Erica Anderman is the co-founder and COO of Foodini, an AI-powered platform solving food allergy and dietary transparency through data infrastructure. With over 15 years of go-to-market experience across foodtech and vertical SaaS, Erica has led revenue at companies like Slice, Seated, and Odeko, and held roles across sales, customer success, partnerships, and RevOps. She began her career in door-to-door restaurant sales and now builds GTM from the ground up, helping 50% of the population with dietary needs find safe, personalized dining experiences.

Discussed in this Episode:

• Transitioning from CRO to founder (and why it’s so humbling)
• Tactical frameworks for finding product-market fit (especially in early pivots)
• Building a GTM motion from zero using community and customer obsession
• What AI actually changes in GTM (hint: it’s not just about productivity)
• How to treat fundraising like a sales motion (including identifying your ICP)
• Practical tools Erica is using to build GTM motions faster with fewer resources

Highlights:
00:45 From Sales to CRO: The Unconventional Path
02:47 Why Being a Generalist Can Make You a Better Leader
05:31 What AI Is Really Doing to GTM Roles
06:33 Scaling Yourself Before You Scale Your Team
08:00 From CRO to Founder: Sales Skills That Transfer to Fundraising
10:10 Fundraising Is Just Another Sales Funnel
14:12 Relationships Compound in GTM and Fundraising
22:33 Finding PMF by Listening Hard
26:04 When Your GTM Motion Becomes Compliance-Driven
27:41 Community as a GTM Lever (Not Just a Buzzword)
38:28 Pre-PMF vs. Post-PMF
42:53 Turning Messy Data into Valuable Content
56:12 Tools Over Headcount: Erica’s Favorite AI Stack

Guest Speaker Links (Erica Anderman):
LinkedIn: https://www.linkedin.com/in/ericaanderman
Foodini: https://foodini.co/

Host Speaker Links (Sophie Buonassisi):
LinkedIn: https://www.linkedin.com/insophiebuonassisi
Newsletter: https://substack.com/@sophiebuonassisi

Thanks to Our Sponsor – UserEvidence:
UserEvidence is the Customer Evidence Platform that helps you collect feedback, surface proof points, and turn customer wins into bite-sized assets your sales and marketing teams can actually use. Capture social proof at scale. Arm reps with credible stories. Close more deals with trust.

Learn more at: https://userevidence.com/gtmnow

Where to Find GTMnow:
Website: https://gtmnow.com/
LinkedIn: https://www.linkedin.com/company/gtmnow/
Twitter/X: https://x.com/GTMnow_
YouTube: /@gtm_now
The GTM Podcast (on all major directories): https://gtmnow.com/tag/podcast/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content.

This bonus episode explores one of the most important shifts happening in go-to-market right now: the move from optimizing for humans to optimizing for AI.

Mike Walrath, CEO of Yext and former founder of Right Media (acquired by Yahoo for $850M), shares why this change is as big — or bigger — than the first wave of digital transformation. You’ll learn how AI agents are changing how customers discover businesses, why your structured data now matters more than your homepage, and what you can do to stay ahead.

This is a clip from the full episode with Mike — a must-watch roadmap for the AI-driven future of marketing. Hit the links to dive into the full conversation.

• GTMnow: https://gtmnow.com/gtm-146-future-of-search-ai-digital-presence-mike-walrath/
• Apple: https://podcasts.apple.com/in/podcast/gtm-146-the-future-of-search-ai-and-digital/id1369291464
• Spotify: https://open.spotify.com/episode/2xs4xXGmTTKXHSNUMmYqvy
• YouTube: https://www.youtube.com/watch?v=4m1051j_hq4&t=1332s

Thanks to our Sponsor: Qualified

Piper is the #1 AI SDR on G2.

AI SDR agents are changing the future of sales. And Piper is leading the way.

Piper is the top-ranked AI SDR on G2, trusted by hundreds of high-growth GTM teams — including many in the GTMfund community. She works around the clock to follow up with every lead, book meetings, and qualify prospects, all by reading real buying signals.

That means your team spends less time chasing and more time closing.

Piper isn’t just automating repetitive work — she’s transforming pipeline generation at scale.

Discover how AI SDRs like Piper can help you build pipeline faster at qualified.com.

