The Stage-Fit Framework

Expectation mismatch is the most common reason founding sales hires fail.

Once aligned, I score candidates on 5 dimensions. Every finalist gets a written scorecard. The founder sees the scoring. Candidates see their own scoring on request.

01

Stage Calibration

Has the candidate sold at the same stage and motion as this company?

Why it matters → Stage mismatch is the most common reason first sales hires fail.

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02

Builder vs. Operator

Can the candidate build a motion from zero, or only run one that already exists?

Why it matters → Pre-PMF and post-PMF need different humans. They rarely overlap.

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03

Founder Compatibility

Communication style, conflict tolerance, decision speed.

Why it matters → The first sales hire reports to the founder. Chemistry is not optional.

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04

Coachability and Candor

Will the candidate take feedback, and give it back honestly?

Why it matters → The founder needs ground truth on the pipeline. Not theater.

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05

Hustle and Chaos Tolerance

Evidence of doing things others would not do to make a number.

Why it matters → Early stage rewards creative and scrappy. Big-company operators have usually lost the muscle.

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Who I work with

Ideal client profile

  1. 01

    Stage

    Seed, Seed+, or Series A. Funded within the last 18 months.

  2. 02

    Revenue

    $0 to $3M ARR. First or second sales hire.

  3. 03

    Team

    5–25 people. Founder-led sales to date.

  4. 04

    Motion

    B2B. Inbound vs. Outbound. Sales-led, sales-assist, or PLG with a sales overlay.

  5. 05

    Source

    YC, Techstars, On Deck, South Park Commons, or a top-tier seed fund.

  6. 06

    Geography

    SF Bay Area primary. Remote or hybrid acceptable.

I help founders become ready to hire for sales.

Want to see the full rubric?

The scoring rubric goes to every founder who engages. Start with a 30-minute call.

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