As Expansive's first GTM hire, Sam Geary has been instrumental in shaping the company's sales strategy and growth trajectory. We sat down with Sam to learn more about his role, his perspective on the facilities management software industry, and what drives success in a high-growth technology company. Oh - and for the uninitiated, we got him to explain what GTM actually means!
Q: What attracted you to work at Expansive?
A: The overarching reason I joined Expansive was definitely the culture. From meeting the co-founders, Tom and Josh, I could see their passion and vision for the company. Beyond that, it was clear that facility software is a place that's ripe for change and I wanted to be part of that story.
Q: What inspires you about working at Expansive?
A: There's a lot of legacy tools out there at the moment, and Expansive is disrupting the FM software market with something that's slick and easy to use. It’s an amazing platform that’s improving people’s working lives. Understanding the transformational role our software can play in a business is at the heart of the GTM role.
Q. So, what is a GTM role? How is it different from straight sales?
A: The GTM role goes beyond just selling stuff! It’s working out how we bring the platform to the people who need it most. We figure out who our ideal customers are and how to reach them. Then we work with different teams to make it all happen. It's looking at the bigger picture to meet our goals
Q: So, what do you do all day?
A: It's very much a role where you are a jack-of-all-trades from a sales perspective! Right now I’m working on everything from generating pipeline at the top of the funnel, all the way through to hosting demos and closing revenue for the business. Beyond that, I’m helping define our future sales strategy, so we have the right people and product in place to grow our reach and keep serving the sector in powerful ways. The GTM role is really the lifeblood of the company!
Q: How do you approach working with potential customers?
A: There are so many tools out there that are really difficult and clunky to use. I listen carefully to customers' problems and pain points and show them there is a different way.
Q: What's your perspective on the current state of the FM software industry?
A: I think it's one of those industries that is still lagging behind in terms of software and tech. There's still a lot of legacy approaches and methods that are yet to be modernised. The challenge lies in convincing the C-Suite that the investment is sound - while educating and upskilling the workforce so they can take advantage of tools like Expansive. That's why making our solution really easy to use is so crucial. We have to be customer-centric in everything we do.
Q: How does the GTM role dovetail with the rest of the business?
A: As I said, GTM is the lifeblood of the company — not just in terms of the new business we bring but also the insights we gain from our sales activity. We talk to customers all the time and feedback their frustrations and ambitions to our team. It’s these insights that help define our technical road map and keep us one step ahead of demand - and the competition!
Q: How does Expansive maintain strong team collaboration as a remote company?
A: Something that is really crucial for us as a remote business is intentional communication. You're not walking past someone's desk with the opportunity to tap them on the shoulder every day, so you need to create an environment that is close to that, even if it’s virtual. By being intentional in the way we communicate we keep agile and responsive.
Q: What's the most rewarding aspect of your role?
A: The reality of sales is that about 90-95% of the job is 'no's and bad news a lot of the time! But what that means is that when you do get a win, when you get a customer signing, it's that much sweeter! Knowing that you've been instrumental from the start in bringing that person in at the top of the funnel and then seeing them join as a customer is just a fantastic feeling.
Q: What advice would you give to someone starting in a similar position?
A: Eternal optimism and tenacity when things get hard! But also being humble when things are going well. I think that can be a learning curve when you're early on in your career.
Q: How do you see your role evolving as Expansive grows?
A: We're going to see a lot of investment in these areas of the business going into 2025, which is really exciting. I want to help make that transition to a new phase of strategic growth as successful and smooth as possible.
Through our conversation with Sam, it's clear that Expansive is positioned at the forefront of modernising facilities management software, with a strong focus on user experience and future customer success. As the company continues to grow, Sam's role in shaping both the sales strategy and team culture will be crucial to our continued success in transforming the CAFM experience.
