Hello and welcome to The GTM Newsletter by GTMnow – read by 50,000+ to scale their companies and careers. GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. GTMnow highlights the strategies, along with the stories from the top 1% of GTM executives, VCs, and founders behind these strategies and companies.
The best companies are building leverage. They’re redesigning their go-to-market architecture from the ground up to scale with systems, not just people.
What’s emerging isn’t just another AI point solution (well, actually, yes – there are many of those!). This goes beyond tools though and refers to the shift behind them. The shift to a new operating model: the GTM AI Operating System.
We’re calling this the rise of the “GTM AI OS” – a coordinated, AI-driven backbone that connects marketing, sales, CS, and product into a single motion.
It’s about working smarter across the entire GTM organization. Embedding AI across workflows to:
- Share context between teams
- Reduce manual work and friction
- Accelerate signal-to-action loops
- Unlock efficiency at scale
Instead of reacting to insights, companies are wiring intelligence directly into their GTM stack, so that actions are triggered in real time, not after the fact.
It’s not about adding more tools. It’s about asking one key question:
“How do we turn our GTM data into coordinated action across the buyer journey?”
The companies that figure this out will build a real, lasting advantage.
Not through more software, but through system design.
In this newsletter:
- The GTM AI Operating System (GTM AI OS): A new architecture emerging across sales, marketing, CS, and product.
- 4 models for building your GTM OS: How top teams are operationalizing AI, from internal tiger teams to hybrid “AI + GTM” roles.
Recommendations
ZoomInfo’s GTM25 virtual conference on May 7th.
The future of GTM is AI-powered. Join us and thousands of revenue leaders at ZoomInfo’s GTM25 virtual conference on May 7th to explore how high-performing teams are leveraging Go-to-Market Intelligence and AI to fuel their GTM strategies that help top teams crush their revenue goals. You’ll hear from industry experts, connect with peers, and learn about the latest AI advancements. Beyond insights, you’ll walk away with proven AI tactics that you can directly implement for your GTM team.
Save Your Spot – see you (virtually) there!
The GTM AI Operating System
The GTM AI Operating System (GTM AI OS) is about building a revenue engine that’s faster, leaner, and smarter. Companies are redesigning their operating models around automation, data orchestration, and system-level thinking to unlock efficiency, reduce manual work, and scale without adding headcount.
There are four primary ways that teams have been building their GTM AI OS systems:
1. Internal operators as system designers
At data-fluent and product-led companies, RevOps teams are often stepping up as the system designers. They’re owning the entire GTM data layer and enabling AI across the stack.
2. Cross-functional tiger teams
Some companies are taking a “two-pizza” team approach to GTM transformation – creating small, cross-functional pods focused on automation and system enablement.
This might include:
- A GTM-aware engineer
- A RevOps or DataOps lead
- A senior revenue stakeholder
3. Hiring someone to build it out internally
The rise of hybrid “AI + GTM” roles is real. Common titles include:
- AI Architect
- GTM Engineer
- AI Workflow Designer
- AI Ops Lead
Here are a few companies actively hiring:
Semrush – GTM Engineer (Sales Ops)
EarnIn – Senior AI Solutions Engineer
4. External agencies
Some companies are opting to outsource the first version of their GTM OS.
The winners won’t be the ones with the most AI tools, they’ll be the ones who design the smartest systems and empower the right people to run them.
Tag GTMnow so we can see your takeaways and help amplify them.
More for your eardrums
Ray Smith is the VP of AI Agents at Microsoft. Previously, he was the Global VP of Product for SAP, CRM and Sales Cloud. Before that, he was the CEO and Co-Founder of DataHug, which was acquired by Calidus Cloud in 2016.
Ray breaks down why the rise of AI agents is a tectonic shift, how businesses are already seeing ROI, and what it means for SaaS, team structure, and go-to-market strategies. He also shares real-world use cases from inside Microsoft and partner companies, plus how founders and operators can build or adapt in this new AI-native era.
Get the top takeaways from the conversation, including how incentives need to be reworked to scale enterprise, in this post.
GTM 140: How Microsoft Scaled from $600M to $5B: The Enterprise Playbook with Hayden Stafford
Listen on Apple, Spotify, YouTube, or wherever you get your podcasts by searching “The GTM Podcast.”
Startup to watch
Lindy – announced agent swarms, a huge update to the AI agent creation platform. With agent swarms, Lindy can now “divide and conquer,” creating hundreds of copies of itself — one for each task — and perform them reliably, all at once. You can also check out one of the agents that supports The GTM Podcast in my post here.
Paid – Manny Medina officially launched his new company, a business engine for AI agents, along with €10M raised. This marks the second pre-seed investment into Manny’s companies that GTMfund GP, Max Altschuler, has made – first into Outreach in 2015 and now into Paid in 2025.
OfferFit – has been acquired by Braze. The AI decisioning platform transforms customer interactions with automation and machine learning, now scaling its impact as part of Braze.
More for your eyeballs
OpenAI closes a $40B round at a $300B post-money valuation. This is one of the largest private funding rounds in history, with SoftBank leading.
Elon Musk’s AI startup, xAI, has acquired his social media platform X (formerly Twitter) in an all-stock deal.The combination values xAI at $80 billion and X at $33 billion ($45B less $12B debt).
Breaking the Mold: The Power of GTMfund’s Operator-Led Model. Scott Barker and Paul Irving share how hands-on expertise gives founders an edge.
The State of Sales & Marketing Alignment Report by Mutiny: Discover how top companies are using personalization to drive higher growth.
Hottest GTM jobs of the week
- Account Executive at Stotles (London)
- Revenue Enablement Program Manager at Amper (Hybrid – Chicago)
- Sales Enablement Manager – Ramp & Onboarding at Writer (Hybrid – New York)
- Government Account Executive – West at Esper (Remote – CA / AZ / NV / UT / CO)
- Senior Customer Lifecycle Marketing Manager at Owner (Remote – US)
See more top GTM jobs on the GTMfund Job Board.
If you’re looking to scale your sales and marketing teams with top talent, we couldn’t recommend our partner Pursuit more. We work closely together to be able to provide the top go-to-market talent for companies on a non-retainer basis.
GTM industry events
Upcoming go-to-market events you won’t want to miss:
- Pavilion CMO Summit: April 17, 2025 (Atlanta, GA)
- Web Summit: May 27-30, 2025 (Vancouver, CAN)
- Pavilion CRO Summit: June 3, 2025 (Denver, CO)
- GTMfund AGM: June 5-6, 2025 (NYC)
- SaaStr Annual: September 10-12 (San Francisco, CA)
- Pavilion GTM Summit: September 23-25, 2025 (Washington, DC)
This newsletter was entirely written and edited by Sophie Buonassisi and Scott Barker (not AI!).
The post The GTM AI Operating System appeared first on GTMnow.
