GTM 7: How to Scale Yourself

GTM 7: How to Scale Yourself

What do you do to make your impact felt in a team of 700 people you’re leading? Can it even be done? Is there a way for you to get to know every member of the team and for them to get to know you? In what ways do you ensure that your principles are followed when making decisions? That seems like a lot, doesn’t it?

We’re joined by one who’s done it successfully. Ashley Hansen Grech, a mother of three, is the Chief Operating of Recharge, a company that empowers merchants through recurring commerce. She spent her first 12 years climbing the ranks at JPMorgan before joining Square (now Block) and becoming the Global Head of Sales for four-and-a-half years. 

In this episode, she discusses how she manages teamwork, tasks, and decisions when there are several people involved. She describes how she makes her impact felt in a team of 700+, and how she succeeds at it.

What you’ll learn:

  • How to scale yourself
  • The value of frontline managers
  • Why it is important to prioritize shared values and principles over job skills when hiring


(03:25) Google’s Project Starline and what it means for collaboration

(08:30) Ashley’s career story and what she would do differently

(16:21) The value of frontline managers

(19:36) How to coach frontline managers and set them up for success

(23:02) How to scale yourself

(24:05) Understanding principled decision-making and how to make it work

(27:38) How to make yourself known in a large company and keep accountable

(34:50) Ashley’s take on recruiting more women leaders

(35:00) Why “leadership traits” is a myth

(36:10) Why you should hire based more on personality and values, not simply jobs to be done

(40:22) Ashley’s summary of career learnings


Sometimes it’s good to reassess because the things you thought were that important are not.

I knew that the key to the sales team and the revenue team scaling successes was support managers.

…lead with principles. Have a very clear set of outcomes that you are making the decisions by. That way, other people can use those same principles to make the decision too.

…leadership is not just about execution. Although that is super important, but it’s also about the quality of your thought.

…challenging times, whether it’s a financial crisis or difficult business problems to solve, or a failure, those are the greatest teachers.

We don’t learn when things are good.

The GTM Podcast

Don’t miss The .GTM Podcast dropping every Tuesday, discussing true stories and experiences including trials and tribulations in the Go-To-Market world.

And…monthly bonus podcast episodes dropping the first Thursday of every month.

Before helping found GTMfund, Scott spent 4 years at Outreach as Director of Strategic Engagement. He was in charge of aligning key relationships with VCs, BoDs, ecosystem partners and community members to drive revenue and strategic initiatives across Outreach. Scott initially ran revenue/partnerships for Sales Hacker (which was acquired by Outreach in 2018). Prior to Sales Hacker, he led and built outbound Business Development teams at Payfirma and MediaValet. Scott also advises for a number of high growth start-ups and is the host/author of The GTM Podcast and The GTM Newsletter. At GTMfund, Scott leads all fundraising efforts and runs the media arm of the firm. He’s also responsible for assessing investments, team management, LP/community relationships and GTM support for founders.

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