Visit us: https://gtmnow.com/
Follow us on LinkedIn: https://www.linkedin.com/company/gtmnow/
Follow us on Twitter/X: https://x.com/GTMnow_

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content.

Doug Camplejohn is a serial entrepreneur and seasoned executive with extensive experience in B2B SaaS and go-to-market strategies. He has previously held leadership positions at major tech companies including LinkedIn, Salesforce, and Apple before founding Coffee, an AI-first CRM platform.

Discussed in this Episode:

• AI-powered CRM and sales automation
• Go-to-market stack optimization and simplification
• Building and scaling B2B SaaS companies
• Revenue operations (RevOps) and AI integration
• Serial entrepreneurship and company building
• Transitioning from big tech to startup founder

Highlights: 
04:35 From Fliptop to LinkedIn: how Doug navigated acquisition and scaled Sales Navigator.

06:33 Why Sales Nav was a $250M business with a “crappy product” — and how Doug turned it around.

09:56 Doug’s “awesome test” for hiring top talent (and the 90-day rule he swears by).

13:26 The speed dating hack that landed Coffee’s first sales leader.

17:36 What Doug learned running Sales Cloud at Salesforce — and why he left.

22:22 The biggest missed opportunity inside Sales Navigator (and what he’d do differently).

24:37 Why sales tech stacks are bloated — and how AI-native CRMs solve it.

28:36 What makes a true AI-native product (and why Coffee is built different).

31:36 The Rippling-inspired vision behind Coffee’s GTM strategy.

34:47 Three versions of Coffee — and why reps are swiping their own cards.

39:44 AI agents vs. simple automations — what the future actually looks like.

42:41 Why SDRs won’t disappear — but their job will change.

47:45 Data as the new moat: how to build durable product advantage in the AI era.

50:08 Why Doug runs a podcast and thinks every startup should act like a media company.

55:09 The new math of headcount: scaling to $100M+ with fewer hires.

56:45 The “TAM is dead” take — and how Doug thinks about modern segmentation.

Guest Speaker Links (Doug Camplejohn):

• LinkedIn:  https://linkedin.com/in/camplejohn
• Coffee: https://coffee.ai
• Podcast: https://www.coffee.ai/podcast

Host Speaker Links (Sophie Buonassisi):

• LinkedIn: https://linkedin.com/in/sophiebuonassisi
• Newsletter: https://substack.com/@sophiebuonassisi

Thanks to our Sponsor: TriNet
Every early-stage founder is told to focus on product and growth. But behind every product launch and revenue milestone is a team – and building that team is one of the hardest and important parts of the journey.

“Build the team that builds the company.” – that is part of your go-to-market strategy responsible for growth.  Hiring the right people, keeping them supported, and creating the infrastructure to help them thrive is critical. 

TriNet exists to make that easier. TriNet’s full suite of HR solutions is designed to support companies at critical inflection points – from early traction to scale. 

Where to find GTMnow (GTMfund’s media brand):
Website: https://gtmnow.com/
LinkedIn: https://www.linkedin.com/company/gtmnow/
Twitter/X: https://x.com/GTMnow_ 
YouTube: https://www.youtube.com/@GTM_now
The GTM Podcast (on all major directories): https://gtmnow.com/tag/podcast/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content.

Austin Hughes is the founder and CEO of Unify, a platform helping high-growth teams turn buying signals into pipeline. Previously, Austin led the growth team at Ramp, where he scaled the org from 1 to 25+ and pioneered a product-led, experiment-driven GTM approach. With a background in investment banking and venture capital, Austin brings a uniquely analytical and first-principles mindset to modern B2B growth.

Discussed in this Episode:

• Why you should run marketing like product
• Distribution is a startup's best friend
• How Austin’s content strategy turned LinkedIn into a hyper-efficient channel
• Why the best growth hires today are ex-engineers or investors
• How AI is redefining go-to-market motions

Highlights: 

04:00 Ramp’s growth org: running 100+ experiments per quarter

08:45 Why LinkedIn became Unify’s silver bullet

11:30 Austin’s content creation workflow (and why he doesn’t use AI to write)

13:00 Technical vs. traditional growth marketers—how to hire for impact

17:00 Using Unify to merge 1st & 3rd-party data into a signal pipeline

20:30 How automation + human-in-loop GTM creates leverage

24:00 Austin’s Carta example: what perfect relevance looks like

27:00 What broke in outbound and why signal-based selling is the fix

32:00 When startups should start ingesting signals

36:30 Culture of experimentation: “failure is just a data point”

