91 people
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.
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.
Writes MKT1, the reference on how an early B2B startup should actually build marketing
She writes the thing almost nobody else does: what the first marketing hire should actually do in what order, how to scope the role, and how to tell a growth marketer from a product marketer when you have budget for exactly one. Her templates and org charts are directly usable rather than illustrative.
Built SaaSBoomi, the community that most Indian SaaS founders learned go to market inside
He is the working example of community as a go to market channel rather than a marketing garnish: how peer groups get built, why a pay it forward norm compounds, and how a conference becomes a distribution asset. Useful if your GTM plan involves earning a place in an ecosystem rather than buying attention.
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.
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.
Co-founder of GrowthX, the India community where growth and GTM people go to level up their craft and careers
Useful mostly if you are early in a GTM career in India and want the ladder made explicit: what a growth or marketing role actually contains at an Indian startup, what the next rung looks like, and how people who got there did it. GrowthX's own growth is also a clean, watchable case of content led community building.
Talks publicly about selling enterprise software from Bengaluru into Fortune 500 accounts in the US
He is specific about the hard part of India-to-US enterprise sales, the difference between what an India-based sales team can carry and what has to be hired on the ground. His accounts of the early pivot are a useful lesson in how an ICP decision determines every GTM choice that follows.
Employee number one at Whatfix who sold India to US enterprise for twelve years and now writes about why that motion breaks
Almost nobody with a real India-to-US enterprise track record writes the mechanics down in public, and that is explicitly why he says he does it. His posts are about the unglamorous middle of a deal: multi-threading into a Fortune 1000 account from a different time zone, and what actually breaks when an India-based team tries to run a US enterprise cycle.
Trains Indian SDRs for a living and hosts a podcast on sales development, after leading it at Whatfix, Chargebee and Salesken
He is the clearest India-based source on the entry-level end of GTM: what a first SDR job actually asks of you, how a cohort of reps is ramped, and where prospecting fails. The podcast is worth it for the specifics of running outbound out of India into global markets rather than generic prospecting advice.
Runs a LinkedIn newsletter and YouTube channel on consultative B2B selling built from two decades of commercial leadership
He is one of the more prolific India-based publishers on the fundamentals of consultative selling: discovery, qualification, and how a deal is actually structured with a commercial buyer. Useful if you are early and want the mechanics explained rather than tactics assumed.
Explains how a sales enablement function gets built and measured, from running one globally at Whatfix
She is the rare India-based voice on enablement as an operating discipline: when a company is actually ready for the function, what problems it exists to solve, and how you measure its impact instead of counting training sessions. Useful if you are the person being handed 'go fix ramp time'.
Built India's only membership body for technology sales professionals, with a blog, a podcast and a certification behind it
AITSP is the closest thing India has to a professional standard for tech sales, so his work is useful if you want to see the job described as a career with levels rather than as a hustle. The blog and podcast are one of the few places where Indian tech sellers, not founders, are the ones talking.
Sixteen years of startup sales leadership in Pune, now teaching GTM through the sessions he runs and moderates
He works at the specific altitude most Indian B2B startups get stuck at: past founder-led sales, not yet a real sales org. His sessions and teardowns are about the transition, what to hire, what to systematise, and what to stop doing yourself.
Writes the practical end of RevOps: comp plans, quota, and the plumbing under a sales number
He writes the parts of go-to-market nobody puts on a conference stage: how a commission plan is designed so reps trust it, what a RevOps starter pack looks like at a company that has never had one, and how to move the function from ticket-taking to strategy. Rare to find this written by someone who ran it at India scale first.
Built Kick SaaS, a community and event series for Indian SaaS sales people rather than for founders
Almost every India SaaS community is built for founders and investors, and hers is built for the people carrying the bag. The Kick SaaS sessions and recordings are one of the few places where Indian SaaS reps and sales managers, not CEOs, set the agenda.
