The Winners

Tom Richardson

GM International

Tom's nomination for the GTM10 award recognizes his exceptional turnaround strategy, which transformed Personio's international business through innovative AI-powered personalization, strategic team restructuring, and a complete rebuild of the sales development function. Under his leadership, the company achieved remarkable improvements in sales efficiency, with deal win rates more than doubling and sales cycles cutting in half, while simultaneously reducing operational costs and building a more sustainable, high-performing revenue organization that's well-positioned for future growth.

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Sam Werboff

Head of Enterprise Sales

Sam faced the complex challenge of building Anthropic's enterprise sales and development strategy from the ground up in a rapidly evolving AI landscape. His innovative approach to scaling resulted in exponential revenue growth for Anthropic's Digital Native Enterprise segment, while establishing foundational sales excellence programs that became the cornerstone of the company's go-to-market strategy. Sam's strategic leadership in securing transformative partnerships with major tech companies, coupled with his development of operational excellence and enablement frameworks, demonstrated exceptional ability to drive growth while building sustainable infrastructure. For these achievements in scaling enterprise AI sales and creating repeatable success frameworks in an emerging market, Sam exemplifies the type of transformative leader the GTM10 Awards seeks to recognize.

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Mark Anderson

President of Revenue

Mark Anderson's transformative leadership has revolutionized Cloudflare's go-to-market strategy, achieving consecutive quarters of record-breaking sales productivity and significantly expanding the enterprise customer base through innovative AI-driven solutions and strategic partnerships. His journey as President of Revenue at Cloudflare started with the challenge of scaling enterprise sales and fostering a partner-first ecosystem in a predominantly direct-sales environment. Under his guidance, Cloudflare has experienced remarkable revenue growth and market expansion, while successfully transitioning to a partner-led organization that's reshaping the company's trajectory toward multi-billion dollar targets. For these outstanding achievements in revolutionizing enterprise sales strategies and driving exceptional business outcomes, Mark Anderson is recognized with the GTM10 award, setting new benchmarks for revenue leadership in the technology sector.

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Nick Feeney

VP Revenue

While Loom (now Atlassian) faced significant challenges in scaling their enterprise motion and establishing a structured outbound engine, Nick's strategic leadership transformed the company's go-to-market approach. His innovative implementation of a lean, high-talent-density sales model, coupled with AI-driven automation and data-centric tools, drove remarkable year-over-year growth and successfully scaled the company's ARR multiple times over. Nick's ability to build and execute a repeatable enterprise sales motion, while maintaining focus on simplicity and customer success, has set new benchmarks in product-led growth transformation, earning him recognition in this year's GTM10 Awards for demonstrating excellence in modern enterprise sales leadership.

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Kyle Norton

CRO

Kyle faced significant GTM bottlenecks at Owner.com, including inefficient lead management and sales operations that were hindering the company's ambitious growth targets. Through his innovative implementation of an AI-first revenue operating system, he transformed the company's go-to-market strategy, achieving remarkable growth while maintaining industry-leading capital efficiency. His pioneering work in developing AI-enabled sales systems and a product-led growth engine not only doubled the company's revenue but also created a scalable, people-centric GTM model that has become a benchmark in the industry. For these achievements and his thought leadership in revenue operations, demonstrated through his widely-followed podcast and methodologies, Kyle has earned his place among the GTM10 Awards recipients, setting new standards for modern revenue leadership.

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Daniel Farkas

Former CRO

Daniel Farkas faced the complex challenge of transforming Staffbase from a European scale-up into a global leader while maintaining its authentic culture during rapid expansion. Through his strategic vision, he revolutionized Staffbase's go-to-market approach by developing a unique value-led sales methodology that perfectly balanced German precision with global market demands, leading to the company's emergence as a category leader in employee communications. His innovative customer-centric framework, which reimagined traditional sales stages into an engaging "spark-driven" journey, not only multiplied the company's revenue but established Staffbase as the preferred choice for Fortune 500 companies worldwide. Daniel's ability to scale the business while fostering a culture of transparency and high performance, evidenced by consistently high employee engagement rates and remarkable customer retention, exemplifies the transformative leadership the GTM10 Awards celebrates.

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Frank Piotraschke

CRO

While SoSafe faced intense competition in the crowded cybersecurity market and needed to scale internationally during challenging macro conditions, Frank transformed the company's trajectory through exceptional GTM leadership. He built one of Europe's most robust direct sales organizations from scratch, scaling the team exponentially while maintaining industry-leading efficiency metrics and establishing SoSafe as the clear market leader in multiple European territories. Frank's bold, execution-focused GTM strategy not only drove substantial year-over-year growth significantly above industry averages but also created a scalable playbook that has positioned the company for successful global expansion, earning him recognition in the GTM10 Awards for setting new benchmarks in sales-led growth and international market penetration.