39:00 How Unify is using AI internally for GTM and support ops

43:00 What’s coming next: AI-relevant messaging, BDR collaboration tools

47:00 The end of traditional marketing roles—and what comes next

Guest Speaker Links (Austin Hughes):

• LinkedIn: https://www.linkedin.com/in/austin-t-hughes/
• Unify: https://www.unifygtm.com/

Host Speaker Links (Sophie Buonassisi):

• LinkedIn: https://www.linkedin.com/in/sophiebuonassisi/
• Newsletter: https://substack.com/@sophiebuonassisi

Where to find GTMnow (GTMfund’s media brand):

• Website: https://gtmnow.com/
• LinkedIn: https://www.linkedin.com/company/gtmnow/
• Twitter/X: https://x.com/GTMnow_
• YouTube: /@gtm_now
• The GTM Podcast (on all major directories): https://gtmnow.com/tag/podcast/

Thanks to our Sponsors: 

TriNet
Founding a company is hard enough. Navigating payroll, benefits, and compliance shouldn’t slow you down. That’s where TriNet comes in. They work with startups and scaling businesses to help take HR off your plate, so you can stay focused on building product, growing revenue, and hiring great people - the go-to-market engine. B2B companies like Hivebrite and Equilend trust TriNet to help handle the infrastructure of their workforce, so their teams can focus on execution. Sponsor Link:

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content.

What’s actually working in go-to-market right now? In this live panel from the GTM Fund AGM, three early-stage leaders from three exceptional companies—Centari, Atrix AI, and Gaiia—break down how they’re closing enterprise deals in some of the most challenging verticals: legal, pharma, and telecom. From viral LinkedIn content and founder-led dinners to the now-infamous "donut drop" strategy, this episode is packed with practical, first-principles GTM plays you won’t find in a sales playbook.

Kevin Walker (Centari) – Founder & CEO of Centari, a legal tech platform providing deal intelligence to large law firms and, soon, financial services. A former M&A attorney at Paul Hastings, Kevin brings deep insider knowledge to solving complex legal workflows.

Vera Kutsenko (Atrix AI) – Founder & CEO of Atrix AI, a platform helping medical affairs teams at pharma and med device companies capture and operationalize real-world insights. Vera has become a thought leader in AI for regulated industries—recently authoring a viral book on AI in medical affairs.

Stephen Farnsworth (Gaiia) – VP of GTM at Gaiia and early GTM leader at Workato and Outreach. Gaiia is an end-to-end ERP, billing, and CRM platform for independent internet service providers (ISPs), tackling a niche but high-value market with massive infrastructure needs.

Discussed in this Episode:

• Centari built trust with top law firms by pairing deep domain credibility with a thoughtful, relationship-driven sales approach.
• Atrix AI sparked inbound demand by turning a single viral LinkedIn post into a full-length book on AI in medical affairs.
• Gaiia chose not to hire SDRs, focusing instead on high-ACV deals and personalized outreach in a tightly defined TAM of telecom providers.
• Gaiia’s “donut drop” strategy—personally delivering treats to rural ISP offices—created brand awareness and unlocked new pipeline.
• Both Centari and Atrix AI scaled founder-led sales by hiring a Chief of Staff to operationalize and extend GTM efforts.
• Atrix AI uses educational AI workshops to qualify buyers, build trust, and stand out in a noisy vendor landscape.
• Centari combats pilot fatigue and skepticism in legal tech by showing deep empathy, hiring former lawyers, and proving value early.

Highlights:

03:00 – Why Atrix AI scaled founder-led sales with viral content and thought leadership

06:00 – The accidental (and wildly successful) AI & medical affairs book launch

08:00 – Centari’s early GTM strategy: legal empathy, cookies, and product conviction

11:00 – Gaiia’s high-ACV model and why SDRs don’t make sense for their TAM

20:00 – The Donut Playbook: creating pipeline by showing up IRL

23:00 – Why Chief of Staff was a critical early hire for scaling sales ops

27:00 – How Gaiia is thinking about building community in a slow-moving vertical

28:00 – What’s next: repeatability, vertical expansion, and community infrastructure

Guest Speaker Links:

1. Vera Kutsenko LinkedIn: https://www.linkedin.com/in/verakutsenko/
2. Stephen Farnsworth LinkedIn: https://www.linkedin.com/in/stephen-farnsworth/
3. Kevin Walker LinkedIn: https://www.linkedin.com/in/kpwalker1/

Host Speaker Links (Paul Irving):

• LinkedIn:

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content.

