Founder-Led Sales Works—Until It Doesn’t In the early stages, growth is driven by the founder. Deals happen through relationships. Messaging is flexible. Opportunities are pursued as they come. Speed matters more than structure. And it works. Early traction builds. Pilots close. Momentum starts to form. But what works early doesn’t hold as the company begins to scale. Why Growth Starts to Slow At a certain point, growth begins to feel less predictable. Some deals move forward