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Joseph Lee

Founder & CEO

Despite facing early-stage startup challenges around scalability and founder-dependent growth, Joseph transformed Supademo's go-to-market strategy with remarkable results. Through his innovative approach combining product-led growth, demo-led SEO, and automated ABM tactics, he drove exponential revenue growth while maintaining profitability with a lean team structure. Joseph's strategic implementation of data-driven experimentation and focus on product stickiness not only resulted in dramatic user base expansion and reduced churn but also established multiple sustainable growth channels, setting new benchmarks for capital-efficient scaling in the SaaS space. His achievement in transitioning from founder-led tactics to systematic, repeatable growth processes exemplifies the type of transformative leadership the GTM10 Awards celebrates.

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Kyle Asay

VP Global Growth Sales

Kyle faced the significant challenge of transforming an underperforming sales organization that struggled with outbound sales and lacked structured processes. As VP of Global Growth Sales, he implemented new processes, developed leaders/reps, and recruited top talent – leading to dramatically improved pipeline creation and revenue generation across multiple global regions. His innovative leadership not only transformed team performance but also fostered a culture of accountability and engagement, resulting in exceptional retention rates and quota achievement. Beyond his organizational impact, Kyle's influence extends to the broader sales community through his widely-followed digital presence and the Sales Introverts platform, where he continues to shape the future of sales methodology and mentor the next generation of sales leaders.

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Kareem Agha

Head of Revenue

"When Kareem joined Haus, he was tasked with helping the company transition from founder-led sales to sales-led growth. His innovative approach to sales organization design—rejecting traditional high-volume models in favor of an elite, focused team structure—led to exponential revenue growth while maintaining industry-leading customer satisfaction metrics. Kareem's revolutionary sales framework, which prioritized industry expertise over conventional SaaS experience and introduced team-based quotas, has become a blueprint for sustainable B2B SaaS growth. For fundamentally reimagining B2B sales structures and proving that customer-centric sales organizations can dramatically outperform traditional models, Kareem exemplifies the transformative leadership the GTM10 Awards celebrates.

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Jason Ing

CMO (Former CMO, Gusto)

As Gusto faces competition from established incumbents, Jason and his team spearheaded a multi-channel marketing initiatives to drive the business. His "Choose Gusto" campaign masterfully blended emotional storytelling with strategic media placements, securing premium TV spots at highly efficient rates while launching a groundbreaking Community Impact Program known as the Gusto Impact Awards that resonated deeply with local businesses. Jason's leadership not only solidified as a top tier of HR/payroll provider for SMB’s but also revolutionized how B2B SaaS companies approach brand building, earning him the GTM10 award for creating a human-centric marketing playbook that delivered exceptional business results while maintaining authentic community connections.

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Ren Lee

SVP, Marketing

Amid rapid AI market evolution and intense competition across B2B SaaS players over the past 24 months, Dataiku needed to ensure a robust pipeline generation and stakeholder engagement operation. Ren transformed the company's go-to-market strategy by implementing innovative AI experientials that sought to empower builders, an Exec Connect program that dramatically exceeded conversion targets, and revolutionized their programmatic webinar approach to drive unprecedented audience growth. Through strategic refinements in pipeline KPIs for every piece of work from her teams, lead qualification, and intent enablement, Ren orchestrated a remarkable multiplication in cross functional business value. This outstanding transformation in Dataiku's market positioning and revenue generation, particularly in the competitive AI space, exemplifies why Ren earned recognition in the GTM10 Awards, setting new standards for go-to-market excellence in enterprise tech as a cutting edge marketing executive.

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Kathy O’Donnell

SR. Director International Marketing

As Gong rapidly expanded across Europe, launched new products, and moved upmarket, Kathy faced the challenge of hitting ambitious growth targets with lean marketing resources. Her customer-centric, data-driven approach enabled deep market penetration and drove impressive pipeline and revenue growth across key European regions. Through integrated, multi-channel campaigns and strategic use of Gong’s educational content, she elevated brand awareness and repositioned the company as a credible, AI-native platform. Kathy’s ability to deliver outsized business impact—building a scalable, repeatable playbook for regional expansion while exceeding pipeline goals with a minimal team—exemplifies the innovative go-to-market leadership recognized by the GTM10 Awards.

