Question 1

How much should I pay my first sales rep?

Accepted Answer

First sales hire compensation varies by market and role type, but typically ranges from $60K-$90K base with 50/50 or 60/40 base-to-variable split. Total on-target earnings (OTE) of $120K-$180K is common for startup sales roles. The key is aligning incentives with your sales cycle and deal size while remaining competitive enough to attract talent.

Question 2

Should I hire an SDR or an AE first?

Accepted Answer

For most technical founders, hire a full-cycle Account Executive (AE) first—someone who can prospect, run demos, and close. SDRs make sense when you have enough inbound leads to justify a dedicated prospecting role or when your AE is maxed out on closing. Hiring an SDR first often fails because there's no one to hand qualified leads to.

Question 3

How long does it take to hire a sales rep?

Accepted Answer

A well-run sales hiring process takes 4-8 weeks from job posting to signed offer. This includes 1-2 weeks for sourcing and screening, 2-3 weeks for interviews (typically 3-4 rounds), and 1-2 weeks for offer negotiation and acceptance. Rushing leads to bad hires; dragging it out loses good candidates.

Question 4

What are red flags when hiring salespeople?

Accepted Answer

Watch for candidates who can't explain their sales process, blame others for missed quotas, or focus only on relationships over results. Other red flags: inability to discuss specific deal examples, resistance to role-playing or live demos, and unrealistic expectations about startup resources. The best candidates ask thoughtful questions about your product, market, and customers.

Hiring & Building

What We Cover

Hiring & Building

What We Cover