How to avoid the head of sales hire before £1m ARR with Richard Harley from Blackfinch Ventures cover art

How to avoid the head of sales hire before £1m ARR with Richard Harley from Blackfinch Ventures

How to avoid the head of sales hire before £1m ARR with Richard Harley from Blackfinch Ventures

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Why do some startups stand out to investors while others struggle to raise?

I sit down with Richard Harley, Ventures Director at Blackfinch Ventures, to uncover how VCs really evaluate founders, traction, and the difference between innovation and hype.

Richard shares what makes a pitch stand out, looking at founder mindset and the early signs of product–market fit that separate investable startups from the rest. He explains why Blackfinch rarely backs pre-revenue businesses and how traction and data shape investment decisions.

We also dig into the biggest post-funding mistakes founders make, like hiring a Head of Sales too early, and why founder-led sales are often still critical up to £1 million ARR. Richard talks about what he expects to see in early-stage AI companies, and how VCs balance backing ambition with protecting founders from unnecessary pressure.

Find out more:

Richard Harley (guest)

Connect with Richard on LinkedIn

Find out more about the Blackfinch Ventures

Matthew Codd (host)

Connect with me on LinkedIn

Find out more about my business, Cosmic Partners
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