The GTMnow Podcast

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Inside Exa’s Run to $100M ARR: Building Google for AI Agents | Marcus Holm (CRO, Exa)

2026-10-2756:13

Exa just passed $100M ARR, growing nearly 10x per year for almost three years. Marcus Holm, Chief Revenue Officer there after serving as President at LaunchDarkly, breaks down how a company building “what Google is for humans, but for AI agents” scaled that fast. Marcus explains why he describes Exa as search for AI agents, why co-founder Will’s prediction (that 2026 would be the year agents search more than humans) came true, and what that shift means for SEO, ads, and the role of the sales...

How Datarails Grew 30x in 5 Years (90% Outbound → 90% Inbound) | Aviv Canaani (CRO & CMO)

2026-10-2140:17

Today marks Aviv Canaani’s 5-year anniversary at Datarails! When he first joined Datarails five years ago, the company was 90% outbound, with analysts emailing inbound leads to SDRs once a week. Today it’s 90% inbound, 30x bigger, $70M Series C, and The Information named it the #1 startup of the year. Transcript: Full interview transcripts can be found by episode at https://gtmnow.com/tag/podcast/ What you’ll learn: - How Datarails flipped from 90% outbound to 90% inbound, and w...

The ex-engineer who says sales beats product | George Kurdin (CEO, Monk)

2026-10-1432:51

George was a professional poker player, then CEO of a company that sold to Logitech for around $100M, and now he’s the CEO of Monk, an AI company automating accounts receivable. Monk is an API company solving the other side of the ledger from Ramp: getting B2B invoices paid. George gets candid about the go-to-market mistakes he made (“50 more than I expected”), why vertical companies win on in-person workshops, the proprietary “harness” that he argues is the real moat in applied AI, the ext...

Legora's CRO: $3.5M to $200M+ ARR, the Fastest Direct Sales Motion | Patrick Forquer

2026-10-0651:46

Legora went from $3.5M to over $100M in revenue in about a year, the fastest any company has ever scaled a direct-sales motion from zero to $100M. Then, they doubled revenue in less than 6 months and hit $200M ARR. Patrick spent seven years at Braze, from the early days through IPO, before joining Legora (a vertical legal-AI company founded by Max, backed by Benchmark and Redpoint) at $3.5M in revenue. He shares the scaling journey. He also gets tactical on the three things he looks for befo...

Lessons from building 113 AI agents and reinventing a GTM function with AI | Meagan (CMO, Samsara)

2026-09-2943:45

The CMO of Samsara joins GTMnow to walk through exactly how she ran an AI transformation inside a public company, from a 2.5 week boot camp to 113 agents in production, all while keeping headcount flat and pushing pipeline and revenue up. Meagan has led teams through platform shifts before (PLG, social, Covid) at MongoDB, DocuSign, Nieman, and now Samsara, and she argues AI is categorically different: not a new channel, but a production shift that changes how the work itself gets done. She g...

#box-pro-ellipsis-17934892381958{-webkit-line-clamp:2;}The GTMnow Podcast