# I'm Waseem Daher, Cofounder and CEO at pilot.com. AMA!

**URL:** https://gorelay.co/t/im-waseem-daher-cofounder-and-ceo-at-pilot-com-ama/519
**Category:** AMAs
**Tags:** services, founder-led-sales, goal-setting, team-structures, past-guests
**Created:** [January 7, 2021, 7:16pm UTC](https://gorelay.co/t/im-waseem-daher-cofounder-and-ceo-at-pilot-com-ama/519 "2021-01-07T19:16:44Z")
**Posts on this page:** 1
**Showing post:** 20

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### Author: ![waseem](https://sea2.discourse-cdn.com/flex020/user_avatar/gorelay.co/waseem/32/397_2.png) [@waseem](https://gorelay.co/u/waseem)
#### Post date: [January 14, 2021, 8:39pm UTC](https://gorelay.co/t/im-waseem-daher-cofounder-and-ceo-at-pilot-com-ama/519/20 "2021-01-14T20:39:37Z")

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> [@raviramani](#):
>
> I am still heavily involved in sales and am our chief sales guy. I am currently building out our sales playbook to allow us to replicate what I do but am still struggling with the decision on when to hire a head of sales. What are your thoughts and experiences on how to manage this critical function?

This is absolutely one of the hardest hires to make—a good head of sales will dramatically accelerate the revenue trajectory of the company, and a bad head of sales will significantly slow your growth. So it’s definitely a high-stakes hire.

The question I’d probably ask is: is your playbook mature enough that you think you can hand it to someone and have them run with it & scale it up? Or are you constantly iterating on it?

If you’re still constantly making tweaks, what you may want is a sales manager to manage all of your sales reps, but you probably still need to stay close to the machine.

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