What does it really take to be the first seller at a startup? In this episode of The Founding AE Pod, Justin Dorfman sits down with Mike Jank (Founding AE @ StackPack) to dig into the real playbook:- His path from nonprofit fundraising to SaaS sales 🚀- How he structured his first 30/60/90 days at StackPack- The tools and tactics that actually matter for early-stage sellers- Why network-led outbound + intent signals beat spray-and-pray outbound- Building trust with founders, marketers, and your first customers- The mental game of startup sales - staying balanced through highs & lowsMike also shares how storytelling ROI (like StackPack’s first $1M customer savings) can drive momentum, and why authenticity on LinkedIn isn’t optional.👉 Whether you’re a first-time AE or a founder hiring your first seller, this episode is packed with lessons you can apply today.🔗 Learn more about StackPack: https://stackpack.co🔗 Connect with Mike on LinkedIn: https://www.linkedin.com/in/mike-jank/🔗 Follow Justin on LinkedIn: https://www.linkedin.com/in/justindorfman87/💪 Try FollowUp for FreeBack-to-back demos and follow-ups piling up? FollowUp by AssetMule instantly generates personalized Digital Sales Rooms from your sales calls—built for Founding AEs to move deals forward and enable champions to sell internally. Try it for free: https://www.gofollowup.ai/#Sales #Startups #FoundingAE #GTM

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