This episode is a bold look at what it means to run an autonomous business, where traditional roles like SDRs, AEs, and marketers are replaced (or augmented) by AI tools, structured systems, and lean human oversight.
Amos brings real-world stories and frameworks for founders, GTM operators, and investors who want to outpace the competition without overbuilding the org chart.
Watch the Episode:
Here are the core areas we discuss in today's episode:
Amos opens with a provocative idea: the best GTM teams in the next decade won’t be the biggest—they’ll be the most autonomous. His team scaled rapidly by focusing not on headcount, but on process orchestration, smart automation, and systems that run themselves.
“It’s not about how many SDRs you have. It’s about how many inputs and decisions can be handled without a human in the loop.”
He details how they built an autonomous GTM machine, using AI agents, clear triggers, and repeatable sequences to deliver pipeline at scale.
Before you add a tool or hire a rep, Amos insists you must understand your internal bottlenecks. He shares how most GTM leaders chase tools or headcount without ever diagnosing what’s truly broken in their system.
“Founders need to stop asking, ‘Which tool should I buy?’ and start asking, ‘Where am I stuck?’”
It’s a design-first mindset: identify what’s holding growth back, then build or buy only what solves that specific constraint.
Motion-Fit Before Channel-Fit: Why Most GTM Experiments Fail:
Amos emphasizes the importance of matching your GTM motion to your product, price point, and customer journey—long before choosing a channel like LinkedIn ads or outbound emails.
“If you’re running PLG tactics with an enterprise sales motion, you’re already underwater.”He urges GTM teams to zoom out and assess their motion architecture first, whether it’s low-touch, high-touch, or partner-led—and then layer in execution strategies accordingly.
Scaling Without SDRs: When to Break the Rules:
One of the boldest takeaways from Amos is that you don’t need SDRs if you build an inbound engine that does the qualifying work upfront. He shares how his team avoided a bloated SDR function by using a combination of content, AI routing, and structured onboarding.
“We skipped SDRs entirely and still filled pipeline. Why? Because our system knew exactly who to surface and when.”It’s a signal to founders that they can rewrite the GTM playbook, if their system is designed to guide the right buyers through the journey.
Run GTM Like Product: Versioning, Testing, Shipping:
Perhaps the most valuable mental model Amos offers is the idea that go-to-market should be run like a product team. Instead of one-off campaigns, his team builds GTM “features”, each with a version, a goal, and a feedback loop.
“We don’t launch a campaign. We ship a GTM feature. It has a change log, a version number, and a KPI attached.”This mindset creates accountability, speed, and continuous iteration. It’s also a far more scalable way to approach growth.
Final Thoughts:
Amos Bar Joseph doesn’t just talk about the future of GTM, he’s building it. By combining lean systems, AI agents, and ruthless focus on bottleneck elimination, he and his co-founders have shown what’s possible when you scale with precision instead of bulk.
For any founder or RevOps leader tired of bloated playbooks and outdated roles, this episode is a blueprint for modern growth—autonomous, intelligent, and fast.
A little about Mike who hosts the show. Please connect with us on LinkedIn we would love to have you as part of our professional networks.