Blake Harber

Background

Blake built his career on the unglamorous end of B2B SaaS: hiring reps, training them, and managing the teams that make outbound work. That was the job at HireVue, at Lucid and at Workstream — three companies at very different stages, with the same underlying problem each time. Somebody has to turn a founder’s instinct for selling into something a team can run.

Across those years he has hired and trained several hundred sales reps. That experience is the reason StudioGTM exists, and it’s why the firm works with companies between $500K and $5M ARR — the stage where the product works, the founder can sell it, and nobody else can yet.

Beyond software

Four years ago Blake left a fifteen-year SaaS career to acquire and operate small businesses. He now runs several outside StudioGTM, including a vending and micro-market operation in Utah Valley. It’s a different world from software — thinner margins, physical logistics, hourly teams — and it has sharpened rather than diluted the view he brings to go-to-market work.

Owning businesses where every dollar of overhead is visible tends to make you sceptical of activity that doesn’t produce revenue. That scepticism shows up in how StudioGTM runs outbound.

What he writes about

Blake writes regularly about sales hiring, outbound and the realities of early-stage go-to-market, mostly on LinkedIn.

• Your first SDR won’t build your outbound motion
• Where to actually hire SDRs
• When you’re ready for your first sales rep

What he works on at StudioGTM

• Fractional GTM leadership for founder-led B2B SaaS companies
• Building and managing dedicated outbound pods — list building, SDRs, cold calling, full-funnel outreach
• ICP definition, messaging and sales process for companies moving past founder-led sales

You can reach him at blake@studiogtm.com.