Table of Contents
⬆️ TIPS AND TRICKS
- Leverage Advisors
- Leverage your board and investors to gain access to a GTM operator who have seen this movie before
- First AE
- Once founder led sales is no longer viable, you will need to hire your first AE(s). When hiring your first seller…
- Do: Hire more than 1 seller to A/B test outcomes and mitigate performance risk
- Don’t: Hire someone who has only worked at large, high-profile companies
- Do: Look for candidates who bring scalable, iterative processes
- Hire a Search Firm
- Work with a search firm to quickly find top sales talent that knows your market
- Develop Talent Strategy Early
- Compensation philosophy
- Organizational design
- Leveling
🤝 NOTABLE GTM SEARCH FIRM RELATIONSHIPS
For your first AE, CSM, and SDR:
- Maya Mark: Founder and CEO @ Mark Partners
- Portfolio References
- Wing Security (@ 500k ARR)
- Mindee (@ 1M ARR)
- Chris Vasquez: Founder @ Quantum
- Portfolio References?
- Kaleb Dumot: Founder and Managing Partner @ Integrity Power Search
- Portfolio References?
- Joseph Cooper: Co-Founder @ Aspiron Search
- Portfolio References?
For your Director/Head of:
- Debbie Wissel: President @ Swing Search
- Portfolio References?
For your VP/Chief:
- Jamie Tilotta Green: Partner @ The Cole Group
- Portfolio References
- COO | Brightwheel
- CRO | Orca Security, Pinwheel, Slice
- CMO | StarTree
- Amber Weinberg: Founder and Managing Partner @ Aperture
- Portfolio References
- CRO | Monte Carlo
- Jack Dunn: Partner @ Daversa
- Portfolio References
- Convex Labs | CRO
- Rhoda Longhenry: Partner and Managing Director @ True Search
- Portfolio References
- CFO | Bitsight Technologies, Chief, Fairmarkit, People.ai, Snappy
- VP, Finance | Kong, Mason, Swimply
- Andrew Sylvester: Managing Director @ Kindred Partners
- Portfolio References
- CRO | Snappy
- Dean Nacey: Co-founder at own search firm
- Portfolio References
- CRO | Stream
- Kira Krauss: Partner at Artisanal Talent (Marketing major)
- Portfolio References
- VP, Marketing | Kong
- CRO | Orca Security
- True Search
- Portfolio References
- VP, Revenue | Curebase
- VP, Customer Success | Fairmarkit
- VP, People | Stream
- VP, Sales | Unravel
- Someone @ SPMB
- Portfolio References
- VP, Sales | Fairmarkit
💪 NOTABLE ADVISORS
- Sales
- Matt Bauer: Former SVP, Sales @ Cribl
- Grew from $4M ARR and team of 6 to @$140M ARR and team of 250
- Jordan King: Former VP, Sales, Americas @ Wiz
- Grew from $2M to $350M ARR
- Jacob Lee: Regional Director, Enterprise Sales @ LaunchDarkly
- Specializes in pipeline generation and people management
- Marketing
- Alex Rosemblat: Former CMO @ Datadog
- Grew from single-digit to triple-digit ARR
- BD/Partnerships
- Product
- Erik Goldman: Founder of Vanta
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GTM Playbook - Jacob Lee '24.pdf1607.9KB