Dennis Lyandres is an Advisor with ICONIQ and a Board Member of Speedchain and CaptivateIQ. Dennis amassed incredible insights through his experience as the Chief Revenue Officer of Procore, where he helped grow the company from $10M to $900M+ in revenue and guided it through a successful IPO. At Procore, he led all customer-facing functions—Sales, Marketing, CS, RevOps, and BD. He’s now an investor, advisor, and board member to iconic B2B SaaS companies, and one of the most respected voices in GTM for vertical SaaS.

Discussed in this Episode:

• Why the best SaaS companies align people, product, and GTM into one unified strategy
• Using AI as a GTM advantage starts with a crawl-walk-run approach
• Scaling multi-product in vertical SaaS means following the money and the pain
• GTM leaders win when they speak product and co-own strategy with engineering
• Customer relationships are your most undervalued strategic growth lever
• Your top 5% of talent deserve a purpose-built strategy to maximize impact
• Lean AI teams are redefining what’s possible with just a handful of operators

Highlights:

03:00 Dennis’s journey as the Chief Revenue Officer at Procore: from $10M to IPO

05:00 The “People, Product, GTM” triad and AI-native orgs

07:00 Why vertical SaaS startups need a talent strategy (and most companies lack one)

09:30 Multi-product GTM strategy explained via Procore and other verticals

13:00 How Go-To-Market teams can show up better for product teams

18:00 Building deep customer strategy across functions in a B2B startup

23:00 Price’s Law and the T30 program for top performers within a revenue organization

24:30 Lean AI startup: what it is and what it isn’t

30:00 Crawl-walk-run AI adoption in Go-To-Market teams

Guest Speaker Links (Dennis Lyandres):

• LinkedIn: https://www.linkedin.com/in/dlyandres/
• Speedchain: https://www.speedchain.com/
• ICONIQ: https://www.iconiqcapital.com/

Host Speaker Links (Sophie Buonassisi):

• LinkedIn: https://www.linkedin.com/in/sophiebuonassisi/
• Newsletter: https://substack.com/@sophiebuonassisi

Sponsors: TriNet

Every early-stage founder is told to focus on product and growth. But behind every product launch and revenue milestone is a team – and building that team is one of the hardest and important parts of the journey.

“Build the team that builds the company.” – that is part of your go-to-market strategy responsible for growth. 

Hiring the right people, keeping them supported, and creating the infrastructure to help them thrive is critical. 

TriNet exists to make that easier. TriNet’s full suite of HR solutions is designed to support companies at critical inflection points – from early traction to scale.

Learn more at https://trinet.com/gtmnow

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content.

Andy Mowat is the Co-Founder of Whispered, and is responsible for building incredible  RevOps and GTM systems at unicorns like Upwork, Box, and Culture Amp. With over two decades of experience leading marketing ops, sales ops, and go-to-market infrastructure, Andy is a true pioneer of modern RevOps. Today, he’s building tools to help tech executives collaborate on company insights, search strategies, introductions, and the deepest database of unposted GTM roles anywhere.

Discussed in this Episode:
- Why 80–98% of VP and C-level roles are never posted—and how to access them.
- The importance of clarity: how GTM operators should articulate their focus to stand out.
- How venture networks and backchanneling drive most executive hiring decisions.
- The rise (and limits) of fractional work as a bridge between full-time roles.
- What AI agents are doing behind the scenes at Whispered to match execs to roles.
- Why company stage, growth rate, and CEO quality are critical in picking your next role.
- What GTM functions (e.g. RevOps, Demand Gen) are most in-demand right now.

