From Cold Calls to Customer-First GTM: Max Gartner’s Playbook to Scaling Revenue

In this episode of the B2B Go-To-Market Leaders Podcast, Vijay sits down with Maximilian Gartner, Head of Go-To-Market at Brightwave, to explore how GTM leaders can balance sustainable growth with predictable revenue, while staying rooted in authentic, founder-led perspectives.

Max shares his journey from inside sales “boiler rooms” to leading GTM teams at high-growth companies, and how lessons from cold-calling, enterprise deal cycles, and sales leadership shaped his philosophy on customer-first GTM.

They dive deep into:

• Why founder-led POVs are powerful in early stage, and how they must evolve as companies scale.
  
  
• The critical difference between predictable and sustainable revenue, and why ignoring sustainability leads to churn.
  
  
• Lessons from inside sales: why clarity and credibility in the first 10 seconds of a call are everything.
  
  
• A Brightwave GTM pivot that front-loaded product experience, shortened feedback loops, and tripled adoption.
  
  
• Why “knowing your customer” (KYC) at every level: user, manager, executive, is the ultimate GTM advantage.
  
  
• How doubt and imposter syndrome can be reframed as signals of growth.

If you’re leading sales, marketing, CS, or product, or simply curious about how GTM leaders scale customer-first strategies, this episode is packed with tactical insights and leadership lessons.

Connect with Max Gartner on LinkedIn:

https://www.linkedin.com/in/maximiliangartner/

Connect with Vijay Damojipurapu on LinkedIn:

https://www.linkedin.com/in/vijdam/

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