Ariel came from engineering, he had been a product leader for quite a few years and then made the transition into sales. 

Initially when he moved into sales, he was running product marketing. And he thought sales was so easy, you just get all of the factsheets and  battle cards and the information on the features and capabilities and share that with the prospects that they will buy it. Of course, he learned quickly he was wrong. Running a sales team taught him that sales was so much more and luckily he learned before he started his company. 

That mindset shift is what prepared him to at first do the sales himself and then build a sales organization at Second Nature AI. 

He learned two very important things as he moved from founder led sales to hiring a team. First, in an early stage company you have to hire a different type of s ...