Transitioning from Founder-Led Sales to Professionalizing Sales and Marketing in an AdTech Company

This chapter explores the journey of an ad tech company as it shifts from founder-led sales to hiring non-founder sales and marketing personnel. It discusses key aspects such as understanding the ideal customer, timing for hiring AEs, challenges faced between $1 million to $10 million in revenue, and the importance of marketing and sales strategies for growth. The conversation highlights the need for effective professionalization in sales and marketing functions, securing funding for top talent, and attracting quality hires and investors with a strong product market fit.