In this high-impact episode, Mehmet sits down with Jess Schultz, a fractional CRO/CMO and angel investor, to unpack what truly drives early-stage startup success. From the importance of founder-led sales to building a go-to-market (GTM) motion that actually works, Jess shares practical advice that bridges theory and execution.

Whether you’re a technical founder hesitant to sell, or an early-stage investor looking for better GTM signals, this episode delivers actionable insights grounded in Jess’s experience as both a growth operator and former VC.

🎯 What You’ll Learn
• Why founder-led sales is non-negotiable in the early stages
• How to know when to hire your first sales rep or fractional GTM leader
• The signs of early product-market fit (it’s not just ARR)
• How to segment and prioritize ideal customer profiles
• Why building a personal brand as a founder accelerates GTM
• The truth about outbound vs. inbound in 2025—and how AI is changing both
• What metrics actually matter before you hit $10M ARR

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🧠 Key Takeaways
• Founder-market fit and coachability matter as much as traction to early investors
• The founder should drive top-of-funnel AND be the closer—until it’s time to slowly step back
• Thoughtful positioning and audience-building beats ad spend in early GTM
• Outbound still works, but only when highly personalized (and not AI-written)

👤 About Jess Schultz

Jess Schultz brings a rare blend of experience across capital markets, SaaS sales, venture capital, and now entrepreneurship—giving her a sharp, forward-looking perspective on business growth and market dynamics.

At Amplify Group, Jess helps startups master go-to-market strategy and navigate the transition from founder-led sales to scalable growth. Her hands-on work has driven 150–590% YoY revenue growth for her clients.

Beyond her role as a fractional CRO/CMO, Jess is a thought leader and brand builder—for both herself and the startups she advises. Her passion for sharing practical insights and demystifying growth strategy makes her an engaging and highly impactful guest.

⁠https://www.linkedin.com/in/jessicatschultz/⁠

⁠https://www.amplifyscales.com/⁠
 
⏱️ Episode Highlights

00:00 – Intro and Jess’s background
03:00 – Why she became a fractional CRO/CMO
05:00 – Why founder-led sales always comes first
10:00 – Common mistakes founders make when selling
13:00 – The power of founder-led content & brand
18:00 – Knowing when you’ve hit product-market fit
21:00 – When (and how) to hire your first sales rep
24:00 – Metrics that really matter under $10M ARR
29:00 – What’s changed in outbound and AI’s role in GTM
34:00 – The case for consistent marketing, not just campaigns
39:00 – How Jess evaluates startups as an angel
44:00 – Fundraising readiness tips from a former VC
47:00 – Final advice + where to follow Jess