Highlights:
04:30 Why most executive roles are never posted
07:00 How Whispered operates as a curated talent network
13:30 Why GTM execs struggle to articulate their focus—and how to fix it
16:45 The right way to build a target company list
21:00 Engaging your network and VC talent teams the right way
28:00 What AI is (and isn’t) changing about hiring and team structure
34:00 How to evaluate growth-stage companies and pick winners
36:30 Head of vs. VP vs. CRO: The real meaning of title across company sizes
41:00 Most common mistakes execs make in their job search
44:30 Using customer advocacy and growth loops to scale Whispered
46:00 Is email dead? Why it's still critical to GTM and talent outreach

Guest Speaker Links (Andy Mowat):
- LinkedIn: https://www.linkedin.com/in/amowat/
- Whispered: https://www.whispered.com/

Host Speaker Links (Sophie Buonassisi):
- LinkedIn: https://www.linkedin.com/in/sophiebuonassisi/
- Newsletter: https://substack.com/@sophiebuonassisi

Where to find GTMnow (GTMfund’s media brand):
- Website: https://gtmnow.com/
- LinkedIn: https://www.linkedin.com/company/gtmnow/
- Twitter/X: https://x.com/GTMnow_
- YouTube:  @gtm_now 
- The GTM Podcast (on all major directories): https://gtmnow.com/tag/podcast/

Sponsor: Qualified

Qualified is the Agentic Marketing Platform with the world's leading SDR agent, Piper the AI SDR. Marketing teams trust Piper to autonomously drive inbound pipeline at scale, delivering real-time engagement and conversion. Trusted by top brands like Asana, Box, Brex, Clari, GE Healthcare, and more, Qualified is redefining how companies generate pipeline in the age of AI.

Sponsor Link: https://www.qualified.com/plus/category/ai-sdr-summit?utm_source=gtmfund

The GTM Podcast
Don’t miss The GTM Podcast dropping every Tuesday discussing true stories and experiences including trials and tribulations in the Go-To-Market world.

#career #jobsearch #techcareers

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content.

Rick Kelley is the former SVP of Gaming & App Monetization Solutions at Meta and Managing Director of Meta Ireland, where he led a $1B+ revenue organization & played a pivotal role in building out Meta’s go-to-market teams across North America & EMEA. Over his 15-year career at Meta, Rick was instrumental in driving international expansion, especially across Europe, the Middle East, & Africa—helping to localize strategy, scale high-performing sales teams, & bring new ad products to market. Today, he advises founders on global GTM execution, sales hiring, & how AI is reshaping the future of commercial organizations.

Discussed in this Episode:

• The operational playbooks that scaled Meta’s ad sales
• Why AI will shift how sales orgs think about headcount & human capital
• The three traits Rick looks for in great sales leaders—& how to spot them early
• Why early-stage companies should prioritize hiring builders, not closers
• How to segment go-to-market motions by customer journey, not just ACV
• Why “coachable, humble, gritty” still wins—even in an AI-powered GTM world
  
  

Highlights:

6:30 How Meta scaled repeatable playbooks across SMB, Mid-Market, & Enterprise

10:00 The role of humility & coachability in building scalable teams

13:00 Why top sales leaders are systems thinkers—not just great closers

16:00 AI’s impact on headcount & how to scale without over-hiring

21:00 Making your first 5 sales hires count

25:30 Early-stage mistake: over-complicating GTM before validating demand

30:30 Why product & GTM must be tied at the hip—especially in AI-first companies

34:00 From Facebook to Meta: what changed & what didn’t in sales strategy

37:00 Final thoughts: GTM myths, leadership advice, & staying grounded

Guest Speaker Links (Rick Kelley):

1. LinkedIn: linkedin.com/in/rickkelley

Host Speaker Links (Sophie Buonassisi):

1. LinkedIn: linkedin.com/in/sophiebuonassisi
2. Newsletter: substack.com/@sophiebuonassisi

Where to find GTMnow (GTMfund’s media brand):

1. Website: gtmnow.com
2. LinkedIn: linkedin.com/company/gtmnow
3. Twitter/X: x.com/GTMnow_
4. YouTube: /@gtm_now

Sponsors: UserEvidence

UserEvidence is the Cust

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content.

Sean Whiteley is a three-time founder and the Co-Founder of Qualified, the AI pipeline automation platform purpose-built for inbound GTM teams. Previously, he founded GetFeedback (acquired by Campaign Monitor) and Kieden (acquired by Salesforce), where he also served as SVP & GM. With over two decades at the forefront of tech’s biggest transformations—from on-prem to cloud to AI—Sean offers a rare, long-term view on how to build companies and go-to-market engines in the face of massive disruption.

