After realizing we needed to expand our sales team, we went from 12 to 100 salespeople in less than a year to better serve our growing customer base.

We invested heavily in enterprise sales early on, hiring a VP of sales over a year ago, which has led to a go-to-market team of over 80 people.

When scaling from 10 to 100 customers, it's vital to transition from founder-led sales to hiring your first sales team to prove the business can grow beyond the founder's efforts.

It's important to find a strong sales leader who can build effective sales processes and playbooks, especially if you lack a sales background.

In the early days, we focused on hiring the best talent to fill gaps in our skills, which helped us grow from three to over 300 employees in just a few years.

Hiring the right people is incredibly challenging, and it's okay to make mistakes in the process. I had to let go of a salesperson early on because he wasn't a culture fit, which was a learning experience for us.

We learned the importance of understanding our customers' needs, especially as we scaled, to ensure we were meeting the right demands.

As we grew, I learned the importance of hiring, developing a standard algorithm to assess candidates against the average to ensure we brought in top talent. We focused on continuous improvement in our hiring process, asking if each candidate was better than the average, which helped us grow our team and improve our startup.

When hiring, we look for ambitious individuals who are excited about our vision, even if they aren't lifelong users of our product. This allows us to bring in fresh perspectives that can help us improve and grow.