GTMnow Podcast

12 episodes scanned.

Recent Episodes

1. Inside Exa’s Run to $100M ARR: Building Google for AI Agents | Marcus Holm (CRO, Exa)

   Oct 27, 2026

   Marcus Holm, Chief Revenue Officer of Exa, discusses how the AI search API company, which he describes as 'what Google is for humans, but for AI agents,' has reached $100M ARR while growing roughly 10x per year. The conversation covers why he joined after his time as President at LaunchDarkly, the shift toward agents searching the web more than humans, and how a consumption-based model changes the salesperson's role and compensation. He also shares tactics for selling to developers, hiring and ramping sales reps, and the growing importance of go-to-market teams relative to engineering.

2. How Datarails Grew 30x in 5 Years (90% Outbound → 90% Inbound) | Aviv Canaani (CRO & CMO)

   Oct 21, 2026

   Aviv Canaani, CRO and CMO of Datarails, describes how he joined as the company's first marketing leader when it was 90% outbound and helped shift it to 90% inbound through brand content, paid media, and a niche FP&A podcast. He covers how he measures brand ROI with a four-source attribution model, why he moved from marketing into sales leadership, and why he thinks one person should own the full marketing-to-sales funnel. The conversation also covers Datarails' decision to retire its FP&A category and relaunch as a "Finance OS," along with his hiring approach and his use of automation in sales.

3. The ex-engineer who says sales beats product | George Kurdin (CEO, Monk)

   Oct 14, 2026

   George Kurdin, CEO of Monk, discusses his path from professional poker and running Streamlabs (which sold to Logitech) to building Monk, an AI company that automates B2B accounts receivable. The conversation covers Monk's go-to-market mistakes, including the importance of a cohesive website early on, its "harness" approach to applied AI as a differentiator, and its extreme-accountability culture with 16 people and minimal meetings. He also shares fundraising advice on compressing processes to create urgency and on investing in co-founder relationships.

4. Legora's CRO: $3.5M to $200M+ ARR, the Fastest Direct Sales Motion | Patrick Forquer

   Oct 6, 2026

   Patrick Forquer, CRO of Legora, discusses scaling the legal AI company from $3.5M to over $200M ARR in record time—the fastest direct-sales motion from zero to $100M ever achieved. He shares his framework for evaluating founders, products, and investors before joining a company; explains why speed-to-value and implementation quality are the #1 leading indicator of revenue performance; details the pilot design that lets customers keep all IP and integrations even if they don't convert; and breaks down his forward-deploy structure blending legal engineers with traditional FDEs, competitive objection handling via the '8 Mile' framework, and the shift to consumption pricing.

5. Lessons from building 113 AI agents and reinventing a GTM function with AI | Meagan (CMO, Samsara)

   Sep 29, 2026

   Meagan Eisenberg, CMO of Samsara (NYSE-listed IoT company), discusses her year-long AI transformation that resulted in 113 agents in production across marketing while keeping headcount flat and growing pipeline and revenue. She explains why AI is fundamentally a production shift—not just a new channel—and details her change-management approach: a 2.5-week boot camp that trained over half her 260-person team to build agents, deliberate democratization of agent-building across functions rather than centralizing it, and concrete results including ABM landing pages built in under 30 minutes (vs. 2-3 weeks) and a full rebrand taken to market in 3.5 weeks (vs. 6 months with an agency).

6. Inside LinkedIn: buyer behavior, how to social sell, why warm intros get 3x the response, why only 45% of sellers are seen as trustworthy and the 4 behaviors that separate top sellers | Catherine Flynn (LinkedIn Sales Navigator)

   Sep 23, 2026

   Catherine Flynn, who leads global marketing for LinkedIn Sales Solutions (Sales Navigator), discusses LinkedIn's research on the trust gap in B2B selling: while 86% of buyers say expertise builds trust, only 45% find sellers trustworthy. She breaks down the four behaviors that separate top sellers—signal-based selling, early multi-threading, timely engagement, and genuinely personalized outreach—and explains why warm introductions convert nearly 3x better than cold outreach. The conversation covers seller profile optimization, LinkedIn algorithm trends, and how employee expertise posted on LinkedIn now helps both individual credibility and company discoverability in AI search.

7. Why More AI Won't Grow Your Revenue (and What Will) | Loreal Lynch (CMO, Nooks)

   Sep 15, 2026

   Loreal Lynch, CMO of Nooks, discusses why simply adding AI agents to existing sales processes won't drive revenue growth without fundamental operational redesign. Drawing on her experience as CMO of Jasper during the first AI wave, she explains the shift from automation (which frightens teams about job replacement) to labor augmentation, where 10x productivity agents enable hiring more reps rather than eliminating them. The conversation covers the iceberg model of human vs. agent work, the critical infrastructure requirements for scaling agents (dialer, email, calling systems), and how CMO-CRO alignment around shared pipeline targets—rather than sourced lead attribution—unlocks revenue organization performance.

8. Building an AI-Era Sales Machine | Chris McDonough (VP Sales, Campfire)

   Sep 10, 2026

   Chris McDonough, VP of Sales at Campfire, discusses his career trajectory through four hypergrowth companies (Motive, Samsara, Vercata, and now Campfire) and the lessons learned selling through explosive scaling periods. He breaks down how AI is reshaping the sales profession—creating a wider gap between top and bottom performers rather than replacing reps—and shares his contrarian views on AI outbound, SDR bench strength, and building AI-native sales organizations from scratch. McDonough also reveals how a two-week decision to relocate to San Francisco fundamentally changed his career, and why joining companies in hypergrowth is the fastest way to accelerate professional development.

9. Inside Electric's AI Relaunch, from a 3X Founder | Ryan Denehy (Founder & CEO, Electric)

   Aug 27, 2026

   Ryan Denehy, founder and CEO of Electric, discusses the company's radical pivot to become an AI-native software platform after operating as a hybrid IT services and software business for seven years. He breaks down the five-step playbook for total business reinvention, explains how the shift to AI-native products enabled a move from direct sales to channel-led distribution through payroll platforms like ADP, and shares lessons from selling two previous companies to public companies.

10. What the Top 1% of Sellers Do Differently | Ross Rich (CEO, Accord)

    Aug 25, 2026

    Ross Rich, co-founder and CEO of Accord, discusses what separates top-performing salespeople from the rest and why AI is widening rather than closing that gap. He shares insights from his five years at Stripe leading go-to-market and partnerships, and explains how great sellers combine genuine curiosity and trust (the "give a shit factor") with deeply internalized frameworks that become subconscious. Rich emphasizes that the biggest disconnect in sales organizations is between what CRO leadership thinks they're implementing and what actually reaches the field, and argues that sustainable change requires people, process, and technology—in that order—with the CRO driving a simple, shared language and field-friendly processes.