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The Founding AE Role Just Changed.
Most Founders Are Still Hiring for the Old One.
May 16
•
Dave Rubinstein
2
Why Most First VP Sales Hires Fail in Early-Stage Startups
The problem usually isn’t the VP Sales hire. It’s trying to scale a sales motion that still depends on the founder to create trust, urgency, and…
May 9
•
Dave Rubinstein
8
Start Here: A Guide to 100 Founders
If you just subscribed—welcome. If you’ve been here a while and the email-by-email cadence has buried what you’re actually looking for, this page is for…
May 3
•
Dave Rubinstein
1
Big TAM Is Not Ambition. It’s Avoidance
When you say “everyone,” what you really mean is you haven’t decided who you actually win with.
May 2
•
Dave Rubinstein
1
April 2026
ICP Clarity Is the Actual Growth Lever
“SMB and Enterprise” is not an ICP.
Apr 25
•
Dave Rubinstein
The First Sales Hire Almost Always Fails for the Same Reason
It’s not the wrong person.
Apr 18
•
Dave Rubinstein
1
The Moat Isn't the Product.
Why leadership and decision speed now win in B2B SaaS
Apr 11
•
Dave Rubinstein
The Sea of Sameness: How B2B Founders Stand Out When Every Product Looks Identical
When buyers can't tell vendors apart, the easiest decision is no decision. Here's how early-stage founders break out of the category.
Apr 4
•
Dave Rubinstein
1
March 2026
Curiosity vs. Purchase Intent: How to Tell If a B2B Prospect Will Actually Buy
The single most important distinction in founder-led sales and the one question that separates real pipeline from a wish list.
Mar 28
•
Dave Rubinstein
1
Fundraising Pressure Is Quietly Wrecking Strategy
I’m seeing the same pattern over and over.
Mar 21
•
Dave Rubinstein
1
2
The SPRINT GTM Diagnostic: How to Find the One Thing Slowing Your Revenue
Most founders fix the wrong constraint. The right question changes everything.
Mar 14
•
Dave Rubinstein
1
Founder-Led Sales: What It Is, When It Works, and When It Breaks
The transition out of founder-led sales is one of the most consequential moments in an early B2B company. Almost no one gets it right.
Mar 7
•
Dave Rubinstein
2
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