Selling to Enterprise as an Early-Stage Startup
You can have a great product and a strong pitch. But getting an enterprise customer to actually say yes is a completely different game.
Enterprise sales comes with longer timelines, multiple decision-makers, internal champions, blockers, and procurement hurdles. The challenge isn’t just closing the deal. It’s knowing who matters, what they care about, and how to keep the deal moving.
In this session, you’ll learn how to navigate an enterprise sales cycle as an early-stage startup, from mapping stakeholders to surviving procurement.
Speaker
Vineeta Hazra, Lead PMM at Cashfree Payments
Vineeta works on product marketing at Cashfree Payments, helping bring complex products to market and build the messaging and positioning needed to win customers.
What will you do?
You’ll work through practical frameworks to understand:
Build a stakeholder map for a live enterprise deal
Identify the decision-makers, champions and blockers
Understand what each stakeholder actually cares about
Build a sales timeline that accounts for procurement and internal approvals
Learn how to keep momentum when a deal starts slowing down
Who should join?
Founders, early-stage startup teams, B2B marketers, product marketers, sales and GTM folks, and anyone trying to land their first few enterprise customers.
Especially if you’re wondering:
“Who actually needs to be convinced in an enterprise deal?”
“How do I find and build a champion inside the company?”
“What do I do when multiple stakeholders are involved?”
“How do I keep a deal moving when procurement gets involved?”
“How long should I realistically expect an enterprise deal to take?”
About The GTM School
This season, The GTM School is hosting a 15–20 event series running from the last weekend of August through the first week of October 2026.
A joint community initiative by AI Learn Circle × Women in Product Marketing, bringing builders and experienced GTM operators together to learn, experiment and figure out what actually works.
Community Partner - Cashfree Payments
We’re excited to have Cashfree Payments as the community partner for this session.
Cashfree Payments is one of India’s leading payments and fintech platforms, helping businesses accept payments, make payouts, and manage their payment infrastructure at scale. Their products also support cross-border payments, making it easier for businesses to collect and move money globally.
The perfect place to bring a bunch of builders, GTM folks and marketers into one room and talk about why people should choose you.