Wearing Two Hats: Building a Company While Driving Revenue

In this episode of the RevOps Revolution podcast, Jeff Serlin sits down with Jack Siney, CRO and co-founder of FrontRace, to explore the challenges and realities of building a company from the ground up while also owning go-to-market execution. He emphasizes that early success hinges on getting real customer feedback—prioritizing early users over perfecting the product in isolation—and avoiding the trap of building in a vacuum. He also stresses the importance of balancing founder responsibilities with sales leadership, noting how early-stage comp plans and hiring decisions must be aligned with long-term viability. They also discuss how and when to transition from founder-led sales to hiring a dedicated sales team, with Jack warning that most companies fail to truly understand and document what drives a sale.