# First Hire Series: Sales with Jake Huber

- Show: [The Startup CPG Podcast](https://hardwarepodcasts.com/podcast/the-startup-cpg-podcast)
- Published: 2022-05-17
- Length: 40m
- Episode: 22
- Page: https://hardwarepodcasts.com/podcast/the-startup-cpg-podcast/2022-05-17-first-hire-series-sales-with-jake-huber
- Listen: https://share.transistor.fm/s/dfd37f74

## Summary

Jake Huber, US Sales Director for St. Pierre, America's number one brioche brand, joins the Startup CPG podcast to discuss hiring the first sales hire. He argues that founders should remain the primary sales engine until operations require their full attention, emphasizing that brokers are support functions rather than sales hires. Huber details the five specific functions of brokers, compensation structures for early hires, and the importance of hiring 'hunters' over 'farmers' to build momentum. He also provides advice on managing expectations, setting up sales infrastructure, and navigating the current challenging talent market.

## Chapters

- [0:03](https://hardwarepodcasts.com/podcast/the-startup-cpg-podcast/2022-05-17-first-hire-series-sales-with-jake-huber#t=3) Introduction: Jake Huber and St. Pierre
- [5:41](https://hardwarepodcasts.com/podcast/the-startup-cpg-podcast/2022-05-17-first-hire-series-sales-with-jake-huber#t=341) When to Hire: Founders as the Sales Engine
- [7:56](https://hardwarepodcasts.com/podcast/the-startup-cpg-podcast/2022-05-17-first-hire-series-sales-with-jake-huber#t=476) The 5 Functions of Brokers vs. Sales Hires
- [11:04](https://hardwarepodcasts.com/podcast/the-startup-cpg-podcast/2022-05-17-first-hire-series-sales-with-jake-huber#t=664) Compensation, Titles, and Candidate Profiles
- [17:58](https://hardwarepodcasts.com/podcast/the-startup-cpg-podcast/2022-05-17-first-hire-series-sales-with-jake-huber#t=1078) Day-to-Day Sales Operations and Pipeline Management
- [22:31](https://hardwarepodcasts.com/podcast/the-startup-cpg-podcast/2022-05-17-first-hire-series-sales-with-jake-huber#t=1351) Setting Up Sales Infrastructure and Expectations
- [28:37](https://hardwarepodcasts.com/podcast/the-startup-cpg-podcast/2022-05-17-first-hire-series-sales-with-jake-huber#t=1717) Hunters vs. Farmers and Contractor Models
- [31:07](https://hardwarepodcasts.com/podcast/the-startup-cpg-podcast/2022-05-17-first-hire-series-sales-with-jake-huber#t=1867) Common Hiring Pitfalls and Technical Skills
- [34:27](https://hardwarepodcasts.com/podcast/the-startup-cpg-podcast/2022-05-17-first-hire-series-sales-with-jake-huber#t=2067) Recruitment Strategies in a Tight Market

## Topics

- [Hiring & workforce](https://hardwarepodcasts.com/topic/hiring-and-workforce)
- [Retail, wholesale & distribution](https://hardwarepodcasts.com/topic/retail-and-distribution)
- [Pricing, margins & unit economics](https://hardwarepodcasts.com/topic/pricing-and-unit-economics)

## Most relevant to

early-stage companies

## Mentioned

- St. Pierre (company)
- Tiny Hero (company)
- Right Rice (company)
- Dun Humby (company)
- Kroger (company)
- Whole Foods (company)
- Walmart (company)

## Related episodes from other shows

- [Tool of the Week Segment | Episode 31](https://hardwarepodcasts.com/podcast/built-2-scale/2025-12-04-tool-of-the-week-segment-episode-31) (Built 2 Scale)
- [Advice Line with Gary Hirshberg of Stonyfield](https://hardwarepodcasts.com/podcast/how-i-built-this/2024-11-14-advice-line-with-gary-hirshberg-of-stonyfield) (How I Built This)
- [Advice Line with Andy Dunn of Bonobos](https://hardwarepodcasts.com/podcast/how-i-built-this/2025-04-17-advice-line-with-andy-dunn-of-bonobos) (How I Built This)
- [219: Hiring Your First Team Members at a Hardware Startup](https://hardwarepodcasts.com/podcast/product-startup/2024-03-28-219-hiring-your-first-team-members-at-a-hardware-startup) (Product Startup)
- [Timeless Sales Principals and Fundamentals w/ Mike Weinberg](https://hardwarepodcasts.com/podcast/the-manufacturing-executive/2021-04-13-timeless-sales-principals-and-fundamentals-w-mike-weinberg) (The Manufacturing Executive)

## Citing this page

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