Listen now | This episode is packed with tactical advice for all things sales and go-to-market. It’s relevant across stages whether your company is at $0M ARR or at $100M+ ARR. Ethan Schechter is VP Sales at Snyk. He started at Snyk 6 years ago as the first sales leader. In this episode, we cover tactical insights from Ethan’s experience leading early sales to scale at Snyk and ZeroTurnaround. He describes how to position a product when “shift left” was a new and scary term, how to make first sales, tradeoffs to consider with early vs late stage deals. He shares stories, anecdotes and advice for other startups about the earliest days of selling, hiring, and balancing various gtm strategies. I’ve been personally wanting to do this for awhile and Ethan absolutely delivered with a packed episode of learnings.