GTM 161: How to Build a GTM Roadmap (Lessons from Plaid’s $3M → $300M Scale) | Paul Williamson

Episode notes

Paul Williamson is a seasoned go-to-market leader and advisor best known for helping Plaid scale from $3M to $300M ARR. As Head of Revenue, he built and evolved Plaid’s go-to-market roadmap across product-market fit, upmarket expansion, and new verticals. With deep experience aligning GTM with product, he now advises founders on sequencing bets, building forward-compatible roadmaps, and scaling revenue organizations with intention. Discussed in this Episode Why GTM roadmaps should be “forward-compatible” Iteration cycles in GTM vs. product roadmaps Early lessons from Plaid’s rudimentary qualification process Recognizing high-value clients vs.