Stacked GTM

Everyone wants to run GenAI workflows. The problem is they're running them on commoditized data, team sizes, job titles, basic firmographics  and wondering why nothing converts. Joe Lehr , Director of GTM Engineering & Innovation at Primary Ventures, works across a portfolio of companies from pre-seed through Series D, backed by a $625M fund five, and he sees this mistake at nearly every stage...

James Underhill , Head of GTM Ops at Profound , runs the ops and systems function through one of the more extreme growth curves you'll hear about: five times ARR in nine months, headcount from sixty to two hundred, and an AE team scaling from thirty toward a hundred by year end. His operating principle is simple: buy infrastructure, build applications. That single bias shapes how his team is s...

Seth Marrs spent six years at Forrester as their lead sales AI and technology analyst, which means he evaluated every major wave of GTM tech and has the receipts to back his calls. Now at Sandler as Chief Strategy Officer, he's seeing the practitioner side up close. His read on the agentic SDR market is blunt and sits well outside the vendor narrative, and he supports it with something most gu...

Ryan Milligan started at Quotapath as Director of RevOps, spent four and a half years building the data and systems foundation, and is now CRO. His team has run at 100% blended quota attainment in 8 of the past 10 quarters, never below 90%, and has grown closed ARR per rep 1.7x in 18 months. The GTM engineering team doing most of the building is two people. In this episode, Ryan gets specific abou...

Mark Deacon, CRO of CaniBuild , has gone further than most leaders talking about agentic GTM. He's actually built it, measured it, and has the numbers to back it up: a 400% improvement in revenue per human headcount and a demo-to-close rate now sitting above 60%, more than double what it was before AI. What separates this conversation is the operational depth. Mark walks through the exact sequ...

When Scalestack audits a new enterprise prospect, CRM data quality typically comes back at 30-40%. That's the starting point for most companies trying to run AI agents across their GTM motion, and it's why most of those initiatives quietly fail. Elio Narciso, who left AWS to build Scalestack, makes the case that the missing piece isn't the AI layer, it's the orchestration middlewar...

Matt Millen spent years running revenue at Outreach, watching companies stall out post-onboarding, and built Regie.ai to fix the problems that sales engagement itself created. He was attaching generative AI to tools like Outreach and SalesLoft years before ChatGPT, which gives him a rare vantage point on what actually works vs. what's still hype. In this episode, Noah and Andy get into why half of...

Shantanu Shekhar, VP of Revenue Operations at Personio, funded his GTM engineering team by cutting two BDR heads and redirecting that budget into builders. Twelve months later, AE productivity is up 30%, pre-call research time dropped from two hours to 15 minutes, and 80% of MQLs run through an AI inbound SDR. He tells Noah and Andy exactly how he got there. What makes this episode worth your time...

Everett Berry's definition of GTM engineering is deceptively simple: remove the technical constraints that stop companies from growing as fast as possible. But in this episode, he unpacks what that actually requires in practice, and most senior GTM leaders will recognize immediately that the bottleneck almost never comes from a lack of ideas. From how Canva monitors customer social feeds at sc...

Prabhav Jain, CEO of 11X, opens with something you rarely hear from a founder in this category: AI SDRs, as the industry has framed them, don't actually work. The problem isn't the technology. It's that everyone is pointed at the wrong question. This conversation gets into what the right questions are, and how 11X has built its entire go-to-market, product, and customer qualification p...