EP 15 - Selling SaaS to Contractors Channels, Objections, and the Local GTM Advantage
We’re closing out 2025 with a real Founding AE conversation.In this episode of the Founding AE Podcast, Justin Dorfman sits down with Matthew Smith, a multi-time Founding AE and current early hire at ...
19 Dec 202540min
EP 14 - $13M in Year One: How Founder-Led Sales + One Elite Founding AE Built a Rocketship
What does good founder-led sales actually look like in the AI era - and how do you successfully hand it off to a Founding AE without losing the magic?In this episode of The Founding AE Podcast, Justin...
11 Dec 202537min
EP 13 - From Writer to Founding AE: How a Fractional Services Seller Tripled Inbound Close Rates
What happens when a writing & PR major becomes an early sales hire at a fractional back-office firm - and 3x’s inbound close rates in under two years?In this episode of The Founding AE Podcast, Justin...
11 Dec 202533min
EP 12 - 3x Founding AE: Why 70 % of First Sales Hires Fail (and How to Get Yours Right)
Most founders massively underestimate how hard it is to make their first sales hire. The data says ~70% of first sales hires don’t make it to 12 months — and for early-stage startups, that mistake can...
8 Dec 202545min
EP 11 - How to Succeed as a Founding AE: Red Flags, Green Flags & Real Advice
What does it really take to be the first sales hire at a startup?In this episode of The Founding AE Podcast, Justin Dorfman sits down with Anda Willett, a seasoned B2B SaaS seller with 15+ years exper...
19 Nov 202533min
EP 10 - Cold Calls to 6 Figure Deals: Building Outbound Magic
On this episode of The Founding AE Podcast, host Justin Dorfman sits down with Richie Duignan (Founding AE, Magic, a global digital marketing agency) to unpack how he went from referral-driven sales t...
10 Nov 202531min
EP 9 - Selling Services vs SaaS, the No Demo Playbook & When to Hire Your First AE
Sales isn’t “Wolf of Wall Street.” In this episode, Chris Taylor (Founding Sales Lead at New Charter Technologies) breaks down how he went from being skeptical about sales to leading zero-to-one teams...
4 Nov 202529min
EP 8 - Founding AE Playbook in HR Tech: Selling the UK & EU, Signal Led Prospecting & SDR
How do you break into an “unsexy” but massive category like HR—and win—when incumbents loom large? In this episode of The Founding AE, host Justin Dorfman sits down with Quentin Le Roy, Founding AE at...
27 Okt 202528min
