Austin Hughes, the co-founder and CEO of Unify, discusses how the company achieved a 39x revenue growth in under two years by employing founder-led sales and innovative outbound strategies. Initially engaging customers through a mix of personal networks, investor introductions, and conferences while in stealth mode, Unify shifted to a more aggressive sales approach upon exiting stealth. The company reached a point where the sales process felt repeatable, prompting Hughes to hire their first dedicated sales representative and refocus on generating pipeline and handling larger deals. For early GTM hires, Unify sought individuals excited about the startup journey, valuing traits such as high energy, perseverance, and experience with mid-market and enterprise deals. Hughes underscores the importance of treating GTM like product development, emphasizing constant iteration and refinement to quickly demonstrate value to customers. A notable outbound campaign, the "Unify Happy Meal," highlighted the effectiveness of creative marketing efforts, demonstrating the power of word-of-mouth for early-stage startups.