Discussed in this Episode:

• Why the speed of AI adoption outpaces every previous tech wave
• How the role of RevOps and team design is being reshaped by agentic systems
• Why today’s buyer journey is nonlinear, AI-assisted, and fully in control
• Tactical breakdown: how Sean mapped and tagged every task at Qualified for AI automation
• Why success teams must sit at the core of GTM strategy, not as an afterthought
• The most common GTM myth Sean is seeing today—and why it’s outdated
• The characteristics Sean looks for in long-term co-founders and GTM hires

Highlights: 

02:00 Sean’s journey through on-prem, cloud, and now AI

05:00 Ops leaders as the new AI orchestrators inside GTM teams

08:30 From workflows to autonomous agents: how org charts are shifting

10:30 The “two-way doors” mindset for fast experimentation

13:30 The future of GTM: agents, trust falls, and buyer-led journeys

15:00 From personalization to “relevance at scale” in modern marketing

18:00 AI unlocks speed and efficiency—how that reshapes CAC payback and TCO

24:00 How Qualified created internal AI blueprints across every team

28:30 Inside the AI SDR: replacing manual inbound sales with 24/7 automation

32:00 Success is not post-sales—it’s the center of the GTM experience

36:00 Reinventing yourself as a founder through three companies

39:30 What still hasn’t changed: customer value and trusted partnerships

47:00 GTM myth: “We control the buying process”—why that’s dead

51:00 Where Sean learns about AI: customer conversations > thought leadership

Guest Speaker Links (Sean Whitely):

• LinkedIn: https://www.linkedin.com/in/seanwhiteley
• Qualified Website: https://www.qualified.com

Host Speaker Links (Sophie Buonassisi):

• LinkedIn: https://www.linkedin.com/in/sophiebuonassisi
• Newsletter: https://substack.com/@sophiebuonassisi

Where to find GTMnow (GTMfund’s media brand):

• Website: https://gtmnow.com
• LinkedIn: https://www.linkedin.com/company/gtmnow
• Twitter/X: https://x.com/GTMnow_
• YouTube: @gtm_now
• The GTM Podcast (on all major directories): https://gtmnow.com/tag/podcast/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content.

Navin Persaud is the VP of Revenue Operations at 1Password, where he leads a 30+ person team supporting a GTM org of 450+. With over 20 years of experience across RevOps, SalesOps, and MarketingOps, including time at IBM and high-growth SaaS companies, Navin has built a reputation as one of the sharpest operators in the game. He’s known for building scalable systems, ruthless prioritization, and a clear-eyed view of how AI is reshaping operations.

Discussed in this Episode:

• Why RevOps is the most essential team for scalable growth
• The real signs that it’s time to hire your first RevOps leader
• What AI is disrupting first in RevOps forecasting, enrichment, orchestration, and reporting
• The rise of GTM Engineers and the shift toward intelligence-layer operations
• Tactical frameworks for combining AI insights with human judgment
• How RevOps should evolve from executor to strategic growth partner
• Hiring advice: what makes a great early-stage ops hire and how to test for curiosity

Highlights:

05:00 - The sports field analogy: building the GTM pitch, not just playing on it

07:00 - AI is both the scariest and most freeing technology in ops today

09:00 - GTM Engineers and the orchestration opportunity ahead

11:00 - Product-market fit is the right time to invest in RevOps

13:00 Forecasting, enrichment, and demand routing—where AI adds leverage

17:30 -Why dashboards are dying and how ops will move to real-time insights

27:00 - How RevOps became a central GTM function

30:00 - Advice for founders on when (and how) to bring in ops leadership

33:00 - “Perfection is the enemy of pace”—a RevOps mantra

Guest Speaker Links (Navin Persaud):

• LinkedIn:https://www.linkedin.com/in/navinpersaud/
• 1Password:https://1password.com/
• 1Password Careers:https://1password.com/careers

Host Speaker Links (Sophie Buonassisi):

• LinkedIn:https://www.linkedin.com/in/sophiebuonassisi/
• Newsletter:https://substack.com/@sophiebuonassisi

Where to find GTMnow (GTMfund’s media brand):

• Website:https://gtmnow.com/
• LinkedIn:https://www.linkedin.com/company/gtmnow/
• Twitter/X:https://x.com/GTMnow_
• YouTube:@gtm_now
• The GTM Podcast (on all major directories):

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.

Visit gtmnow.com for more episodes and other interesting content.