16 people

The people who actually do this

GTM leaders and practitioners worth learning from, with what each one is known for and where they publish. Some of them have spoken at eChai events, so you can meet them in a room rather than only read them.

Where Everywhere India Global
Known for Everything Positioning ICP Outbound Inbound & content PLG Enterprise sales Sales process Pricing Partnerships Retention & expansion GTM hiring Category design Community

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Pete Kazanjy Atrium · San Francisco
Author of Founding Sales, the handbook that popularised founder led sales Founding Sales is the most concrete text available on the exact stretch most founders get wrong: your first 10 customers, your first rep, and the handoff between the two. He is unusually specific about call structure, discovery questions, and what a founder should measure before hiring anyone into sales. Sales processOutboundGTM hiringEnterprise sales
Jason Lemkin SaaStr · San Francisco
Founder of SaaStr, the largest body of public writing on scaling B2B SaaS revenue He answers the operational questions almost nobody publishes numbers for: when to hire your first VP of Sales, what a rep should actually close, how long ramp really takes, and why most VP hires fail in the first 90 days. Read him for benchmarks and hiring sequencing rather than for strategy. GTM hiringEnterprise salesSales processPricing
Girish Mathrubootham Together Fund · Chennai
Founded Freshworks in Chennai and took it to a Nasdaq listing, the reference case for selling globally from India Freshworks is the most studied GTM story in Indian software: inbound and freemium first, priced deliberately below the incumbent, selling into the US and Europe with the team sitting in Chennai. He talks openly about the specific mechanics, why they picked a category with an obvious incumbent to position against, and what breaks when you move upmarket. Inbound & contentPricingEnterprise salesGTM hiring
Manav Garg Together Fund · Bengaluru
Built Eka Software into a global enterprise platform from Bengaluru, now backs Indian GTM teams through Together Fund Eka sold six and seven figure enterprise contracts to commodity traders in Geneva and Singapore out of Bengaluru, so his material covers the hard version of Indian GTM: long cycles, on the ground presence, and hiring your first senior seller in a market you do not live in. He is also unusually direct about how long co-founder and first leadership hires take to get right. Enterprise salesGTM hiringICPPartnerships

How this list works

Everyone here has a public body of work on go-to-market: talks, posts, podcasts, newsletters, books. We link to those public profiles, and we say what you'd learn from each person. That's the whole list.

We don't publish anyone's email or phone number, and being listed here doesn't mean someone has offered to answer messages. Read their work first. If you do write to someone, their public profiles are the place.

Listed here and would rather not be, or something is wrong? Email [email protected] and we'll fix or remove it.

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