When should I introduce specialized roles (SDR / AE / CSM / SE)?
Introduce SDRs at $2M ARR (hire 1–2). AE / SE split at $5M+ (hire 1 SE per 3 AEs). CSM becomes essential at $10M+ ARR (hire 1 CSM per 8–10 customers). Do not specialize roles too early—you'll build organizational friction before you have en…
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