GTM roles and career paths

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 6 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 5 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 5 resources → I am an engineer, a consultant, or fresh out of an MBA. How do I actually switch into GTM? Your background is not a handicap, it is your entry ticket, but only if you aim at the door it opens. Engineers should look at sales engineering, s... Breaking into GTM 5 resources → Big company or startup for my first GTM job? The trade is training versus autonomy, and for a first job training usually wins. A larger company gives you a real onboarding programme, managers ... Breaking into GTM 4 resources → How do I judge a startup's GTM before I join it, so I am not walking into an unhittable number? Interview them harder than they interview you, and ask for numbers rather than stories. The four that matter most: what percentage of the team hit ... Doing the work 3 resources → What does a GTM career actually pay in India over ten years? Ignore the broad job title averages you will find online, because they mix B2B software sellers with FMCG and ad agency account executives and come... Doing the work 4 resources → Should I bring in a fractional or contract GTM leader instead of a full time one? Sometimes, but not for the reason most founders reach for it. A fractional leader is a good fit when you already have a working motion and need som... Leading a GTM team 4 resources → Which GTM roles is AI actually eliminating, and which are becoming more valuable? What is shrinking is volume work: high output cold outreach, list building, basic qualification, tier one support. Job posting data backs this up r... Leading a GTM team 4 resources → What does a world class product marketing function look like, and when does a company need one? Great product marketing owns one thing that nothing else in the company owns: why a specific buyer should choose you over their real alternatives, ... How the best do it 5 resources → What does a genuinely great growth team look like, and how is it different from marketing? Marketing usually owns the top of the funnel and is measured on leads and signups. A real growth team owns the whole loop, signup to activation to ... How the best do it 3 resources →