GETTING YOUR FIRST AES OFF THE GROUND

Summary from the TLDR Founders newsletter

Hiring your first AEs before you have a pipeline is like buying a race car without building a track. Founders must prove outbound works themselves first. The biggest mistake is that founders outsource their target account list too early. Your new AEs see logos, you see patterns from dozens of customer calls. Build the list yourself, automate the outreach so AEs start with full calendars, then get out of their way. Their only job is closing deals, not fixing your CRM.