Good B2B sales people are like wide receivers, they can run like the Hades, provided there is a ball and it gets thrown to them.
If the receiver has to run into the outfield & then come back to say we need to inflate this ball some more - worse, starts looking around for a pump - that's close to being finished.
The founder bears the responsibility of ensuring there is a properly inflated ball, and only then start to pass it. This is a great responsibility, coming on top of the taxing burden of creating a new product out of thin air & putting the show together.
It's good that the founder performs the initial sales function, but this is also where early adopters can mislead the product fit for (eventually) the real paying customers. At the least, do all the 'pivoting' before the wide receivers come into the game.