The GTMnow Podcast
GTMnow
The GTMnow Podcast interviews well-known tech executive, VC, and founders - the expert operators in the trenches who have ‘been there, done that’ to build some of the fastest-growing software companies. Every week, a guest joins Sophie Buonassisi to dissect their stories, revealing expert insights around what worked, what didn’t, and how things actually went down.This podcast is produced by GTMnow, the media brand of GTMfund - sharing insight on go-to-market from working with hundreds of portfolio companies backed by over 350 of the best go-to-market executives. GTMfund is an early-stage VC fund focused on investing in the most exciting, up-and-coming B2B SaaS companies across the world. The LP network consists of VP and C-level Sales, Marketing, and Customer Success leaders from companies like DocuSign, Salesforce, LinkedIn, Snowflake, Okta, Zoom, and many more.Visit gtmnow.com for more details and to sign up for our newsletter and other content resources.
Episodes
Mentioned books
Oct 22, 2025 • 1h 9min
GTM 167: Competing with Giants: Inside You.com’s Battle Against OpenAI & Google | Peter Grant
Peter Grant, Chief Revenue Officer at You.com and a seasoned go-to-market leader, discusses the revolutionary potential of generative AI. He shares insights from his experiences with legends like Tom Siebel and Marc Benioff, emphasizing the need for elite talent in sales. Peter explains You.com’s unique strategy to compete with giants like OpenAI and Google by focusing on accuracy and real-time data integration. He also delves into the importance of speed, trust, and AI literacy in a rapidly evolving landscape, all while managing his personal productivity through innovative agent systems.
6 snips
Oct 14, 2025 • 18min
The GTMnow Podcast Bonus: ‘I joined Meta at 900, left at 90,000’ — Rick Kelley on Building and Scaling International Sales Teams
Rick Kelley, former SVP at Meta, shares insights from his remarkable journey of scaling the company from 900 to 90,000 employees. He reveals a data-driven approach to market prioritization, centralizing early-stage sales teams for flexibility, and the emergence of gaming as a new global region. Kelley emphasizes the importance of strategic headcount planning before hiring, the role of AI in sales efficiency, and the need for strong leaders who can adapt as organizations grow. His experience offers valuable lessons for startups aiming for global expansion.
18 snips
Oct 7, 2025 • 35min
GTM 166: SEO → AEO: The Next Big Shift in How People Discover Your Product
Guy Yalif, Chief Evangelist at Webflow and a seasoned B2B marketing expert, dives into the evolution from SEO to AEO, focusing on AI-driven optimization. He highlights the shift from keywords to clusters of questions for improved content strategy. Guy shares Webflow’s AEO framework, emphasizing the importance of FAQs and schema for enhancing organic traffic. He also discusses the risks of ignoring AEO, the significance of brand presence in AI searches, and how to measure AEO effectively. Quick wins and actionable strategies are provided for founders looking to adapt.
76 snips
Sep 30, 2025 • 49min
GTM 165: Vibe prompting, AI fluency, and the new rules of go-to-market | Kieran Flanagan
Kieran Flanagan, SVP of Marketing at HubSpot and co-host of Marketing Against the Grain, dives deep into the transformative impact of AI on go-to-market strategies. He discusses the importance of prompting and context engineering, revealing how 'vibe prompting' can enhance learning with LLMs. Kieran outlines a three-part framework for building AI fluency in teams, introduces the concept of everyone managing AI interns, and predicts a shift towards personality-led growth in B2B marketing. Curiosity and persistence are emphasized as key traits for success in this AI-driven landscape.
14 snips
Sep 23, 2025 • 59min
GTM 164: 28th at Stripe → Billions: Cristina Cordova’s GTM Playbook (Linear, Notion)
Cristina Cordova, a seasoned operator and COO at Linear, shares her invaluable insights from her tenure at Stripe and Notion. She reveals how she joined Stripe despite not knowing what an API was and details her bold moves to salvage a crucial partnership with Shopify. Cristina discusses Notion's community-driven growth strategy and emphasizes the importance of investing in brand early. She also talks about her frameworks for spotting exceptional founders and the role of AI in prioritizing opportunities. Tune in for her tips on transformative leadership!
63 snips
Sep 16, 2025 • 1h 9min
GTM 163: From $2M to $50M ARR to Unicorn: How Owner Scaled with AI & Talent Density | CRO Kyle Norton
Kyle Norton, Chief Revenue Officer at Owner, shares insights from his journey scaling the restaurant SaaS platform from $2M to over $50M ARR. He candidly discusses firing half the sales team early on to prioritize talent quality and the importance of cultural fit. Norton emphasizes early investments in RevOps, reducing churn by being selective with customers, and leveraging AI with a solid data foundation rather than flashy tools. His servant leadership approach and lessons on hiring effectively shape strategies for sustainable growth.
5 snips
Sep 9, 2025 • 28min
GTM 162: From PLG to Enterprise: How to Layer Sales Without Breaking What Works | Ghazi Masood
Ghazi Masood, Chief Revenue Officer at Retool and former leader at Auth0 and Microsoft, dives into the intersection of sales and product-led growth. He discusses the pivotal moment when inbound strategies hit a ceiling, advocating for specialized SDR roles to optimize lead sourcing. Ghazi emphasizes balancing self-service with sales for sustained growth, exploring innovative pricing strategies to attract larger accounts. He also highlights the importance of team dynamics and AI in scaling effective sales approaches for tech companies.
41 snips
Sep 2, 2025 • 39min
GTM 161: How to Build a GTM Roadmap (Lessons from Plaid’s $3M → $300M Scale) | Paul Williamson
Paul Williamson, a go-to-market guru who played a key role in scaling Plaid from $3M to $300M ARR, shares invaluable insights. He discusses the importance of creating 'forward-compatible' GTM roadmaps and iterating quickly through different versions. Paul highlights how to differentiate high-value clients from less promising leads using simple qualification processes. Daily standups foster rapid learning, while he emphasizes adapting compensation strategies to avoid skewing sales behavior. A must-listen for founders looking to effectively scale their revenue!
35 snips
Aug 26, 2025 • 31min
GTM 160: The Startup PR Playbook Every Founder Needs: How to Nail Your Launch, Get in the News, and Avoid the Biggest PR Mistakes | Jenny He
Jenny He, Founder and General Partner at Position Ventures, shares her expertise in startup public relations. She breaks down what PR really is and dispels common misconceptions. Jenny emphasizes the importance of positioning and storytelling to craft narratives that resonate. She provides practical tips for building relationships with reporters and highlights the key elements of what makes a story newsworthy: timeliness, impact, and relevance. Additionally, she discusses how to effectively amplify coverage post-launch.
8 snips
Aug 19, 2025 • 47min
GTM 159: Scaling ZoomInfo to over $1B ARR, the Upmarket Playbook, and Launching CoPilot to over $100M Revenue in 6 months | James Roth
In this conversation, James Roth, Chief Revenue Officer at ZoomInfo, shares insights from his journey of scaling revenue to over $1 billion. He discusses the company's bold transformation from transactional sales to an enterprise-focused data platform. The innovative launch of Copilot, which generated $220 million in just six months, showcases the power of AI in driving sales strategies. Roth also emphasizes the importance of aligning long-term vision with sustainable growth, while using data-driven approaches to enhance team effectiveness.
