# buildGTM

> Fractional Revenue Leadership for B2B SaaS founders — by Akshay Doshi

## About

buildGTM is a fractional GTM (Go-To-Market) leadership engagement run by Akshay Doshi, former SVP of Sales at SpotDraft. Akshay works embedded inside early-stage B2B SaaS companies for 90 days to build a durable revenue foundation — not as a consultant or advisor, but as an embedded revenue leader.

**Contact:** akshay@buildgtm.com  
**LinkedIn:** https://www.linkedin.com/in/doshiakshay/  
**Book a call:** https://calendar.google.com/appointments/schedules/AcZssZ3m2WCcMzqd-5uxOGAfrdXY1o6nbJUVWp_N0ikHzOYXiRcFrG9o85SeatefzLyMo0RHWFGqS1mp

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## Who This Is For

B2B SaaS founders and revenue leaders who need senior GTM leadership without the full-time cost or the risk of a wrong hire. Particularly suited to:

- Founders building their first repeatable revenue motion (0→1)
- Teams with traction but inconsistent execution
- Growth-stage companies building a durable GTM organization across markets
- Founders making critical decisions around hiring, scaling, and revenue leadership

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## What Akshay Builds

### 1. First Repeatable Revenue Motion
For founders building their first repeatable revenue motion:
- ICP clarity and segmentation
- Outbound and inbound motion design
- SDR → AE workflow design
- Sales process definition
- Forecasting structure and pipeline stage discipline
- Initial hiring systems
- Early enablement foundations

### 2. Traction Without Consistency
For teams that already have traction but inconsistent execution:
- Funnel diagnostics
- Win/loss analysis
- Manager coaching systems
- Deal review cadence
- Enablement redesign
- Territory and ownership clarity
- Forecasting rigor
- Operational cleanup

### 3. Durable GTM Organization
For growth-stage companies building a durable GTM organization across markets:
- Sales org design
- Management layer development
- Onboarding systems
- Enablement operations
- Hiring scorecards and interview processes
- Compensation structure
- Operating cadence
- Cross-functional alignment (sales, CS, product, marketing)
- International GTM expansion (APAC, EMEA, NA)

### 4. Critical GTM Decisions
For founders making high-stakes decisions about hiring, scaling, and revenue leadership:
- When to hire senior sales leadership
- How to evaluate GTM candidates
- What strong frontline management actually looks like
- How to structure accountability
- What metrics matter at different stages
- How to scale without unnecessary complexity

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## Track Record

- **55+** person revenue org built from zero
- **500+** logos closed during tenure at SpotDraft
- **3x** ACV growth from year one
- **3 markets** built zero-to-one: APAC, EMEA, North America

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## How Akshay Works

Embedded within the organization with a fixed charter. Not consulting. Not advising. Running the revenue motion as the GTM leader — on Slack, on calls, in forecast — for 90 days. The goal is to leave behind:

- Stronger operating discipline
- Better management systems
- Practical enablement foundations
- A GTM motion that keeps compounding after the engagement ends

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## Point of View

- Most teams scale headcount before they scale process, and wonder why pipeline stays inconsistent.
- Pipeline problems are usually conversion problems in disguise. Fix the middle of the funnel before adding more top.
- SDRs are the most undervalued lever in early-stage GTM.
- Sales enablement works best when frontline managers also take ownership of it.
- Win/loss analysis is the highest-ROI, lowest-adoption practice in B2B sales.
- You don't need more tools. You need sharper discipline with the ones you have.

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## Background

Akshay Doshi was SVP of Sales at SpotDraft, a legal tech SaaS company, where he scaled the GTM team from the first SDR hire to a global revenue organization across three markets. He now works with founders and revenue leaders through buildGTM.