Founder-led sales works beautifully until it does not. The break is not the calendar. It is that the reasons customers buy live in one head and were never written down.

Up to about thirty customers the founder is the compression algorithm. Every objection answered from memory, every proof point picked on instinct, every pricing exception justified by a gut read. Then the calendar fills, and close rates slip for reasons nobody can name.

In this teardown:

The thirty-customer wall, and why it is a compression problem rather than a headcount problem.

Why a new rep inherits artefacts, a deck, a pricing page and a handful of Slack messages, but never the story.

The three things to write down before you write the job description: why the last ten customers actually bought, the one claim your competitors structurally cannot  ...