Why choosing not to hire was the solution for my startup — we raised over $100 million and tripled revenue with the same people
· Fortune
There’s a moment every founder recognizes. Revenue is climbing. Customers are coming faster. The roadmap is full. People are stretched. The instinct is immediate and familiar: we need to hire. When we reached that moment at Abacum, we paused.
Not because we were trying to run lean at all costs or prove a point about efficiency. But because hiring felt like the safe answer. And we wanted to understand whether we were building a company to scale or if we were about to mask deeper problems with headcount.
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Since founding Abacum in 2020, we’ve raised more than $100 million and tripled revenue without increasing headcount. That outcome wasn’t the goal; it was the result of choosing a harder path at a critical inflection point. Here’s what we learned.
Keeping headcount flat removes the safety net
When there’s nowhere to hide, ownership becomes unavoidable. Every role has to be designed around outcomes, not activity. Every initiative has to justify itself. If something doesn’t move the business forward, it becomes obvious quickly.
Pressure creates focus
Instead of adding layers, we optimized early for clarity. Roles were tightly defined. Expectations went up, not down. We set a high bar and kept it there. People weren’t asked to execute tasks handed down from above, they were expected to understand the business impact of their work, make trade-offs, and own the result from day one.
Flat headcount has a way of surfacing reality. Inefficiencies don’t stay hidden. Priorities can’t blur. Weak decisions show up immediately. And while that can feel uncomfortable, it forces a level of focus that growth alone rarely does.
We needed absolute clarity on the definition of success
We anchored the company around a single north star: net new ARR growth, qualified by durability metrics. Growth is easy to celebrate but durable, efficient growth requires transparency into ROI, trade-offs, and how much you’re burning to get there.
Everyone could see the same numbers. Burn multiple. Retention rate. Go-to-market performance. Speed and efficiency, side by side. When everyone runs in the same direction with the same visibility, decision-making accelerates.
We never stopped experimenting, but we were intentional about it
Teams were encouraged to test ideas, but not casually. Every experiment started with a hypothesis, a clear definition of success, and a plan to measure outcomes quickly. Learning became deliberate.
Over time, we began framing every decision as a capital allocation question. Product investments. Market expansion. Go-to-market bets. The questions were always the same: What return are we expecting? What are we deprioritizing? What does success actually look like?
That framing removed ambiguity. It replaced opinion with evidence and made debates more constructive. Decisions happened faster and with more confidence.
Finance moved to the center of the business
Instead of positioning finance as a back-office reporting function, we embedded it as a lever for scale. Finance connected product, go-to-market, and strategy in real time. It gave the entire company a shared language for evaluating trade-offs and made decision quality a collective responsibility.
This changed the tone of leadership discussions. Less intuition-driven debate and more fact-based alignment. Fewer delayed decisions meant more momentum.
Eventually, we crossed the inflection point. The company felt lighter, not heavier. Faster, not frantic. We weren’t just growing, we understood why we were growing, what was working, and what wasn’t. That clarity became the real growth engine.
The lesson here isn’t that founders should never hire. Hiring is sometimes the right move. But too often, hiring becomes a shortcut. It can be a way to delay hard questions about ownership, prioritization, and decision quality. Adding people can make a company feel safer in the moment while quietly reducing its ability to see itself clearly.
The harder path is choosing pressure over padding. Clarity over coverage. Ownership over headcount. Founders who take that path gain something far more valuable than short-term comfort: a deeper understanding of their business, faster feedback loops, and an organization that stays agile even as it scales. Because scale doesn’t come from more people. It comes from better decisions made by people who own the outcome.
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This story was originally featured on Fortune.com