Co-founder and CEO of GrowthX, the membership community where Indian growth operators teach each other the craft
He has run one of the clearest experiments in India on whether growth is teachable, and he is public about what the curriculum gets right and wrong. If you are trying to build a GTM community or figure out how growth people actually level up in India, his write ups on cohort design and member outcomes are the primary source.
Fractional CMO who publishes a running series on what B2B marketing leaders actually get wrong
She writes from the fractional seat, which means she sees the same B2B marketing failure modes across many companies: teams buying ABM tooling before they have an account list, and marketing being measured on activity rather than pipeline.
Co-founder of 30 Minutes to President's Club, previously VP of Sales at Pave
He is good on the jump from carrying a bag to running a team, and unusually blunt about what a manager should actually inspect in a deal review. His teardowns of real cold calls and email sequences show the edit, not just the finished script.
Founding CRO at HubSpot who wrote The Sales Acceleration Formula, now investing and teaching at Harvard Business School
He gives you the numbers behind sales scaling: the hiring scorecard, the ramp curve, the leading indicators that predict a quarter before the quarter closes. His later work on product market fit signals and the sequence of stages a company must clear before adding reps is the corrective for founders who hire salespeople too early.
Sales leadership coach known for the systems side of managing reps, from one on ones to enablement
Most sales content teaches the rep. He teaches the manager: how to run a one on one that changes behaviour, how to build a playbook people actually open, and how to diagnose whether a miss is a skill problem, a process problem, or a pipeline problem. His frameworks are unusually specific about what a leader inspects each week.
Five time public company CRO, author of The Qualified Sales Leader, and one of the people behind MEDDIC
This is the source material for how enterprise deals get qualified and inspected: metrics, economic buyer, decision criteria, decision process, pain, champion. The podcast is the best available long form record of how experienced CROs think about forecast calls, deal reviews, and the moment a quarter is already lost.
Founder of Pavilion, the peer community where most GTM executives compare notes, and co-host of Topline
Topline is the closest thing to overhearing how CROs and CEOs are actually reading the market: which multiples are holding, what is happening to sales headcount, how compensation plans are shifting. He is also candid about the operator career itself, including getting fired, negotiating equity, and what a revenue leadership job really demands.
Wrote the modern definition of the product marketing function and its four fundamentals
LOVED gives you a defensible answer to what product marketing is actually accountable for (ambassador, strategist, storyteller, evangelist) instead of it being the team that makes slides. Read her when you are hiring your first PMM and cannot write the job description.
Coaches founding and solo product marketers on how to build the PMM function from scratch
He answers the question most early stage teams get wrong: what the first product marketer should actually do in the first ninety days, and what to refuse. His teardowns of real launches and positioning docs show the artefacts, not just the theory.
Wrote the manual for running a revenue operations org
He is the most systematic public source on what RevOps actually does day to day: territory and comp design, forecasting hygiene, tooling debt, and how the function should be structured and staffed as a company scales. Start here if RevOps in your company is a job title with no defined scope.
Built the professional association for partnership and ecosystem leaders
He is the clearest public voice on partnerships as a career and an org design question: what a partner team is measured on, when a company should hire its first one, and what a chief partner officer role actually contains. Useful if you are trying to fund a partnerships function rather than run one experiment.
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 person rather than only read them.
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Pete Kazanjy
Jason Lemkin
Emily Kramer
Avinash Raghava
Girish Mathrubootham
Manav Garg
Abhishek Patil
Khadim Batti
eChai
Prakhar Jain
eChai
Rahul Wadhwa
Bharat Ogirala
Krati Seth
Santhosh Srikant
Piyush Bhamare
eChai
Adithya Krishnaswamy
Tulika Panda
Udayan Walvekar
eChai
Anjali Gupta
Armand Farrokh
Mark Roberge
Kevin Dorsey
John McMahon
Sam Jacobs
Martina Lauchengco
Jason Oakley
Sean Lane
Asher Mathew
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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