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In this episode, we’re joined by Adam Dorrell, CEO & Co-Founder of CustomerGaige, for a candid conversation about one of the hardest founder transitions: when, and how, to step out of the sales seat without losing the magic that makes founder-led selling so effective.

Adam shares the real story behind building CustomerGaige over 16 years, growing it into a recognized international player with a lean global team.

We dig into:

Why founders often try to hire a sales leader too early, and what confidence has to do with it
The painful lessons of cycling through sales leaders who took over the process too aggressively, and what it cost
The unsexy truth: you can’t scale sales before you’ve truly nailed ICP + story + value prop
How Adam and his co-founder ultimately found the right model:
Where a Co-founder adds the most value to the salesprocess at this phase of the business

If you’re a founder trying to scale sales, or a sales leader working with founders, this is a practical and honest take on where founders should stay involved, and where they absolutely shouldn’t.