GTM 162: From PLG to Enterprise: How to Layer Sales Without Breaking What Works | Ghazi Masood

Episode notes

Ghazi Masood is the Chief Revenue Officer at Retool, where he leads the go-to-market engine for the low-code developer platform. Previously he served as SVP & GM, Americas at Auth0 after leadership roles at Microsoft, Oracle, Polycom, and Nintex K2, and he advises several high-growth startups on GTM. A field-first operator, Ghazi specializes in layering sales onto product-led motions and building enterprise upgrade paths without breaking self-serve growth. Discussed in this episode The moment inbound stops being enough—and how to size the outbound gap Why to bifurcate SDRs (inbound vs. outbound) and how to define lead sources Profiling inbound (more technical, SE-adjacent) vs. outbound (AE-track) talent Structuring self-serve as a permanent home vs.