GTM 93: Mastering the Generalist Specialist Role and Decoding the CEO Dashboard with Noah Marks

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GTM 93: Mastering the Generalist Specialist Role and Decoding the CEO Dashboard with Noah Marks

gtm 93 mastering the generalist specialist role and decoding the ceo dashboard with noah marks

Noah Marks is a transformative growth leader focused on building GTM engines and scaling organizations for sustainable growth. He has been in the strategy & operations world for the last decade (with Udemy, WalkMe, Okta and Salesforce), and has spent almost the entirely of his career in the B2B technology market (with the lone exception being a slight deviation into the world of M&A investment banking). Noah currently resides in the Bay Area with his wife, three kids and 3 dogs, and spends as much time as he can in the mountains – fishing, hiking and skiing.

Discussed in this Episode:

  • The emergence of the “generalist specialist” as a critical skill set in tech
  • Fostering a culture of experimentation and ownership across the org
  • Must-have metrics for a CEO dashboard that provides true business insights
  • Balancing the pursuit of perfection vs speed in a high-growth environment
  • Applying an investment banker’s lens to GTM strategy and operations
  • Tactics for rapidly ramping in a new leadership role at an established company
  • Building strategic alignment and efficient communication across departments


7:32 – Setting yourself up for success in a new executive role.

12:10 – Navigating the current economic challenges facing tech companies.

17:21 – The concept of a “generalist specialist” and how to empower teams to think that way.

28:02 – Noah’s experience working in investment banking and the lessons he learned.

35:14 – How Noah keeps his teams honest when looking at data, even when it doesn’t tell the desired story.

44:16 – Must-haves in a CEO/executive roll-up dashboard.

50:27 – One thing revenue leaders believe to be true that Noah Marks thinks is bull$***.

52:13 – One thing that is working for Noah Marks in go-to-market right now.

  • Brought to you by Demandbase.Demandbase helps B2B companies hit their revenue goals using fewer resources by using the power of AI to identify and engage the accounts and buying groups most likely to purchase. Their account-based technology unites sales and marketing teams around insights that you can understand and facilitates quick actions across systems and channels to deliver big wins. It’s flexible, scalable ABM built for you.

The GTM Podcast
Don’t miss The GTM Podcast dropping every Tuesday discussing true stories and experiences including trials and tribulations in the Go-To-Market world.

Before helping found GTMfund, Scott spent 4 years at Outreach as Director of Strategic Engagement. He was in charge of aligning key relationships with VCs, BoDs, ecosystem partners and community members to drive revenue and strategic initiatives across Outreach. Scott initially ran revenue/partnerships for Sales Hacker (which was acquired by Outreach in 2018). Prior to Sales Hacker, he led and built outbound Business Development teams at Payfirma and MediaValet. Scott also advises for a number of high growth start-ups and is the host/author of The GTM Podcast and The GTM Newsletter. At GTMfund, Scott leads all fundraising efforts and runs the media arm of the firm. He’s also responsible for assessing investments, team management, LP/community relationships and GTM support for founders.

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