Key takeaways
- Founders buy early; the first hire in each function buys once they arrive.
- A funding round brings a hiring plan and budget, and the next few weeks matter.
- Investor portfolio pages and accelerator cohorts are public lists of funded companies.
- Startups say no to long contracts and heavy onboarding, not to the idea.
Who are the decision makers at a startup
At a startup the decision makers are the founders until a function gets its first leader, and then that leader. A seed-stage company buys through the CEO or CTO; after a Series A, a head of growth, a first finance lead, a head of people or a first engineering manager often owns the budget for their area.
First hires are the best contacts because they arrive with a mandate to build the function and few tools in place. They choose quickly and keep what they choose for years.
Why does a funding round or first hire open the door
A round opens the door because it comes with a plan: hiring, new markets and processes that did not exist before. Budgets that were frozen become available, and the board expects progress.
A first hire in a function is an even sharper trigger. Someone who joined last month as head of people is choosing a payroll, hiring and onboarding stack now, not next year.
How do you find funded startup prospects
Find funded startups through public sources: funding news, investor portfolio pages, accelerator cohort lists and company registers. Each gives you names you can then check against your fit rules.
Size each one by headcount and by when it was founded, which the company website or register usually shows. Then look at the careers page: the roles it is hiring for tell you which functions are being built.
How should you write to a startup founder
Write to a startup founder like a peer: short, direct and specific to their stage. Mention the round or the hire, say in one line what you do for companies at that stage, and ask one question.
Founders are protective of their time and of their runway. Monthly terms, a quick start and a clear way out make a yes easier than any discount.
What makes startups say no
Startups say no to long contracts, heavy implementation and tools built for companies ten times their size. They also say no when the timing is wrong, such as just before a round when every hour goes to investors.
If you hear not now, ask when the next hire in that function is planned. That date is your follow-up.
How to find venture-backed startup leads, step by step
Work from the most recent rounds first.
- Collect recently funded startups from funding news, investor portfolios and accelerator cohorts in your target sectors.
- Check each company's headcount, founding date and careers page against your fit rules.
- Identify the founder or the first hire in the function you serve.
- Send a short note that mentions the round or the hire and asks one question.
- Record when the next relevant hire is planned for any startup that says not now.
Where Pebbles Ai fits
- CapabilityResearch & analysisAsk an assistant to read a startup's funding announcement and website and summarise what the round is for, with numbered citations to check.
- CapabilityProspecting & customer recordsName up to ten funded startups with a role such as founder or head of growth and a location, and Find fresh leads returns the people as contacts in the Pebbles Ai CRM, labelled Beta, with work emails where found.
Common questions
Are seed-stage startups worth selling to?
They can be if your product is cheap to start and grows with them. Expect small first deals and decisions made by the founders themselves.
How soon after a funding round should you get in touch?
Within the following weeks, while hiring and tool choices are being made. Mention the round briefly; leading with congratulations alone is common and forgettable.
Should you contact a startup's investors instead of the founder?
Usually not to sell. Some investors run portfolio perks or introductions, which can help, but the buying decision stays with the company.
About this page. Written by the Pebbles Ai team for people who run sales, marketing and growth. Last updated .
