88. When Hyper-Growth Hits the Wall: GTM & Sales Enablement Driving Sustainable Revenue

Hyper-growth feels thrilling - until it breaks your GTM engine. In this episode, Patrick MacKelvie reveals how Remote rebuilt its go-to-market strategy and sales enablement foundations to transform chaos into sustainable revenue. Expect a masterclass in modern GTM, strategic selling, and international expansion. Harry Kendlbacher sits down with Patrick MacKelvie, VP of Sales Global New Business at Remote, to unpack what really happens when explosive growth outpaces process, people, and operational infrastructure. They explore GTM strategy, the shift from transactional to strategic selling, the role of sales curiosity, and why enablement becomes a non-negotiable for scale. 🔗 Explore more insights: www.globalperformancegroup.com You’ll learn: – How Remote managed global employment hyper-growth – What breaks first in a GTM motion (and how to fix it) – Why sales enablement is the backbone of sustainable revenue – How to balance transactional volume with enterprise strategy – What elite sellers do differently today ⏱ Timestamps 00:00 – When hyper-growth breaks your GTM engine (global employment context) 02:05 – Patrick’s role at Remote & international expansion strategy 04:32 – Why inbound momentum stops scaling + the shift to strategic selling 07:40 – Redefining GTM strategy when ICPs don’t work anymore 10:55 – The hidden operational dependencies behind sustainable revenue 15:22 – Sales enablement, sales curiosity & building a strategic sales culture 💡 Key Takeaways - Hyper-growth creates invisible GTM debt - and fixing it requires process, clarity, and courage. - Strategic selling demands a different skillset, mindset, and qualification rigor than transactional motions. - Sustainable revenue only emerges when sales, product, legal, finance, and operations move in sync. - Sales enablement becomes a growth multiplier, not a “nice-to-have,” when entering enterprise markets. - The top traits of elite sellers today: intelligence, motivation, and curiosity - especially in remote environments. 👤 About the Guest Patrick MacKelvie is the VP of Sales, Global New Business at Remote, leading a 150-person global sales organization across the Americas, EMEA, and APAC. Known for scaling teams during explosive global employment growth, he specializes in GTM strategy, strategic selling, and building the operational backbone required for sustainable revenue. Connect with Patrick on LinkedIn: https://www.linkedin.com/in/patmack/ If this episode sparked new thinking, share it with your team. 🎧 Subscribe for weekly insights on modern selling, leadership, and GTM strategy. 🔗 Discover more at www.globalperformancegroup.com

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