Let's Talk →Go-To-Market Leadership Search
Go-To-Market Leadership
Executive Search
GTM leadership is the most consequential category of hire at a B2B software company. M Search focuses exclusively on this space — CRO, VP Sales, CMO, VP Partnerships — and has the track record to run these searches correctly.
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GTM Leadership Is a Specific Discipline
Go-to-market leadership in B2B software is not a generic management discipline. It requires a specific combination of commercial instincts, market knowledge, team-building capability, and — in most cases today — fluency with the expectations of institutional investors who have a financial model they are trying to hit. A generalist executive search firm does not have the depth in this space to source accurately or assess correctly.
M Search focuses exclusively on GTM leadership. Every search our founder runs is in this domain — CRO, VP Sales, CMO, VP Partnerships — at B2B software companies, typically backed by PE or VC. That focus means the sourcing network, the assessment frameworks, and the relationships with both candidates and investors are built specifically for this work, not adapted from a generalist practice.
GTM Roles M Search Places
Chief Revenue Officer (CRO)
End-to-end revenue ownership — new business, expansion, retention. The CRO at a growth-stage or PE-backed company often defines the commercial trajectory of the next 3-5 years.
VP Sales
New business acquisition leadership. Team building, process definition, quota ownership. At earlier stages, often carries their own bag while building the team.
CMO / VP Marketing
Pipeline generation, category positioning, brand. At PE-backed and growth-stage companies, the marketing leader is accountable for sourced ARR, not vanity metrics.
VP Partnerships & Alliances
Channel, alliances, and ecosystem revenue. The GTM leader who builds the partner motion that multiplies reach beyond the direct sales team.
The FACT Framework
M Search evaluates GTM candidates through the FACT framework: Functional Capability (direct leadership experience — the operating competencies the role demands), Achievements & Attitude (quantifiable, repeated outcomes that prove the result and signal the stage, plus the intangibles that hold up under pressure), Customer Domain (credibility and knowledge of the relevant buyer), and Technical Acumen (fluency with the product and the technology it sells into). Each dimension is weighted to the specific mandate — not every search values them equally.
The framework is designed to surface candidates who are genuinely right for the mandate — not just impressive on paper. GTM leadership failures are expensive. They cost 12-18 months of runway and sometimes more. The FACT framework is built to prevent them.
Looking for a GTM leader for your B2B software company?
Graham Locklear
Founder & CEO, M Search
Graham focuses exclusively on GTM leadership search for B2B software companies. He works every search personally and has the track record to run these searches at quality.
Book a 30-minute discovery call with our CEO, Graham. He'll cover the role, the mandate, and whether M Search is the right fit for this search.