problem actually costs. Qualifying, demos, objections, the buying process, proposals and what happens after the sale.

PART TWO

Is it time to hire?

Building a repeatable motion. Knowing when you have earned the right to hire.
Defining the role before you name it, running a real search, and onboarding so the person has a chance.