A dispatch by Jeremy Hurst · Issue No. 05 live
The old
playbook is
breaking.
A field journal from inside the shift to agentic go-to-market. Written for CROs, CMOs, GTM leaders, and growth operators who can feel the model changing under their feet and want to be early instead of late.
The writer
Jeremy Hurst.
Three months ago I left a $450K VP of Sales role to take a job with a made-up title: VP of Autonomous GTM.
I'd just come off a three-year run at Finout, where we went from zero to eight figures of ARR. Healthy inbound. Outbound that never really worked, until we tried Swan. A million dollars of mature pipeline in thirty days. The reps were jazzed. That result pointed somewhere.
The 100x seller isn't a thought experiment. It's real. The growth-at-all-costs, hire-to-scale playbook is dead. Scale is going to come from intelligence, not headcount, and the companies that figure this out first are going to operate on a cost curve everyone else can't compete with.
We're building the GTM motion of the future at getswan.com. This newsletter is my field journal from inside the work. Follow along for the ride. Or, if you're a GTM leader ready to take the red pill, find me on LinkedIn.
Who this is for
You feel it already.
The go-to-market model is cracking. The pipeline math is getting worse. The hiring math is getting worse. The channels that worked three years ago are saturated. And the smartest people in your network keep mentioning the same thing in quiet voices.
Chief Revenue Officers and GTM leaders who know the next twelve months are different and want to lead the change instead of survive it.
VPs of Sales who are tired of buying tools and want to actually rebuild the motion. CMOs who are tired of watching demand gen get more expensive for less return.
Growth hackers, growth leaders, and operators making bets on agentic GTM and looking for honest, in-the-arena writing. Not theory, not hype.
Founders and anyone who suspects the 100x seller isn't a thought experiment, and wants to see it described by someone who has watched it happen.
The Newsletter
Every dispatch,
in order of arrival.
A new issue lands every other Thursday. Long-form when it earns it, short when it doesn't.
The Red Pill for CROs
Five questions to ask yourself before your board asks them for you.
What We Learned Running Swan at Finout
$1M+ in mature pipeline in 30 days. But the number isn't the lesson. The lesson is what it did to the team.
Growth at All Costs Is Dead. So Is Hire-to-Scale.
The dominant GTM playbook of the last decade was built on assumptions that no longer hold. Here's what's replacing it.
The 100x Seller Isn't a Thought Experiment
Everyone's debating whether AI will replace SDRs. Meanwhile, a small group of operators is quietly building 100x sellers and not telling anyone.
The $450K Decision
Why I walked away from a VP Sales role to chase a job title that didn't exist yet.
Read by
GTM leaders who own a number.
"
Jeremy is writing the field manual for a transition the rest of us are still pretending isn't happening. I've forwarded three issues to my CEO and we've changed our 2026 plan because of one of them.
Subscriber
CRO, Series C Infrastructure Co.
"
I read a lot of GTM writing. Most of it is recycled. This is the first newsletter I've subscribed to in two years that's actually telling me something I didn't already know, and telling me before everyone else figures it out.
Subscriber
VP of Sales, Late-stage SaaS
"
What I appreciate is that it's not theory. He ran the playbook he's describing. The numbers happened. The team change happened. I trust the writing because the work backs it up.
Subscriber
Chief Revenue Officer, Public Cybersecurity Co.
"
I shared an issue with my board last quarter. We ended up restructuring our SDR org around it. The honest version: we were going to have to do this anyway, but Jeremy gave us the language to explain why now.
Subscriber
Founder & CEO, Growth-stage AI startup
"
Most AI-and-sales writing reads like it was written by someone who has never carried a number. This one doesn't. That's the entire difference.
Subscriber
VP, Revenue Operations, Enterprise Vertical SaaS
Field Notes
Shorter takes,
faster cadence.
Between issues: observations, corrections, and things too short for a full dispatch.
The Org Chart of the Future
What revenue organizations actually look like when agents are peers, not tools.
Stop Calling It AI-Augmented
Language is doing a lot of work here. Most of it is the wrong kind.
The Quiet Week
What happened the week after we turned the system on.