Most founders think there’s a magic revenue number that tells them when to hire their first sales rep. $1M ARR? $5M? Wrong.

On today’s episode, I share a conversation with Zan Marucci—former Adobe exec and now founder of a sales recruiting agency—who gave me a radically different answer.

It’s not about hitting a revenue threshold. It’s about building the game before you hand it off.

Do you have your ICP nailed down? Pricing tested and documented? Messaging dialed from first touch to cash collected?

If not—you’re setting a rep up to fail, burning cash, and frustrating everyone. Until then, sales must stay founder-led.

This episode will help you avoid one of the most expensive mistakes a founder can make: hiring a sales rep too early.