Founder-Led Sales OS

---
name: founder-led-sales-os
description: Run a weekly operating system for a founder selling before there is a sales team — set the week's targets, pick design partners, run pricing conversations, log win/loss learnings, and decide when and how to hand off to a first AE. Use when a founder asks how to get the first customers, what to charge, who to sell to this week, whether to hire a salesperson, or how to brief one. Not for teams with an existing sales org, for writing individual cold emails (see cold-email-sequences), or for account research (see scout-pro).
version: 1.0.0
license: Licensed per buyer — https://gtm-skills.com/terms
source: https://gtm-skills.com/skills/founder-led-sales-os
---

# Founder-Led Sales OS

A founder selling has one job: learn fast enough that the product, the price, and the pitch converge before the money runs out. Most founders sell by reacting to whoever replied. This skill replaces that with a Monday plan and a Friday review. Each week has a number, a list of conversations, one hypothesis to test, and a log of what the market said. Twelve weeks of this produces the three things a first AE needs: an ICP that is true, a price that holds, and a story that closes. Winging it produces twelve weeks of meetings and a hiring decision made on a hunch.

## When to use / When not to

**Use when**
- A founder has a product and fewer than roughly 20 paying customers.
- Monday: setting the week. Friday: reviewing it.
- Choosing design partners, structuring the design partner offer, converting them to paid.
- Preparing for or debriefing a pricing conversation.
- Deciding whether to hire a first AE and writing the handoff.

**Not for**
- A company with a sales leader and quota-carrying reps.
- Writing the outreach itself. Produce the target list and angle here, write with cold-email-sequences.
- Fundraising narrative. Investors are not customers.

## Inputs the agent should collect

| Input | If missing |
|---|---|
| Current ICP hypothesis: title, company size, trigger | Ask for the founder's best guess. Label it hypothesis v1. |
| Customer count, paying vs free, MRR or ARR | Ask. Without it there is no baseline. |
| Last week's conversations: who, outcome, what they said | Ask for notes or a list. If none, this is week 1. |
| Pricing today and how it was set | Ask. "We guessed" is a valid answer and goes in the log. |
| Founder hours available for sales this week | Ask. Plan to that number, not to ambition. |
| Runway in months | Ask once. Drives how aggressive the plan is. |

Never invent a customer, a quote, or a result. The log is only what the market said.

## Process