SaaStr advised that a VP of Sales managing four account executives (AEs) may carry a personal sales quota temporarily, especially during the early stages of scaling. This arrangement is typically short-term and mainly applies to the first quarter or so. The primary role of the Head of Sales at this stage is to build the sales team and establish scalable processes rather than focus on closing deals themselves, according to saastr.com.
The platform explained that with only four AEs, the Head of Sales often acts as a “player-coach,” balancing closing deals with recruiting and training new reps. However, the emphasis should be on hiring 2-3 additional AEs to reach a team size of 6-8, where performance patterns become more predictable. The Head of Sales must also ensure current AEs meet quotas, diagnose issues like lead flow or training gaps, and implement repeatable processes for pipeline management and forecasting.
This guidance highlights the challenges startups face in scaling sales operations from a small team. SaaStr’s advice aligns with common practices in early-stage SaaS companies, where leadership roles evolve from direct selling to strategic team building. Establishing a robust sales engine with clear processes is critical before the Head of Sales can fully delegate quota responsibilities to individual reps, reflecting a key phase in SaaS growth.
SaaStr’s recommendations underscore that a Head of Sales should only carry a quota if absolutely necessary to meet revenue goals and only for a limited time. The next milestone for such teams is expanding the sales force to at least six reps, which is when more predictable sales performance typically emerges, according to saastr.com.