Build a GTM team: who to hire first and what must be ready before they start
To build a GTM team you need two plans: the order of your hires, and the systems each new person finds on day one. We build those systems at a fixed price, so your next hire sells from week one.
- Free analysis
- Fixed price before kickoff
- Live in 4–12 weeks
Seven stages, with a system under each
Each hire assumes the previous one is productive. On top: who you hire and when. Below: what we build before that person starts.
Founder sells
The first closed deals
Founder sells
The first closed deals
We build first
CRM with clear deal stages, call notes in one place
Generalist marketer
Website and content need an owner
Generalist marketer
Website and content need an owner
We build first
Website with tracking and forms that write straight into the CRM
First account executive
The founder can no longer run every deal
First account executive
The founder can no longer run every deal
We build first
Clean pipeline, playbook from the founder calls, proposal templates
RevOps
Pipeline questions need a spreadsheet
RevOps
Pipeline questions need a spreadsheet
We build first
Shared definitions and a forecast dashboard from one source
Demand gen
The sales motion is repeatable
Demand gen
The sales motion is repeatable
We build first
Lead routing and scoring, so no lead sits untouched
GTM engineering
Four or more tools, lots of manual work
GTM engineering
Four or more tools, lots of manual work
We build first
Integrations, enrichment and data quality checks with docs
Specialisation
A measured bottleneck
Specialisation
A measured bottleneck
We build first
The system for that exact bottleneck, e.g. POC tracking
The red stage is the most expensive place to get it wrong: an account executive without a documented motion and a clean pipeline spends the first quarter searching.
Example: day one for your first account executive
Without a system
- Contacts are scattered across inboxes and spreadsheets.
- Nobody knows which deals are still open.
- Every proposal starts again from an old file.
With a system
- Every deal sits in the CRM with its stage and history.
- The best founder calls are written up as a playbook.
- Proposals come from templates with fixed prices.
How you start
€5,000–60,000 fixed price
Depending on the size of the system. The number is in the proposal before you commit.
- 01
Free analysis
We identify your current stage and the system that should be in place before your next hire. Reply within one business day.
- 02
Fixed-price build
Our team in Istanbul builds the system. Live in 4–12 weeks.
- 03
Handover to your new colleague
With documentation. You own the code and the data.
- Need extra people as well? Build a nearshore team in Istanbul
- Weighing external against in-house? GTM team cost compared
Questions about building the team
Who should be my first GTM hire?
Usually a generalist marketer, once you have closed and written up the first deals yourself. The first account executive follows when the motion is documented.
When does RevOps pay off?
As soon as nobody can answer a pipeline question without a spreadsheet. We build the foundation first, so that person does not start by cleaning up.
Do you replace hiring?
We build the systems, your people work with them. A senior in-house hire costs €130,000–180,000 fully loaded per year and takes 3–6 months to recruit. We use that time to finish the system.
Which tools do you work with?
The stack you already have, or the one you choose in the analysis. We are not tied to any tool.
Who are you hiring next?
Tell us who is on the team today and who you are looking for. You get your stage and the system that should be ready first.
Ferhat Ziba
Founder, Melexsoft