Understand the job

What go-to-market actually is, the seats in a GTM team, and how people build a career in it.

What founders use for understand the job, ranked by how many answers lean on it.

  1. Podcast · ~85 min Building a world-class sales org Jason Lemkin In 4 answers
  2. Cuts through the acronym soup of PQL, PQA and MQL and says plainly when a company should add sales on top of self-serve, and... Lenny's Podcast Podcast · ~70 min The ultimate guide to product-led sales Elena Verna In 2 answers
  3. Podcast · ~60 min How Khadim Batti Built Whatfix Into a ~$900 Million Global SaaS Leader Khadim Batti In 2 answers
  4. Abel has coached 300+ early founders through their first sales, and this walks the whole path from cold outreach to procurement... Lenny's Podcast Podcast · ~90 min The ultimate guide to founder-led sales Jen Abel
  5. Kazanjy is good on the thing founders skip: the leading indicators that tell you a motion is repeatable before the revenue... Lenny's Podcast Podcast · ~80 min Founder-led sales Pete Kazanjy
  6. Taylor is good on the part reps own but rarely get credit for: feeding what you hear on calls back into positioning and... In Depth (First Round Review) Podcast · ~60 min "Everyone wants a silver bullet": selling lessons from Sam Taylor of Dropbox, Quip and now Loom Sam Taylor
  7. The SuperOps founder frames GTM around one question, is your category established or new, which is exactly the fork in the road... Prime Venture Partners Podcast Podcast · ~50 min SaaS Deep Dives: PMF, GTM and Maverick Marketing with Arvind Parthiban Arvind Parthiban
  8. Podcast · ~60 min GTM Blueprint for Emerging Markets, Sachin Bhatia Exotel, Founder's Deep Dive E23 Sachin Bhatia
  9. Podcast · 90 min listen 2X SaaS Founder: How To Sell Global Tech Products From India Siddhartha Ahluwalia with Sharath Keshava Narayana
  10. Podcast · Full episode 7 Myths About Selling B2B SaaS In India ft Unicommerce Founder Kapil Makhija Siddhartha Ahluwalia with Kapil Makhija
  11. Podcast · 86 min What world-class GTM looks like in 2026 | Jeanne DeWitt Grosser (Vercel, Stripe, Google) Jeanne DeWitt Grosser
  12. Podcast · 42 min GTM 147: RevOps Is a Hidden Growth Engine with Navin Persaud, VP of RevOps at 1Password Navin Persaud
  13. Podcast · 46 min How to Run B2B GTM When Your Buyer Asks ChatGPT First Alon Waks

The questions

What GTM actually is 16

The job behind the acronym: how a product finds, wins and keeps customers, and who does what.

What does 'go to market' actually mean? People say GTM constantly and I still cannot define it. 4 → I am a founder and I have never sold anything in my life. Where do I actually start? 5 → How do I tell whether our GTM is genuinely working or we just got lucky with a few deals? 4 → What is the real difference between product-led, sales-led and everything in between, and which one are we? 4 → When do I stop selling myself and hire the first person, and what kind of person should that be? 6 → All 16 questions in What GTM actually is →
GTM roles and career paths 16

SDR, AE, AM, growth, product marketing, RevOps, sales leadership: what each one really does and how people move between them.

SDR, AE, AM, growth, PMM, RevOps: what do these people actually do all day? 6 → I want to start a GTM career in India but I have zero sales experience. What is the realistic first job? 4 → I have been an SDR for about 18 months. How do I actually make the jump to AE? 5 → I am the first GTM hire at a startup. What is my job really, and how do I not get fired in 12 months? 4 → How do I decide which GTM roles to hire, and in what order? 5 → All 16 questions in GTM roles and career paths →
eChai Partner Brands The partnership →