One of the common mistakes I see Australian (and other incoming) startups make is "hiring/setting up a sales person in SF".

It seems like a highly leveraged thing to do. Surely someone in-market, full-time, with sales experience should do 10x.

But you learn so much in the sales process. If you have someone remote, new and purely incentivized on sales you lose much of that information.

Quite often the sales person "fails". The company notches it up to being the wrong person, fires them and tries again. However, more often it's the product, the positioning, so many other things.