A UK startup’s first sales hires shape its future. Here’s how to build the right team for scaleup growth.
Jacques Malecaut
Aug 29, 2025
The Challenge
UK startups often begin with founders leading sales. As funding arrives, the first dedicated hires become critical. Yet Nesta’s research into scaleups highlights that 42% of UK founders cited sales recruitment as their single hardest task. The challenge is not only about hiring, but about sequencing roles correctly.ly.
Key Considerations
Role definition: Hiring two business development representatives before a head of sales often leads to weak direction. Setting a sales leader first provides clarity.
Compensation: According to Robert Half’s 2024 Salary Guide, sales salaries in London remain 15–20% higher than regional averages, requiring realistic planning.
Cultural alignment: Early hires set tone. UK scaleups in SaaS and fintech show that mis-hires at this stage can slow product adoption for years.
Building a Foundation
The most successful UK scaleups treat their first sales hires as partners, not just employees. Investment in training, clear territories and transparent reporting builds a replicable process. Tech Nation’s research shows that scaleups with structured sales onboarding grow twice as fast as those relying on informal methods. For founders, the lesson is simple: the first sales team is not just about closing deals but about setting culture, strategy and scalability.
