Understand the job

GTM roles and career paths

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

Level All Breaking into GTM Doing the work Leading a GTM team How the best do it
Market All India Global
Who's asking Everyone Founder doing GTM Founding AE SDR or BDR Growth and demand gen Product marketer RevOps Sales leader
SDR, AE, AM, growth, PMM, RevOps: what do these people actually do all day? An SDR finds and opens conversations, mostly by email, calls and LinkedIn, and hands over meetings, while an AE runs those conversations to a signa... Breaking into GTM 5 resources → I want to start a GTM career in India but I have zero sales experience. What is the realistic first job? An SDR or BDR seat at a B2B software company is the standard front door, and it is genuinely open to people with no sales background because compan... Breaking into GTM 4 resources → I have been an SDR for about 18 months. How do I actually make the jump to AE? The promotion is not a reward for hitting meeting targets, it is a bet that you can close. So show closing behaviour before you have the title: sit... Doing the work 4 resources → I am the first GTM hire at a startup. What is my job really, and how do I not get fired in 12 months? Your job is not to relieve the founder of selling, it is to prove the founder's selling can be done by someone else. So spend the first month ridin... Doing the work 4 resources → How do I decide which GTM roles to hire, and in what order? Hire against the bottleneck you can prove, not the org chart you eventually want. If you have more conversations than you can run, hire a closer; i... Leading a GTM team 5 resources → How do I set quota, comp and ramp for my first sales team in India without copying a US template that does not fit? Anchor on your own deal data, not on a benchmark deck. A workable starting point is a quota of roughly four to five times on-target earnings, a bas... Leading a GTM team 4 resources → What separates a great VP of Sales from a merely good one? A great one recruits. If they have not personally hired and carried two or three quota-carrying reps before, they are a manager of a system somebod... How the best do it 4 resources → What does world-class RevOps look like, and when does a company actually need it? World-class RevOps is not CRM administration, it is one person or team owning the definition of truth across marketing, sales, success and finance ... How the best do it 4 resources →
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