ElevenLabs GTM Retrospective: Hire Earlier
kirbyman01 · x · 2026-07-15
Summarizing ElevenLabs' GTM retrospective, the author outlines what he would do if starting from scratch:
- Hire earlier: He was the only person handling sales for the first 9 months because they weren't sure they had found PMF yet; they only accelerated hiring as demand grew.
- Build an enablement team earlier: He believes sales enablement shouldn't wait until the team gets large, especially since rapid product iterations directly impact closing efficiency.
- Expand into more markets earlier: Inspired by Uber/Lyft's operational models, they expanded relatively early. The author now feels the importance of this was underestimated and they should have pushed more aggressively.
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