Why Your First Sales Hire Shouldn’t Be a VP

One of the most common mistakes founders make is hiring a VP of Sales too early.

It’s tempting - a senior leader with an impressive track record sounds like the perfect way to kickstart growth.

But in reality, this move often backfires.

Early-stage companies don’t need someone to build a reporting structure or manage large teams.

They need doers - typically a full-cycle AE or strong SDR who can generate pipeline, close deals, and create early momentum.

Here’s why hiring a VP too soon can cause problems:

They expect existing structure - Most VPs are used to managing teams, not building pipeline from scratch.

They move slower - Senior leaders often focus on strategy before action, which delays early sales traction.

It’s a poor stage fit - Without a team or systems in place, their impact is limited.

A better approach is to hire hands-on sales talent first, prove your motion, and bring in leadership once there’s something to lead.

A great VP of Sales accelerates growth, but only when the foundation is ready.