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[Series A Track - Session 03] When to hire a VP of Sales vs. a Head of Revenue Operations
Two of the most expensive Series A hiring mistakes cost the same amount of money and look nothing alike. One is hiring a VP of Sales before the motion is documented. The other is hiring a Head of RevOps before there is a motion worth operating.
WHAT THIS SESSION IS ABOUT
At Series A, the pressure to hire senior GTM leadership is real. The board wants it. The investors expect it. And the founder, who has been carrying the revenue motion personally for two years, is ready to hand it to someone. The problem is that "hire a senior sales leader" is not a strategy. It is a category. Which leader, in which role, at which moment in the company's GTM maturity, doing what specifically, is the actual decision.
A VP of Sales hired before the motion is systematized will either rebuild it themselves (expensive and slow) or run the one they know from their last company (almost certainly wrong for yours). A Head of RevOps hired before the team has enough pipeline and process to operate is a very expensive analyst. Both mistakes cost 12 to 18 months and a significant equity package.
This session runs a live readiness diagnostic on your current GTM motion and gives you a clear framework for which hire comes first, when you are actually ready for each, and what the first 90 days of each role must produce. Come with your current ARR, team structure, and the hire you are currently considering.
WHAT YOU WILL WALK AWAY WITH
A GTM readiness diagnostic: which hire your current motion actually needs next
A clear framework for sequencing VP of Sales vs. Head of RevOps based on your stage
A 90-day success definition for each role so you can evaluate the hire before it is too late to change course
The interview question set that separates motion-builders from motion-runners
One hiring decision to make or defer before next Thursday
AGENDA
0:00 – 0:03 The two most expensive Series A GTM hiring mistakes and why they keep happening
0:03 – 0:10 VP of Sales vs. Head of RevOps: the sequencing framework
0:10 – 0:18 Live: GTM readiness diagnostic on your current motion and team
0:18 – 0:23 90-day success definitions and the interview questions that reveal the difference
0:23 – 0:25 One decision before next Thursday
0:25 – 0:40 Open Q&A
WHO THIS IS FOR
Series A B2B SaaS and AI founders between $5M and $25M ARR who are actively considering a senior GTM hire or are trying to understand why a recent one is not delivering what they expected. Pre-Series A? Wednesday's Seed track is the right starting point.
TOOLS WE WILL WORK WITH
Live examples using the org design, hiring, and revenue operations diagnostic tools Series A founders are using to make senior GTM hiring decisions with confidence. Come with your current ARR, team structure, and the specific role you are considering.
REGISTER FREE
Live on Zoom · Every Thursday · 10AM PST 1PM EST 7PM CET
No application. No waitlist.
FSC mentor operators join select sessions throughout the year.
YOUR HOST
Yannick Kpodar spent 15 years as Global Lead, VP, and Portfolio CMO at B2B SaaS companies (LinkedIn, PayFit, Amenitiz, Groupe BPCE) before becoming General Partner at Aventra Capital and founding Full Stack CEO. He has made senior GTM hiring decisions at both sides of the $5M to $25M ARR band, evaluated them from the board seat, and reviewed them during due diligence on Series B raises. The pattern of what goes wrong is consistent. This session is built on that pattern.
ABOUT FULL STACK CEO
Full Stack CEO is a live learning community for B2B SaaS and AI founders from first revenue to $25M ARR. Four stage-specific tracks, Pre-Seed, Seed, Series A, and Series B, run weekly on Zoom, led by Yannick Kpodar. For founders ready to go deeper, the Labs run as intensive 12-week sprints three times a year.
TWO WAYS TO GO DEEPER
Join the CEO Operating Room. $99/month.
The private community where this work continues between sessions. Weekly office hours and live AMAs with operators from Goldman Sachs, Bain, McKinsey, Canva, Salesforce, Google, and LinkedIn, alongside exited founders backed by Antler, 500 Startups, and YC. Plus a stage-specific Slack, tip sheets, templates, and a full library of session replays. No application. Cancel anytime.
→ www.full-stack-ceo.com/ceo-operating-room
Apply for a Lab. From $997/startup.
A 12-week intensive sprint built for your exact stage: Pre-Seed, Seed, Series A, or Series B. Weekly working sessions on your actual GTM, metrics, and investor narrative, with specialist operators from the FSC bench matched to each sprint week. Small cohorts of 8–12 founders all at the same stage, so every conversation in the room is relevant to where you are right now. Demo Day in front of stage-matched investors at week 12. Applications reviewed within 48 hours.