Executive Members only

Enterprise GTM School

Enterprise GTM School is your guide to mastering enterprise go-to-market strategy. Built for revenue leaders operating in high-stakes environments, this 8-week course delivers proven frameworks to price effectively, forecast with confidence, and build world-class teams that sell enterprise outcomes—not just software.

Course details

Session Dates: May 1 – June 26
Time: Thursdays, 3:00–4:30 PM ET
Open to: Executive Members
Format: Live, expert-led sessions with industry leaders

Already a Pavilion member? Enroll in the Member Hub. 

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Lead, scale, and win at the enterprise level.

Enterprise selling means selling outcomes—not features. It’s about enabling transformation for your customers while architecting the GTM motion that makes that transformation possible.

Facing long, unpredictable sales cycles?

 

Learn to forecast with accuracy and use GTM data to plan, invest, and grow with confidence.

Struggling to build scalable pricing and comp plans?

 

Remove guesswork from pricing and comp. Create GTM levers that attract and retain top talent.

Need stronger boardroom influence?

 

Understand what your CEO and board care about, and build a plan that earns trust and resources.

John Grispon

John Gripson, Instructor

John Grispon helps recurring revenue teams build sustainable growth as Managing Director at Winning By Design. Through coaching founders and revenue leaders, he helps deliver impact for customers using a scientific framework to increase revenues. Previously, John has been a part of 3 successful startup exits, and has experience leading startup teams from early-stage to expansion.

Connect with John

Alex Katzman - Enterprise GTM School

Alex Katzman, Instructor

Alex Katzman is a go-to-market leader with over 10 years of experience building and scaling sales, customer success, and business development teams in enterprise SaaS. He has experience with the full startup cycle beginning at $0 in revenue to building a go-to-market org driving sustained growth and reaching company profitability as well as experienced building a startup within a larger corporation.

Connect with Alex

Course curriculum

This school is built for Pavilion Executive Members leading Sales, Marketing, Customer Success, Revenue Operations, and Business Development at high-growth B2B tech companies.

Curriculum and instructor lineup subject to change.

Session 1:
Enterprise GTM Fundamentals

Led by John Gripson + Alex Katzman

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

  • Identify the major differences between enterprise selling and transactional selling

Session 2:
Pricing for Growth

Led by Marcos Rivera, CEO of Pricing I/O

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

  • Remove the guesswork when building your pricing strategy
  • Experiment with different pricing strategies

Session 3:
Pipeline and Forecasting

Led by Dustin Joost, CRO at Osano

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

  • Coordinate forecasting efforts and goals across teams
  • Use forecasting to create predictability and accuracy as well as to plan, invest, and grow

Session 4:
Marketing and Demand Gen

Led by Tyler Lessard, CMO at TechnologyAdvice

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

  • Build your marketing foundation by identifying what you offer, who you are offering it to, and why they should choose you
  • Identify the different channels to reach your audience
  • Identify different digital strategies to convert leads

Session 5:
Managing CEO + Board Expectations

Led by Cassie Young, General Partner at Primary Venture Partners

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

  • Ask your CEO and your Board for feedback
  • Own more than just your functional swim lane(s) and embrace the “First Team” mentality
  • Have a strong command for P&L and the broader business, including SaaS metrics
  • Understand the key levers of your business and how to leverage them best

Session 6:
Building & Scaling the GTM Team + Territories & Comp Plans

Led by Asad Zaman, CEO of Sales Talent Agency + AJ Bruno, Co-Founder & CEO at QuotaPath

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

  • Effectively plan your sale cycle
  • Hire for different growth stages
  • Manage team dynamics
  • Avoid the top challenges when building a comp plan
  • Use compensation as a way to win and retain top talent
  • Ask yourself the important questions before territory planning and use guidelines for territory management

Session 7:
Sales Strategy & Process

Led by Victor Adefuye, Founder & CEO at Dana Consulting

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

  • Use the bowtie model for scientific growth
  • Apply the 5 steps to improve sales results
  • Create a sales playbook with the fundamental elements

Session 8:
Onboarding, Renewals, & Expansion

Led by Easton Taylor, Head of Global Customer Success at Zoom

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

  • Use NRR as the north star metric for your organization
  • Use CS as a growth engine
  • Drive alignment between sales, marketing, and customer success as Net retention is a company-wide goal
  • Organize & segment for growth and retention across teams

Your blueprint for enterprise GTM leadership

This school equips you with the systems, strategies, and insights to lead your go-to-market motion at scale, win enterprise deals, and align your revenue engine for long-term growth.

  • Price, forecast, and plan with precision – Craft scalable pricing models, build accurate forecasts, and confidently allocate resources to fuel enterprise growth.
  • Unify your revenue engine – Align Sales, Marketing, CS, and RevOps with a shared GTM strategy that drives predictable pipeline and long-term expansion.
  • Build and scale high-performing teams – Design territories, comp plans, and hiring strategies that evolve with your company’s stage and enterprise motion.
  • Earn trust in the boardroom – Demonstrate fluency in P&L, SaaS metrics, and growth levers to influence executive decisions and unlock investment.

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Sam Jacobs clapping in front of a room of people

Course FAQ

This course is included in Pavilion's Executive Membership. Join Now.

No. Join Pavilion to enroll in Enterprise GTM School.

This course starts on May 1st.

Join our live virtual sessions every Thursday from 3 PM - 4:30 PM ET throughout the course duration.

Last day to enroll is April 30th. 

Yes, 80% attendance is required. We recommend that participants attend the live sessions for the optimal learning experience. Though, watching session recordings counts toward attendance for those with scheduling conflicts or in time zones where live attendance is a challenge.

For those who are unable to attend live sessions, session recordings are made available within 24 hours of class. Watching session recordings counts towards attendance.

Yes, there is a final exam at the end of this course/school. A passing score of 80% must be attained in order to receive your certificate.

After successfully meeting attendance requirements and receiving 80% or higher on the final exam, you will receive a certificate of completion for this course.

Enroll in Enterprise GTM School today.

The next Enterprise GTM School cohort kicks off on May 1. Join an elite network of GTM leaders mastering the art and science of enterprise leadership.