Pavel Novak

Built in EMEA — GTM Operator Stories

Business EN ↓ 3 episodes

Real conversations with the GTM operators who built EMEA's best revenue organizations. Too many SaaS companies scale the hard way — burning good people, missing targets, and wondering why growth feels more painful than it should. The answer is almost never the product. It's the architecture. Built in EMEA is hosted by Pavel Novák — revenue enablement leader, GTM operator, and founder of the ROA Prague chapter. Every episode, Pavel sits down with a senior GTM operator in EMEA who has built something real: a sales process, a revenue org, an enablement function, a customer success motion. Someone...

Author

Pavel Novak

Episodes

The Human Touch in a Bot World: Real AI Use Cases for PMMs with Valery Mezencev 11.05.2026 37:25

Product marketers are spending too much time overthinking AI and drowning in repetitive tasks. Instead of just listening to LinkedIn gurus promising 5-minute life-changing fixes, it is time to actually integrate automation into the workflow. In this episode of Built in EMEA , host Pavel Novák sits down with Valery Mezencev to unpack how product marketing managers (PMMs) are realistically applying...

Stop Chasing Revenue: The Real Architecture of B2B Partnerships with Martin Scholz 08.05.2026 40:32

Most companies scale their partner programs completely wrong by treating them like transactional sales. They focus on what they want (revenue) and sign hundreds of agreements without ever actually activating them. In this episode of Built in EMEA , host Pavel Novák sits down with Martin Scholz to unpack the real architecture of successful GTM partnerships. Leaving behind the clean slide-deck frame...

Built in EMEA: Scaling is an Architecture Problem (Official Trailer) 25.03.2026 2:32

"We have a great product, why is it so hard to sell?" If you’ve heard this in your leadership meetings—or felt the sting of a ghosted demo and a "Frankenstein" CRM—you know that scaling in EMEA often feels like an uphill battle. But the high turnover and missed targets aren't "natural attrition." They are the result of an architecture problem . Welcome to Built i...