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When leadership, the board, and the GTM team aren’t rowing in the same direction, you get friction instead of momentum.

If you want to become a category leader, you have to move from being “client-heavy” to truly market-facing.

Transitioning from founder-led sales to a scalable, repeatable revenue engine is one of the most important—and misunderstood—phases in a SaaS company’s growth.

Most SaaS companies hit a wall between $10M and $50M because they try to scale the same systems that got them started. But the reality is this: what got you here won’t get you there.

This is the founder’s dilemma: when to step back from leading sales without losing momentum—or control.

When growth stalls, the default instinct is to look inward at the product. But here’s the uncomfortable truth: it’s usually not the product that’s holding you back. It’s your process.

Here are five red flags that your sales strategy isn’t built for scale—and what to do about it.

A full-time CRO can accelerate growth—or derail it. Learn why timing is everything (and what to do instead).