Jason Lemkin, founder of SaaStr, outlined 10 clear warning signs that indicate a VP of Sales hire will fail within the first 30 days. The list aims to help startups quickly identify when a VP of Sales is not a good fit, enabling faster decisions to replace them and avoid prolonged setbacks. Lemkin emphasized that early detection is critical to prevent wasted time and resources.
The checklist includes behaviors such as the VP blaming their team for missed targets, lacking visibility into upcoming sales pipelines, and delivering unexpected bad news that deviates significantly from forecasts. Lemkin stressed that a competent VP of Sales should have reliable insight into the next few months’ numbers and should not rely on overly optimistic or unrealistic plans, which he terms 'Hope-ium.' These signs serve as red flags for startup founders to act decisively.
This guidance comes amid ongoing challenges startups face in hiring effective sales leadership, where a poor fit can stall growth and morale. Lemkin’s framework provides a practical tool to assess sales leadership early, contrasting with the common practice of waiting up to a year before making changes. The approach aligns with SaaStr’s broader focus on scaling SaaS companies efficiently by prioritizing strong sales execution.
The original post detailing these 10 signs was published on September 27, 2026, on SaaStr.com, where Lemkin continues to share insights on SaaS leadership and growth strategies.