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
Jun 3, 2025 • 47min
GTM 149: How to Scale International Sales Teams with Rick Kelley
Rick Kelley, former VP at Meta, shares insights from his 15-year tenure leading a $10B+ revenue operation. He discusses the operational playbooks that fueled Meta’s massive growth and emphasizes the importance of coachability and humility in sales leadership. Delving into AI's transformative role, he outlines how it changes headcount strategy and the essential traits he seeks in hires. Kelley advises founders on focusing on builders over closers and the risks of misaligning sales capacity in early-stage companies.
37 snips
May 27, 2025 • 55min
GTM 148: Winning Every Tech Shift from a 3X Founder (From Internet to AI)
Sean Whiteley, a three-time founder and CEO of Qualified, shares his insights on navigating tech shifts from the internet to AI. He delves into the accelerated pace of AI adoption and its reshaping of RevOps and team structures. Whiteley discusses the evolving nonlinear buyer journey, the need for success teams at the core of go-to-market strategies, and dispels common GTM myths. He emphasizes the importance of strategic collaboration and the traits he looks for in co-founders, ensuring companies can thrive in a rapidly changing environment.
11 snips
May 20, 2025 • 42min
GTM 147: RevOps Is a Hidden Growth Engine with Navin Persaud, VP of RevOps at 1Password
Navin Persaud, VP of Revenue Operations at 1Password, leads a 30+ person team and boasts over 20 years in the field. He discusses why RevOps is crucial for scalable growth and the opportune moment to hire a RevOps leader. The conversation highlights AI's transformative impact on forecasting and operational efficiency. Navin also explores the rise of GTM Engineers and how RevOps should transition from execution to strategic partnership. He shares insights on effective data management and the importance of hiring curious early-stage ops talent.
14 snips
May 13, 2025 • 39min
GTM 146: The Future of Search, AI, and Digital Presence with Mike Walrath, CEO of Yext
Mike Walrath, CEO and Chairman of Yext, discusses the vital shift in marketing towards AI and machine-friendly content. He emphasizes the evolution from managing listings to creating AI-ready data pipelines, highlighting the importance of hyperlocal data and personalized content in go-to-market strategies. Walrath also explores new pricing models, advocating for outcome-based approaches over traditional seat-based pricing. His insights on the transformation of search technology underscore the need for businesses to adapt to a rapidly evolving digital landscape.
8 snips
May 7, 2025 • 39min
GTM 145: What Happens When a CRO Owns the Entire Customer Journey, How to Build a Unified GTM Engine | Marcy Campbell
In this insightful discussion, Marcy Campbell, Chief Revenue Officer at AppFolio, shares her expertise in aligning sales and customer service to enhance the entire customer journey. She emphasizes the evolving role of the CRO and why a unified customer experience is crucial for vertical SaaS success. Marcy discusses the significance of cross-functional "stream teams" for accelerating go-to-market strategies and offers tactical advice for early-stage startups. Her commitment to inclusive leadership and mentorship for rising female leaders shines through, making her a remarkable voice in revenue leadership.
17 snips
Apr 29, 2025 • 59min
GTM 144: How AI is Rewriting Product and GTM Playbooks | with Oji Udezue (CPO - Typeform, Calendly)
Oji Udezue, Chief Product Officer at Typeform and former CPO at Calendly, dives into the transformative role of AI in product development. He shares insights on the timing for hiring your first product manager and discusses why marketing should be integrated from the start. Udezue also highlights lessons from Microsoft’s failed Longhorn project and outlines a framework for identifying unicorn market opportunities. His upcoming book, Building Rocketships, promises further guidance for high-growth product teams.
14 snips
Apr 22, 2025 • 38min
GTM 143: Why Most AI Messaging Fails and How to Actually Stand Out in a Crowded Market | Harmony Anderson
Harmony Anderson, VP of Growth and Marketing at Superhuman, shares her expertise in building successful marketing strategies for AI companies. She highlights the common pitfalls in AI messaging and advocates for unique, outcome-focused communication. Anderson emphasizes the importance of user-generated content in cultivating brand advocates and discusses methods for tailoring campaigns to resonate with potential customers. With insights on leveraging data and building strong narratives, she reveals what sets standout marketing apart in a crowded market.
11 snips
Apr 15, 2025 • 57min
GTM 142: Why Most B2B Marketing Fails (And How to Fix It) with Udi Ledergor
Udi Ledergor, former CMO of Gong and author of 'Courageous Marketing,' discusses the art of human-centric brand building. He dives into why traditional B2B marketing often fails and emphasizes the importance of bold strategies over playing it safe. He shares insights on hiring for potential, building a culture of healthy risk-taking, and the often-overlooked 95/5 rule. Udi also explains how to create memorable campaigns that resonate with both a core audience and the wider market, ultimately transforming buyers into loyal fans.
13 snips
Apr 8, 2025 • 50min
GTM 141: Timeless Growth Tips From a $7.4B Oracle Exit and Scaling Carta to $450M in Revenue | Jeff Perry
Jeff Perry, Chief Revenue Officer at Carta and former VP at Oracle, shares invaluable insights on sales leadership and growth. He discusses the importance of mentorship in career development and how to effectively transition from corporate landscapes to startups. Jeff emphasizes balancing empathy with accountability in leadership and challenges the myth that automation replaces personal connection in sales. Additionally, he reveals strategies for scaling revenue and building solutions engineering teams, offering lessons learned from both big tech and the startup world.
5 snips
Apr 1, 2025 • 54min
GTM 140: How Microsoft Scaled from $600M to $5B: The Enterprise Playbook with Hayden Stafford
Hayden Stafford, President and CRO at Seismic, shares insights from his extensive career at Microsoft and Salesforce. He discusses how Satya Nadella transformed Microsoft's culture and emphasizes the importance of partnerships in scaling businesses. Hayden reveals the playbook for transitioning from SMB to enterprise markets and highlights the significance of customer retention in sales teams. He recalls closing a $600M deal during the 2008 financial crisis and explains why focusing on vertical markets, especially financial services, can drive growth.
