Practical notes on international go-to-market, sales leadership and change delivery, from the work we do with B2B software and AI companies.
Eighteen months ago, if you asked ten B2B SaaS founders what a “GTM leader” was, you’d have got ten answers and at least one blank look. Today it’s on job specs, board agendas and half the LinkedIn headlines in my feed, mine included. I’ve spent 20 years in sales leadership at Oracle, Emarsys (SAP), ROI Hunter and Luigi’s Box. Here’s what I think has changed, and what hasn’t.
I started working with SDR teams around 2015, when the job was simple to describe and miserable to do. Make 60 dials a day, send the sequence, book the meeting, hand it over. Nobody asked what happened after the handover. Meetings were the currency, and we paid out in volume.
Most of us have been there. You’re running a team, something isn’t working, and you know someone, somewhere, has already solved it. You just don’t know who they are.
