In this episode James Kaikis sits down with Thomas Bieser, Chief Customer Officer at Cerby, to discuss how solutions leaders are redefining go-to-market (GTM) leadership by putting customers at the center. Drawing from his experiences at Opsware, Okta, and Cerby, Thomas shares how his journey from solutions engineering to overseeing all GTM functions has been shaped by a customer-first approach.

Thomas highlights how solutions leaders bring unique value to GTM organizations by fostering alignment across sales, marketing, and customer success teams. He shares how building trust throughout the customer lifecycle, including “transitioning trust” from sales to post-sales teams, ensures long-term success.

Thomas also offers tactical advice for solutions leaders looking to break through perceived career ceilings. From leveraging curiosity to partnering with cross-functional teams, he emphasizes the importance of broadening expertise to build scalable and impactful leadership.

Key Takeaways:

• Why solutions leaders excel in GTM roles by aligning customer and business goals.

• How transitioning trust ensures continuity and customer satisfaction.

• Actionable steps for solutions leaders to expand their remit and influence.

Learn how solutions thinking can align customer and business goals, build trust, and drive impactful leadership in SaaS.

• (06:35) How solutions leaders foster alignment across GTM teams

• (13:20) The role of transitioning trust in the customer lifecycle

• (27:50) Tactical advice for solutions leaders to expand their careers

• (34:10) Thoughts on customer-first GTM leadership

Follow Thomas on LinkedIn: https://www.linkedin.com/in/tbieser/

More from The New GTM Playbook:

Watch more episodes at: https://www.testbox.com/gtm

Subscribe to the newsletter: https://www.testbox.com/subscribe

Follow James on LinkedIn: https://www.linkedin.com/in/jameskaikis/