What does it really take to be the first seller at a startup? In this episode of The Founding AE Pod, Justin Dorfman sits down with Mike Jank (Founding AE @ StackPack) to dig into the real playbook:- His path from nonprofit fundraising to SaaS sales 🚀- How he structured his first 30/60/90 days at StackPack- The tools and tactics that actually matter for early-stage sellers- Why network-led outbound + intent signals beat spray-and-pray outbound- Building trust with founders, marketers, and your first customers- The mental game of startup sales - staying balanced through highs & lowsMike also shares how storytelling ROI (like StackPack’s first $1M customer savings) can drive momentum, and why authenticity on LinkedIn isn’t optional.👉 Whether you’re a first-time AE or a founder hiring your first seller, this episode is packed with lessons you can apply today.🔗 Learn more about StackPack: https://stackpack.co🔗 Connect with Mike on LinkedIn: https://www.linkedin.com/in/mike-jank/🔗 Follow Justin on LinkedIn: https://www.linkedin.com/in/justindorfman87/

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