Stop Trusting AI Personalization | Why Relevance Matters More in Early Sales with Jay Mirpuri (Founding GTM, Light)

What is it actually like to be the first sales hire before anything works?This is an honest look at early sales before metrics and dashboards exist.Jay Mirpuri joined Light at the seed stage with no pipeline, no outbound motion, and no real proof that sales would scale. In this conversation, we unpack what it really takes to build early sales from zero, before playbooks exist and before results look impressive.We talk about:Why Jay’s first outbound attempts failed and what finally unlocked tractionThe shift from product-pushing to curiosity-led conversationsHow AI is used day-to-day by founding GTM teams (and where it doesn’t help)Why events became one of Light’s most effective pipeline enginesThis episode is for early-stage GTM operators and founders who are building before there’s clarity, structure, or repeatability.In the Trenches is a podcast about how revenue actually gets built before playbooks exist.🎧 Follow the show for more operator-led GTM stories🔔 Subscribe for new episodes every Wednesday, 8:30AM CET