As a startup evolves, so do its sales roles. Initially, the founder may take on multiple sales responsibilities. As the business grows, specialized roles emerge:
Early Stage: The founder often handles sales, focusing on customer discovery and validating the business model. Growth Stage: The startup hires dedicated sales representatives and managers to scale operations and reach more customers. Expansion Stage: The sales team becomes more structured, with distinct roles such as BDRs, account managers, and sales engineers.