Too many startups hire ahead of demand, invest in the wrong leaders, or scale sales without a clear ICP - all mistakes that can cost millions and kill momentum.

Today’s Making The Grade guest knows exactly how to avoid those pitfalls.

We’re joined by James Bagan, Investor at Frog Capital, Chair and GTM advisor for investors.

James has been on both sides of the scaling journey. He’s built world-class sales functions, turned around broken go-to-market engines, and led multiple exits.

In this episode, James joins Tom to unpack what it really takes to build a GTM engine that lasts. From the shift to capital-efficient growth, to why RevOps is the unsung hero of scaling, to the leadership traits VCs should be hiring for, but so often overlook.

Whether you’re a founder, CRO, or investor, you’ll walk away from this conversation with practical strategies to help you scale sustainably and avoid the most expensive mistakes.

Episode Chapters:

01:30 - James’ unconventional path to multiple exits

05:30 - How GTM has changed: the shift from growth at all costs to sustainable growth

08:40 - The 3 biggest mistakes founders make when building GTM teams

14:30 - Why RevOps is the ultimate GTM alignment tool (and when to hire them)

19:40 - Finding the right fit: fractional vs full-time RevOps teams

22:30 - The underrated traits of top GTM leaders in 2025

29:30 - Leadership stage-fit: the danger of hiring for tomorrow’s problems instead of today’s

35:20 - The number 1 skill every commercial leader must have (hint: it’s not closing deals)

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