Break into a GTM career

Work out which seat you want, then get good enough at the craft to be hired into it.

4 steps, 16 questions underneath, read for how the best do it

1. 1
   What GTM actually is

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

   What do the very best GTM teams do that everyone else does not? 5 → How do the best companies decide to change their GTM motion instead of just grinding the current one harder? 4 → What did Indian companies that went global (Zoho, Freshworks, Whatfix, Postman) actually get right about GTM? 3 → Take apart a genuinely great self-serve motion. What is actually inside it? 3 →
2. 2
   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.

   What separates a great VP of Sales from a merely good one? 4 → What does world-class RevOps look like, and when does a company actually need it? 5 → What does a world class product marketing function look like, and when does a company need one? 5 → What does a genuinely great growth team look like, and how is it different from marketing? 3 →
3. 3
   Outbound that works

   Cold email, cold calls, LinkedIn, sequences and lists. How to start conversations with people who have never heard of you.

   What are the best outbound teams doing in 2026 that the rest of us are not? 4 → Enterprise CIOs say they find most vendors through outbound. What does great outbound into a big company look like? 4 → Signal-based selling replaced spray and pray. What does the best version of it actually look like? 4 → Who should I actually learn cold outbound from, and what do the very best do differently on a call? 4 →
4. 4
   Running a sales process and closing

   Discovery, demos, qualification, champions, procurement and the last mile to a signature.

   What separates the top ten percent of AEs from everyone else? 4 → How do the best teams sell into large Indian and global enterprises where procurement runs the show? 4 → How do I run win/loss properly, so that losing a deal actually teaches us something? 5 → AI is in every sales stack now. What does it actually change about discovery, demos and the deals we run? 4 →