Zero to Scale: Building GTM in the AI Era

​'Gradient Descending' is a series of roundtables on AI: curated deep dives with technical builders. Past roundtables discussions covered RL Environments, Evals, Fine-Tuning, Agent Frameworks, Open Source Models, and Knowledge Graphs with companies like OpenAI, Anthropic, Cursor, Scale AI and many more.

​For our first Gradient Descending session in Berlin, we’re joined by Elmar Schaaf, GTM Lead at Langdock to dicuss how to build GTM in the AI era.

​Elmar has experienced scaling from both sides: spending four years helping scale Parloa before joining Langdock in early 2025. We’ll dig into what’s changed, what hasn’t and how AI is reshaping the way early-stage companies build their commercial organisations from day one.

​We’ll talk about founder-led sales, making the first GTM hires, building the right processes as you scale, and where AI can genuinely create leverage across a commercial team.

​Expect an open discussion with plenty of time for questions, particularly relevant for founders going from zero to one and figuring out how to build GTM without simply throwing more people at the problem.

​Agenda:

​Arrivals: 08:30–09:00
Roundtable discussion: 09:00–10:00

​See past roundtables here:
https://www.akashbajwa.co/t/ai-roundtables

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