Eric Gilpin is the President of Go-to-Market at G2, the world's largest software marketplace helping businesses make confident software buying decisions. He leads G2's unified go-to-market organization, aligning marketing, sales, customer success, partnerships, enablement, and revenue operations under one strategy. With more than 20 years of experience building and scaling technology businesses, Eric brings expertise in marketplace growth, customer-focused revenue strategy, and navigating changing buyer behavior in the age of AI.

Go-to-market leaders are navigating faster shifts in buyer behavior, technology, and competition while still being expected to deliver consistent revenue. That makes adaptability just as important as execution. How can GTM teams evolve without losing focus on what drives growth?

As a seasoned go-to-market and marketplace leader with more than two decades of B2B experience, Eric Gilpin believes the answer starts with prioritization, customer focus, and a willingness to keep learning. He recommends concentrating AI investments on the areas with the clearest business impact, rethinking demand generation around how buyers now discover software, and using real customer outcomes to stand out in a crowded SaaS market. Eric also emphasizes growing existing accounts, understanding customer unit economics, and creating more opportunities for meaningful customer conversations. For modern GTM leaders, sustainable revenue growth comes from adapting quickly while staying grounded in measurable customer value.

In this episode of the Revenue Engine Podcast, Alex Gluz chats with Eric Gilpin, President of Go-to-Market at G2, about modern go-to-market leadership. Eric explores AI-driven buyer behavior, balancing transformation with revenue goals, and using customer stories and results to stand out. He also discusses account growth, ROI-focused selling, and the renewed value of face-to-face customer engagement.