Founder-led sales is often the engine behind early startup success. Founders know the customer better than anyone, making them the best people to tell the story, navigate objections and close deals. But as businesses grow, what once drove success can quickly become a bottleneck.

​The challenge isn’t simply hiring more salespeople. It’s building the systems, structure and operating rhythm that allow revenue to scale without the founder being involved in every deal.

​Join Ben Sharp (KPMG High Growth Ventures), Joshua Nu’u-Steele (Co-Founder & CRO, Ideally) and Jared Kristensen (Founder, Audience Republic) as they share firsthand lessons from building and scaling high-growth businesses. Together, they’ll unpack what it takes to move from founder-led sales to a scalable, repeatable go-to-market function, including the common mistakes, key inflection points and practical strategies that drive sustainable growth.

​Whether you’re hiring your first sales leader, building GTM capability, or looking to reduce founder dependency, this session will provide practical insights you can apply immediately.

​You’ll learn:

• ​How to recognise when you’ve outgrown founder-led sales

• ​The foundations required for a scalable GTM function

• ​When and how to hire sales leadership

• ​The systems, processes and operating cadence that support growth

• ​Why most GTM challenges are structural, not people problems