Reshaping GTM in the AI Era - Harrison Rose on repeatable GTM and scaling beyond Founder-Led Sales

Harrison Rose has lived the journey most founders only see from the outside. As Co-Founder of Paddle, he helped scale from zero to $100M+ revenue - without the “overnight success” story everyone loves to tell. Now he’s doing it again with GoodFit, turning the market-mapping and ICP systems Paddle built internally into a product built for modern GTM teams. In this episode, Harrison breaks down the real inflexion points that unlocked Paddle’s growth, why founder-led sales is often misunderstood, and how teams get trapped at $2–3M ARR when “founder privilege” masks the lack of a scalable playbook. You’ll also hear Harrison’s clear-eyed take on bootstrapping vs VC, and how AI is moving from “more output” to actually making GTM decisions, including the coming tension over who owns the top of funnel: CRO or CMO. 📚 Episode Chapters 05:15 - When to hire experienced Sales Leaders 08:45 - A focus on cold outbound 11:25 - Seeing ICP as a spectrum19:30 - Building true repeatability  25:15 - Funding & the future of AI  🎧 Continue listening…  Make sure you listen to From Inception to Acquisition: Natasha Ratanshi-Stein on scaling Surfboard, stage-fit hiring and the importance of founder-led sales Enjoyed today's episode of Making The Grade? If you took something valuable from the episode, we'd love for you to... ✔️ Leave us a rating and review on your favourite podcast platform. ✔️ Share your ideas or guest suggestions with us at [email protected]✔️ Stay in the loop with the latest from Making The Grade and ScaleWise by following us on LinkedIn or YouTube. See you again next week!