Tick These Boxes Before Hiring Your First VP of Sales

Hiring your first VP of Sales for your SaaS startup is a critical turning point. At this stage, your product has found its market fit, and now it's time to scale your revenue machine. But, getting the right VP is tricky—bring them on too early, and they won’t have a structure to work with; hire someone with the wrong background, and they could misalign with your growth stage. This guide will walk you through the 6 essentials to ensure you make the right hire and accelerate growth efficiently.

1. Start with Timing:

   Don't rush into hiring a VP of Sales too early. First, ensure product-market fit. Your early-stage SaaS Startup needs semi-predictable sales with at least a few reps already selling. Once you've hit around $1M ARR, it's a good time to start looking for your VP of Sales.

   
   

2. Hire for Stage, Not for Title:

   Your first VP of Sales should be a hands-on leader, not someone accustomed to managing large, already-established teams. Look for candidates with experience scaling sales from $1M to $10M ARR.

   
   

3. Process Over Relationships:

   Your VP of Sales needs to be a process-driven operator, not someone who just “knows a lot of people.” Building a repeatable, scalable process is key to growth. Don’t be swayed by flashy names or big company logos on a resume—prioritize sales mechanics.

   
   

4. Test for Culture Fit:

   Cultural fit is crucial. The right VP will mesh with your team’s DNA, fostering trust with both the product and marketing teams. They should have strong internal credibility and a team-first mentality. Check how they collaborate, problem-solve, and adapt to your company’s unique needs.

   
   

5. Use Data to Validate Success:

   Look for candidates who measure their success in terms of data. Are they consistently hitting targets and scaling teams that deliver? Great! Now go beyond buzzwords and dig into how they've achieved past sales milestones.

   
   

6. Beware of Red Flags:

   Avoid candidates who’ve never sold a SaaS product, or those from massive sales organizations where they weren't responsible for building processes from the ground up. Make sure they’re willing to get their hands dirty and wear many revenue hats as you scale.

Conclusion

Hiring your first VP of Sales is about finding a partner who can drive growth and scale your sales team, not just fill a leadership position. They need to balance being strategic and tactical—building the sales foundation while still closing deals themselves. Look for a candidate who thrives in dynamic environments, can develop a structured sales process, and brings data-driven insights to the table. Remember, this hire is a long-term investment in the company’s future growth, so take the time to find someone who aligns with your vision and culture.