From SDR to SVP of Sales: The Go-To-Market Thinking Behind Akshay Doshi’s Rise

In this episode of the B2B Go-To-Market Leaders Podcast, Vijay Damojipurapu speaks with Akshay Doshi, SVP of Sales at SpotDraft, about building repeatable value in B2B SaaS—and why great go-to-market is ultimately about elevating customers, not just closing deals.

Akshay shares his journey from SDR to sales leader, including formative lessons from customer success, enterprise account management, and scaling sales teams during uncertainty—most notably, building SpotDraft’s GTM engine just as the pandemic reshaped buying behavior worldwide.

The conversation explores how modern GTM leaders can design sales motions that mirror the customer experience, create trust through expectation-setting, and build systems that scale culture—not just revenue.

They dive into:

Why Akshay defines GTM as go-to-repeatable value, not just pipeline or quota.
How experience in customer success makes sales leaders more credible and effective.
Designing sales processes that reflect the onboarding and delivery experience customers will actually receive.
Building trust by saying “no” to the wrong customers—and why it pays off years later.
Scaling a sales culture through values, micro-wins, and cultural carriers.
How sales and marketing must operate as a single orchestration layer, not separate functions.
Lessons from scaling SpotDraft through outbound, word-of-mouth, and customer love during COVID.
Why AI in legal tech requires careful expectation-setting, not hype-driven positioning.
Advice for aspiring GTM leaders: learn adjacent functions early and think like an operator, not just a seller.
This episode is a deep, practical look at how modern sales leaders can build durable GTM systems by aligning value, culture, and customer outcomes.

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