The Oper Paradox: Why This $15M Mortgage Platform Still Has Founders Closing Every Major Deal

The Oper Paradox: Why This $15M Mortgage Platform Still Has Founders Closing Every Major Deal

Every scaling founder hears it eventually: You need to step back from sales. Hire experienced reps. Build a repeatable process. Stop being the bottleneck.

It’s sensible advice backed by conventional wisdom. But what if it’s wrong?

Geert Van Kerckhoven had the same question. As Oper grew from startup to serving over a dozen lenders across continental Europe, VCs encouraged him to delegate major deals. Instead, he did research.

In a recent episode of Category Visionaries, Geert Van Kerckhoven, CEO and Co-Founder of Oper, explained what he discovered when he studied successful enterprise companies in banking technology—and why that research led him to a radically different conclusion about founder-led sales.

The Research That Changed Everything

“A lot of VC’s will tell you that they don’t like to see too much Founder driven sales and I understand that,” Geert acknowledges. The concern is legitimate: founder-led sales doesn’t scale, it creates dependencies.

But Geert noticed a pattern that contradicted this advice. “When I started studying a lot of companies that are at the 5100 million ARR in our space, I always saw that founders were still heavily involved in sales.”

These weren’t early-stage companies. These were mature businesses past $100 million ARR. Yet their founders “still knew all the big clients, was involved in all the big sales.”

The pattern was too consistent to ignore.

The Decision

Based on this research, Geert made a commitment that would shape Oper’s entire go-to-market strategy: “Two founders, I mean me and my Co-Founder, we are still very involved in sales. And I mean I will never truly delegate a big client to another team and I also don’t aspire to.”

Read that last part again: “I also don’t aspire to.”

This isn’t a temporary state Geert plans to evolve out of. It’s not a scaling challenge he’s waiting to solve. It’s a deliberate, permanent feature of how Oper goes to market.

The question is: why?

What Founders Bring That Sales Teams Can’t

The standard argument for founder-led sales is credibility. Prospects take meetings with founders. There’s symbolic weight to CEO involvement.

All true. But Geert’s reasoning goes deeper.

In enterprise sales, especially in specialized markets, the sale isn’t about features or pricing. It’s about trust—trust that you understand the buyer’s business as deeply as they do.

When a founder who spent “maybe eight or nine” prior years building similar systems walks into a meeting, they’re demonstrating hard-earned expertise. They can discuss regulatory challenges, understand why certain workflows exist, know what happens when implementations fail.

That knowledge can’t be transferred in sales onboarding. You can’t script it. It’s decades at the intersection of banking and technology—what Geert calls his “little backpack” of experience.

The WhatsApp Test

Here’s a practical test of whether you should stay in sales: Do your biggest customers have you on WhatsApp?

Geert discovered this pattern while researching that stock-listed banking technology company with the small European client. He noticed the founding team had mutual LinkedIn connections with “the whole management of this super small lender.”

They had signed that client after their IPO. Years after they supposedly should have “graduated” from founder-led sales, the founders were still building and maintaining personal relationships with customers.

“You need to have them all on WhatsApp,” Geert realized. Not in your CRM. Not assigned to an account executive. On WhatsApp. The kind of relationship where a bank CEO texts you about a problem, and you respond personally.

That’s not scalable in the traditional sense. But in enterprise sales to sophisticated buyers, it might be exactly what scales.

The Founder-as-Filter Effect

There’s a second-order benefit to founders staying in sales: it creates a quality filter for the entire organization.

When Geert and his co-founder remain deeply involved with major clients, they hear unfiltered feedback about what’s working and what’s not. They understand customer problems with the same intimacy they understand their product.

That knowledge flows into product decisions, hiring decisions, and company strategy in ways that sanitized sales reports never could. The account executives at Oper don’t operate independently—they operate as extensions of the founders, channeling that same deep expertise.

“I don’t want to micro match revenue ops and the sales teams. That’s another topic,” Geert clarifies. “But I think you need to be always very close to your clients.”

The distinction matters. This isn’t about founders micromanaging sales activities or sitting in on every discovery call. It’s about maintaining direct relationships with the customers who matter most.

When This Approach Breaks

Founder-led sales at scale only works under specific conditions:

Your market is specialized enough that founder expertise remains a genuine differentiator. In commoditized markets where buyers comparison-shop on features and price, founder involvement adds less value.

Your deal sizes justify expensive founder time. If your ACV is $10K, founder involvement in every deal doesn’t make economic sense. But if deals are six or seven figures, the math changes.

You’ve built the right support structure. Geert can stay involved in major deals because Oper eliminated SDRs and hired experienced full-stack AEs who don’t need hand-holding. The team handles the operational work; founders focus on the relationships that move the business.

Your co-founder shares the commitment. This isn’t a solo founder strategy. Geert emphasizes “two founders”—both he and his co-founder maintain this involvement, distributing the load.

The Uncomfortable Truth

Stepping back from sales feels like progress. It feels like “graduating” to the next level. And for many companies, it’s the right move.

But for Oper, selling complex mortgage technology to European banks, founder-led sales isn’t a phase to grow out of. It’s a competitive advantage to protect.

Some markets reward deep expertise and personal relationships more than operational efficiency. In those markets, founders exiting sales doesn’t make you more scalable—it makes you more vulnerable.

Geert’s research revealed this: “I will never truly delegate a big client to another team and I also don’t aspire to.”

For founders building in specialized enterprise markets, you don’t have to step back from sales. Staying in might be exactly what allows you to scale.