Role in Startup

Sales at this point is almost entirely founder-led. You’re hustling to connect with prospects, demonstrate the product, and follow up relentlessly. The process is direct: you identify potential early adopters, reach out personally, schedule demos, and do everything you can to close.

Objectives

The main objective is to hit your initial revenue targets (often modest) and gather crucial feedback. You’re learning who your real buyer is and what triggers them to say “yes.” You’re also discovering friction points in your product or pitch, enabling you to refine quickly.

Areas of Specialization

There’s minimal formal specialization. You might have one person who’s better at writing cold emails or one who’s a charismatic closer. You’re also likely to rely on a single CRM or even a spreadsheet to manage leads. The key is building a short, consistent funnel that works within your limited ICP.