“The job of the founders is to figure out sales. Once you have done this, after raising Series A funding, then build up the sales team. The product has to be transportable and packaged right before you bring in sales.” — Jens Lapinski, Angel Invest Ventures “If at least one of your founders or your CEO is not your best salesperson, you are usually in trouble.” — Jean Belanger, Cerebri AI Inc. Only then, once you have successful customer use cases under your belt and demand reaching the bottom of the funnel, should you bring on sales people. Begin by recruiting generalists at the account executive level, who can work with you to handle the end-to-end process, then specialize as your revenue grows. “Tech founders need some expertise in sales or have to hire someone with this skill set. There has to be someone who knows how to develop a product that is needed in the market.” — Jens Hutzschenreuter, Digital Business Group 20