Strive Session: 'Scaling from $10M to $50M ARR – Building a Repeatable, Sustainable GTM Motion'

Thank you for your interest in our next Strive Sessions event, where we look forward to welcoming Ethan Schechter, SVP of Global Sales & Customer Success at Qodo!

During the evening, we look forward to discussing:

When (and why) to bring on Sales Enablement

• What are the early signs that rep ramp time is plateauing?

• Where’s the inflection point where enablement becomes ROI-positive?

• What does "just enough" enablement look like at this stage?

Structuring for Scale Without Slowing Down

• How much structure is too much?

• Balancing agility vs. process — which systems help vs. hinder growth?

• Avoiding the trap of “big company” thinking with a lean GTM team.

Evolving the Sales Hiring Profile

• What changes between a great hire at $10M vs. $50M?

• How to adjust your ICP for talent as your motion matures.

• Are you still hiring “athletes,” or do you need specialists?

Scaling the Leadership Layer

• Growing leaders from within vs. bringing in seasoned execs.

• When does it make sense to go external, and how do you integrate them effectively?

• Avoiding culture dilution as the team scales.

Preserving Founder DNA at Scale

• How to cascade founder-driven values across new layers of GTM.

• Tactics to maintain speed, creativity, and mission alignment.

Account Management & Post-Sale Ownership

• When do you start unbundling the full-cycle AE?

• Who owns the renewal and expansion motion — and when should that shift?

Segmentation Strategy: SMB vs. MM vs. Enterprise

• When does it make sense to segment?

• How to design coverage models that reflect your customer base and deal cycles.

For any questions, please reach out to John Hitchen on  john@scalewithstrive.com