70% of sales leadership hires fail in year 1.Hire too early, and you burn cash, confuse the market, and stall momentum.Too late, and founder-led sales becomes the bottleneck that caps growth.In this episode of Making Revenue Tick, I sit down with Charles Talbot and Douglas Mancini of Closing Foundry, to break down one of the most expensive and misunderstood decisions in early-stage startups: your first sales hire.This is a founder-to-founder conversation about what actually needs to be true before you hire sales - and why “just bring in a salesperson” is some of the worst advice in startups.We dig into:When founder-led sales really starts to breakThe signals founders miss before hiring salesWhy first sales hires fail even when the talent is strongThe difference between activity, traction, and repeatabilityHow to design the right first sales role (and when not to)What product clarity, messaging, and expectations must exist firstIf you’re a founder, early GTM leader, or VC-backed startup operator, this episode will help you avoid a mistake that quietly kills revenue long before scale.🎙 About Making Revenue TickMaking Revenue Tick is the masterclass series within What Makes You Tick? - focused on the real mechanics of building predictable, scalable revenue in B2B startups.This isn’t theory. It’s what actually works.👇 Subscribe for more founder-grade conversations on:Founder-led salesGTM hiringScaling revenue without burning cultureAvoiding expensive early mistakes👤 About Douglas ManciniDouglas Mancini is one of Enterprise Sales veterans. He lives and breathes strategic deals. Follow Douglas on LinkedIn:👉 https://www.linkedin.com/in/domancini/👤 About Charles TalbotFounder of Closing Foundry. He spent 25+ years in B2B sales and go-to-market: opening new markets, scaling teams, and fixing pipelines that look fine in a spreadsheet but wobble in front of real buyers.These days his work is focused on one problem: when targets, forecast and actuals start drifting apart.At Closing Foundry, we help B2B SaaS and tech-enabled teams turn uncertain deals into repeatable revenue by designing, enabling and running a simple closing system. Find out more.https://www.closingfoundry.com👤 About Richard WashingtonRichard Washington helps founders and boards build high-performing GTM leadership teams through Tick Talent, specialising in early-stage and scaling B2B startups. He hosts What Makes You Tick?, a podcast on leadership, growth, and the decisions that shape companies. Find out more. https://www.tick-talent.com/Follow Richard on LinkedIn:👉 https://www.linkedin.com/in/richwash/Read Growth Magnet:👉 https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928#startups #founder #entrepreneur #techsales #saleshiring #wmyt #ticktalent #closingfoundry

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“What did the council decide on item 42?” — answered with the speaker and the moment.

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