Soumya Surabhi

Founder - GTM Walnut | Building AI Native GTM systems for B2B SaaS & Services

Bengaluru10.2k followers

GTM Walnut

ex-Pazcare

ex-Hevo Data

10 years building demand and revenue for B2B companies, across SaaS, AI, data integration, eCommerce, automotive, and early to growth-stage startups.
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I have worked in demand generation, GTM, revenue operations, and chief of staff roles, mostly as Head of Demand Generation at YC and Sequoia-backed startups. That path led to GTM Walnut, which I co-founded. We build AI-native GTM systems for B2B SaaS and services companies, where outbound, CRM, and content run through one engine your team operates from day one. So far: 30+ clients and $320M+ in pipeline. Weekdays I am on client calls and running campaigns. Weekends are when I play. I pick up every advanced AI and GTM tool I can find, sign up on the free plan, and tinker until I know what it can really do. Most of what ends up in our client systems started as a weekend experiment that worked. If your growth feels fragmented and you want a predictable pipeline, let's talk.

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GTM Index

BUILD.CLUBJOB
1. Practice Lead - B2B SaaS (…
  2Y 8M
GTM WALNUTJOB
1. Co-Founder
  1Y 5M
PAZCAREJOB
1. GTM Consultant
  9M
APP0JOB
1. Dir - Mktg
  1Y 10M
WAREIQJOB
1. Dir - Mktg & GTM Strategy
  1Y 3M
HEVO DATAJOB
1. Program Mgr - Founder's Of…
  11M
2. Head of Organic Growth & S…
  11M
BAJAJ AUTOJOB
1. Program Mgr - Business Pro…
  1Y 9M
2. Area Sales Mgr
  11M
3. Management Trainee (Flying…
  9M

Job: Pazcare — GTM Consultant · 2024-09 – 2025-06 — Fractional GTM and marketing advisor for Pazcare, a Series A HR Tech and Insurtech startup. • Delivered over 400 MQLs and 100+ sales opportunities from high-profile accounts like Zerodha, Tata Comm, Piramal, Meesho, Reliance, Aditya Birla Capital, Kotak Securities. • Built a demand generation engine that consistently generated 40+ MQLs & 25+ SQLs per month. • Established an end-to-end outbound marketing infrastructure utilizing AI and automation tools. • Mentored the Inside Sales team to improve campaign execution and boost MQL-to-meeting conversions
Job: Hevo Data — Program Manager - Founder's Office · 2021-02 – 2022-01 — Hevo Data is a Series B funded B2B SaaS start-up, strongly backed by investors like Sequoia Capital, Chiratae, and Qualgro and has customers spread across 40+ countries in domains such as e-commerce, financial technology, and healthcare.
Job: Bajaj Auto Ltd — Program Manager - Business Process Transformation · 2019-04 – 2021-01
Job: WareIQ — Director - Marketing & GTM Strategy · 2022-02 – 2023-05 — i) Having led the 1 to 5 Mn$ ARR journey at WareIQ (Y-Combinator backed SaaS startup), I was the 1st marketing & GTM head for WareIQ. I built the function from scratch by hiring a team of 10 highly talented and engaged product marketing managers, SEO analysts, lead generation specialists, content marketeers, marketing analysts etc. ii) Aligning with the company’s goal of 3X annual revenue growth, my focus was to lay the foundations of product marketing, content marketing, SEO, account based marketing, email marketing, event marketing, performance marketing, brand marketing etc. while keeping the CAC at a minimum. iii) Donned many hats in founder’s office as chief of staff working on data…
Job: Build.Club — Practice Lead - B2B SaaS (GTM) · 2023-12 – present
Job: Bajaj Auto Ltd — Area Sales Manager · 2018-04 – 2019-03
Job: App0 — Director - Marketing · 2023-05 – 2025-03 — App0 is an AI platform built for eCommerce, dedicated to maximizing conversions for eCommerce enterprises with an AI shopping assistant. App0 delivers a personalized shopping experience for every shopper by creating category-specific shopping assistants that seamlessly embed into the customer journey across every touchpoint - chat, FAQs, quizzes, or product comparisons. I was the 3rd member & 1st marketer to join App0’s founding team to lead the 0-1 journey and scale the growth & marketing function.
Job: GTM Walnut — Co-Founder · 2025-03 – present — Before this, I was the one in the room being asked the status on deal pipeline as Head of Demand Gen at YC and Sequoia-backed startups. Somewhere around my 5th year of leading teams, while watching my marketing analysts & freelancers duct-tape 10 tools together to do the work of one, I quit. Not dramatically. Just enough to go learn every advanced GTM tool I'd been approving invoices for but had never actually touched - the kind of hands-on you can't get when you're the one running the standup. GTM Walnut is what came out of it. We deploy AI-native revenue systems for companies from Series A startups to enterprises. Al GTM tools like Claude Code, Clay, n8n, Deepline, AirOps, HeyReach, In…
Job: Bajaj Auto Ltd — Management Trainee (Flying Start Program) · 2017-06 – 2018-03 — Rotational Stint (3 months duration each) in sales & marketing across 3 business units of Bajaj Auto – Probiking, Motorcycles & Commercial Vehicles
Job: Hevo Data — Head of Organic Growth & SEO/ Affiliate Marketing · 2021-02 – 2022-01 — Spearheaded a team of around 30 for demand generation via organic channels (content marketing & SEO)
School: Indian Institute of Foreign Trade — Master of Business Administration (M.B.A.), International Business, Finance & Marketing
School: Ecole supérieure de Commerce de Rennes — Master of Business Administration (M.B.A.), Marketing
School: National Institute of Technology Rourkela — B.Tech, Materials Science and Engineering

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HubSpotZohoOutbound MarketingMarketing OperationsMarketing AutomationABMDemand GenerationGo-to-Market StrategyProduct LaunchBrand MarketingEvent Marketing StrategyProduct MarketingGoogle AnalyticsEmail MarketingLinkedin MarketingContent MarketingInternational BusinessProgram ManagementArtificial Intelligence (AI)Marketing

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Soumya Surabhi

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