What world-class GTM looks like in 2026

In this episode of Lenny's Podcast, Lenny interviews Jeanne Grosser, COO at Vercel and former CPO at Stripe, about building world-class go-to-market teams. Jeanne defines go-to-market as any function touching a customer or making revenue, including marketing, sales, customer success, and partnerships. She discusses the rise of the go-to-market engineer and how AI is reshaping sales processes, sharing examples of AI agents automating tasks like outbound emails and lead qualification. Jeanne emphasizes the importance of a consultative sales approach, providing value at every customer touchpoint, and thinking of go-to-market as a product by creating unique and personalized customer buying journeys. She also shares insights on segmentation, sales compensation, and building sales organizations that work well with product and engineering teams, highlighting the need for salespeople to have deep product knowledge and act as partners in product development.