The SaaS Revolution Show Inside ElevenLabs GTM: Speed, culture, and growth
Oct 30, 2025
Jonathan Chemouny, GTM lead at ElevenLabs, dives into the rapid growth of the AI startup. He shares how removing job titles fosters alignment and speeds up processes. Discover the innovative ‘startup within a startup’ culture that enhances experimentation and pipeline growth. Jonathan discusses the importance of using their own technology for outreach and the effectiveness of face-to-face meetings in a digital world. He also highlights the significance of tailored communication channels and shares insights on recruiting talent in an AI-first landscape.
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Flatten Roles To Speed Collaboration
- Remove job-title friction to encourage cross-functional collaboration and faster responses.
- Use a shared identity like 'GTM' so teammates and prospects interact without hierarchy barriers.
Built An AI SDR Agent
- Jonathan built an AI-powered SDR agent to qualify inbound leads in real time inside ElevenLabs.
- He used the company's own voice models to create the agent and achieved strong results.
Use Your Product In Outreach
- Dogfood your product in GTM activities wherever possible to prove value and stand out.
- Use product-native outreach (e.g., voice clones, demo messages) to create memorable prospect experiences.