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. This is the actual five step recipe for turning open ended consulting into one fixed offer you can sell repeatedly: research... jonathanstark.com Template · 10 min read Productized Service Creation Process Jonathan Stark
  2. Real reported rupee numbers for the entry point of a GTM career in India, with total compensation ranging from about 3.8 lakh... PayScale Tool · 5 min browse Sales Development Representative (SDR) Salary in India PayScale
  3. Included as a caution as much as a benchmark. The India average here sits near 3.3 lakh because the title Account Executive... PayScale Tool · 5 min browse Account Executive Salary in India PayScale
  4. The most direct way to see what a serious fractional leader is trained to deliver: niche definition, qualifying engagements, a... Pavilion University Course · 6 week course How to Succeed as a Fractional Sales Leader Sophie Carter and Tom Glason

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 →
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