On-demand

Building a GTM Leadership Team

For Sales executives, hiring a Go-to-Market (GTM) leadership team is a crucial opportunity to meet your business’s potential and satisfy your goals for growth. Making mistakes with who you hire, when you need them, and how you equip them for success can be catastrophic.

This course will help you avoid those mistakes, and equip early-stage executives with knowledge gained from the failures and successes of many of tech’s highest-growth B2B companies from the past 15 years. By the end of the course, participants will have a strong understanding of how to build strategic GTM hiring plans and how to attract top talent, qualify and select skilled leaders, and ensure everything is set up for optimal results.

Course details

Enrollment type: On-demand
Open to: Executive and Associate Members

Asad Zaman - Building a GTM Leadership Team

Asad Zaman, Instructor

Asad Zaman is the CEO of Sales Talent Agency (STA), a leading recruitment agency focused on helping its clients build elite go-to-market teams. Over the past 14 years, STA has helped 1500+ companies including Salesforce, Pavilion, Tipalti, Docebo, Doma and Teads hire elite go-to-market talent, from CROs to BDRs and everything in between, and along the way, they have facilitated over $550M in salaries.

With a passion for entrepreneurialism, Asad has worked closely with C-level executives at fast-growth technology companies to help them develop and define their GTM hiring practices, and in Q4 2020 was appointed as Sales Talent Agency’s CEO.

Connect with Asad

Course curriculum

This course is designed for current and aspiring GTM Executives and Founders seeking to build an elite GTM Leadership team. Students will learn how to build a team based on their business model and stage of business.

Session 1:
Planning for Success

By the end of this class, you will be able to:

Develop hiring plans that meet specific challenges and opportunities in your market potential
Review key moments when each leadership role should be onboarded and how to manage before and after those critical hires
Workshop 3 growth paths with varying course correction requirements to help develop critical thinking

Session 2:
How to Choose Top Talent

By the end of this class, you will be able to:

Develop and adapt a basic candidate analysis structure
Workshop interview and analysis techniques to better identify critical skills/requirements

Session 3:
Attracting the Best and Brightest

By the end of this class, you will be able to:

Widen your candidate pool to ensure maximum optionality
Review candidate requirements from an employer to ensure you are considering the best candidates
Workshop employer marketing strategies AND interview workflow to create your own best practices in recruitment advertising and candidate management

Session 4:
Equipping Your GTM Team for Success

By the end of this class, you will be able to:

Build a hierarchy of employee needs that extends from orientation through onboarding to proven results
Use Attract and Choose strategies for ongoing improvement
Tackle and – ideally – avoid the 5 employee issues most common to high-growth organizations

Expected Results

By the end of this school, you will have the knowledge and skills to be able to:

Reduce wasted capital by building and evolving your GTM Leadership team, being mindful of your business and where it is in its life cycle
Build an elite GTM Leadership team resulting in better target achievement, higher productivity per person, lower employee turnover, and a better culture
Better position yourself against other candidates for new leadership opportunities

A woman smiling while conversing with another Pavilion member.

Course FAQ

: This program is included in the cost of a Pavilion Membership. Not a member? Join now.
: At this time, this program is open to Pavilion Members only. Join Pavilion to enroll for free.
: Enroll on demand at any time.
: Due to this course being on demand, you can participate in sessions at your own pace.
: We ONLY offer Executives the opportunity to get certified in On Demand offerings, and we currently only offer certificates for these Executive-level offerings:

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