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Robin Karakash

Former VP Marketing

In a browser market dominated by Big Tech defaults and ecosystem lock-ins, Mozilla Firefox faced significant challenges in maintaining relevance, particularly in mobile. Robin led a transformative GTM strategy that repositioned Firefox as a mission-driven, mobile-first alternative, orchestrating two powerful campaigns (#ChallengeTheDefault and #BuiltForYou) that perfectly aligned with Europe's Digital Markets Act implementation. His team's innovative approach, combining guerrilla marketing tactics with compelling storytelling about digital choice, drove remarkable growth in key European markets, particularly in Germany and France, where mobile user adoption saw triple-digit growth. By translating Mozilla's mission into culturally relevant marketing that resonated with privacy-conscious consumers, Robin demonstrated that strategic timing and authentic messaging can successfully challenge even the most entrenched tech giants.

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Melanie Riebel

CMO

Melanie faced the complex challenge of scaling a global B2B software company with a hybrid sales model across multiple regions, products, and buyer personas while competing against aggressive, venture-backed competitors. She transformed Chaos's go-to-market strategy by implementing a three-pillar approach that turned marketing into the company's primary revenue engine, driving significant ARR growth and establishing one of the industry's strongest brand-led growth engines. Her innovative strategy not only achieved remarkable customer acquisition costs and lifetime value metrics but also positioned the company for substantial valuation growth, while building a community of over a million engaged followers across digital platforms. Melanie's ability to balance digital-first scalability with high retention rates, while successfully navigating both B2C and B2B dynamics, exemplifies the transformative leadership that the GTM10 Awards celebrates.

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Julia Goelles

VP Marketing

At Parloa, with a strong presence in both the German and the U.S. markets, Julia faced the complex challenge of establishing brand credibility and differentiation in the highly competitive enterprise AI landscape. Her innovative partner-first GTM strategy, leveraging global tech giants and regional partners, transformed Parloa's market presence and boosted their enterprise pipeline across regions. Through the creation of flagship events like Parloa WAVE and the "Women of SaaS" community, Julia not only elevated Parloa's brand positioning but also demonstrated exceptional leadership in fostering industry connections and driving meaningful conversations in the AI space. Her strategic focus on enterprise-grade positioning earned Parloa a distinctive voice in the crowded GenAI market, making her a standout recipient of the GTM10 award.

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Palmer Houchins

VP Marketing

As G2's VP of Brand & Communications, Palmer drives awareness and influence for the G2 brand. In an evolving B2B tech market with rapidly changing buyer needs, he leads G2's brand, content, communications, and events teams to position the company as the most trusted data source in the age of AI for informing software buying decisions and go-to-market strategies. Through his strategic vision, Palmer has led a number of successful brand campaigns for G2. This includes hosting G2's annual, virtual Reach event — helping software businesses excel in the age of AI — and launching the company's annual Best Software Awards program, which celebrates hundreds of companies based on their customers' authentic feedback. His leadership has driven growth and positive perception for G2 across digital media and social channels, solidifying G2 as the definitive voice in software and go-to-market decisions — earning him recognition in the GTM10 Awards.

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Jack Cummings

CMO (and interim CRO)

In 2024, Jack faced the complex challenge of managing dual C-level roles while navigating market uncertainties and scaling operations across multiple regions. As both CRO and CMO at his company, he revolutionized their go-to-market approach by introducing the innovative "Release Editions" framework, which transformed product launches into high-impact thematic releases that significantly boosted adoption rates and market presence. His strategic restructuring of the revenue organization and implementation of the novel Rolling-Adjusted Win Rate metric led to record-breaking performance, with win rates increasing by nearly 50% in just two quarters. Jack's data-driven approach to marketing spend optimization and his influential role as a mentor in the broader tech community made him a standout nominee for the GTM10 award, exemplifying the type of transformative leadership that drives industry-wide innovation.

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Grace Andrews

Brand and Editorial Director

Grace faced the significant challenge of scaling a media brand during hypergrowth while maintaining quality with limited resources. Her innovative approach to combining AI-driven solutions with strategic hiring transformed a niche podcast into one of the world's largest media platforms, achieving record-breaking growth across multiple channels and formats. By pioneering a data-first content strategy that prioritized meaningful engagement over vanity metrics, Grace revolutionized how media brands approach audience retention and monetization. Her impact extends beyond direct business results, as she's become a sought-after industry voice, mentoring the next generation of marketing leaders and advocating for greater female representation in media leadership, earning her recognition in the GTM10 Awards.

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Richard King

Founder & CEO

Richard King has built The Alliance into a multi-vertical business spanning education, events, and media. He turned early community traction into a repeatable growth engine – scaling global event participation and structuring the company into focused, high-performing business lines. Through his thought leadership, he’s helped bring product marketing to the forefront of the tech world – elevating its role, visibility, and voice in go-to-market strategy. He’s also led the shift from feature-driven messaging to compelling founder-based narratives – redefining how companies can differentiate and scale. This community-led approach earned him a spot in the GTM10, with his model now shaping how high-growth teams operate across Europe and North America.

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