Bluebird Community

Where Australia’s best SaaS and AI GTM leaders get better, together.

Two ways in. Monthly breakfast workshops open to every GTM leader, and invite-only peer groups for senior sales and customer success leaders.

Open to all

Workshops

Thursday breakfasts, 8:00 to 10:00am, from February 2027. Sydney monthly, Melbourne and Brisbane every other month.

View the calendar Invite only

Peer groups

The same 6 to 8 leaders over a Thursday lunch, every six weeks from 11 February 2027. One agenda topic per session.

See the agenda

01Workshops

One problem. One expert. One breakfast a month.

Each workshop takes a GTM problem leaders are wrestling with right now. A subject-matter expert sets it up, then the room works on it together over breakfast.

  1. 8:00amBreakfastArrive and meet 25+ GTM leaders
  2. 8:20amExpert30 minutes on the month’s problem
  3. 8:50amBreakoutsWork it through in groups of 4 to 5
  4. 9:40amTakeawaysEveryone leaves with 2 to 3 actions

Upcoming workshops

February 2027

  • Thu18Feb
    Sydney
    Integrating AI tools into your sales team

    Thursday, 8:00 to 10:00am · Breakfast · $25 to Bear Cottage

  • Thu25Feb
    Melbourne
    Hiring your founding account executive

    Thursday, 8:00 to 10:00am · Breakfast · $25 to Bear Cottage

March 2027

  • Thu11Mar
    Brisbane
    Integrating AI tools into your sales team

    Thursday, 8:00 to 10:00am · Breakfast · $25 to Bear Cottage

  • Thu18Mar
    Sydney
    Building your founding team’s compensation plan

    Thursday, 8:00 to 10:00am · Breakfast · $25 to Bear Cottage

April 2027

  • Thu15Apr
    Sydney
    Setting quotas when global HQ sets the number

    Thursday, 8:00 to 10:00am · Breakfast · $25 to Bear Cottage

  • Thu22Apr
    Melbourne
    KPIs that drive a post-sale function

    Thursday, 8:00 to 10:00am · Breakfast · $25 to Bear Cottage

May 2027

  • Thu20May
    Sydney
    KPIs that drive a post-sale function

    Thursday, 8:00 to 10:00am · Breakfast · $25 to Bear Cottage

  • Thu27May
    Brisbane
    Hiring your founding account executive

    Thursday, 8:00 to 10:00am · Breakfast · $25 to Bear Cottage

June 2027

  • Thu10Jun
    Sydney
    Building a channel partner programme that sells

    Thursday, 8:00 to 10:00am · Breakfast · $25 to Bear Cottage

  • Thu24Jun
    Melbourne
    Building your founding team’s compensation plan

    Thursday, 8:00 to 10:00am · Breakfast · $25 to Bear Cottage

July 2027

  • Thu15Jul
    Sydney
    Changing territories without losing your best reps

    Thursday, 8:00 to 10:00am · Breakfast · $25 to Bear Cottage

  • Thu22Jul
    Brisbane
    Pricing renewals without the price shock

    Thursday, 8:00 to 10:00am · Breakfast · $25 to Bear Cottage

All workshops run on Thursdays, 8:00 to 10:00am, starting February 2027. Venues are confirmed on registration.

Topics in rotation

  • Building your founding team’s compensation plan

    Base, OTE, splits and quota-to-OTE ratios that keep early reps motivated and the business solvent.

  • Hiring your founding account executive

    What to look for, how to interview for drive and coachability, and how to avoid a costly first hire.

  • KPIs that drive a post-sale function

    NRR, GRR, time to value and the incentives customer success teams can actually influence.

  • Integrating AI tools into your sales team

    Where AI saves reps hours, where it doesn’t, and how to spread the best local experiments.

  • Setting quotas when global HQ sets the number

    Running a realistic working quota under the board number, with accelerators that build momentum.

  • Building a channel partner programme that sells

    Picking 3 to 5 partners who add value, generous year-one margins and clean rules of engagement.

  • Pricing renewals without the price shock

    Step pricing, discount governance and a value story that makes renewal increases easy to defend.

  • Changing territories without losing your best reps

    Clear cutoffs, early communication and planning for attrition when you move to defined segments.

02Peer groups

Leading GTM gets lonely. The best leaders build a room around them.

Invite-only groups of 6 to 8 senior sales and customer success leaders. Five Thursday lunches from February 2027, one agenda topic each, and peers who have done the job. No vendors, no sales pitches.

Commitment fee$1,000per member, per cohort

100% of profits go to Bear Cottage, the only dedicated children’s hospice in NSW. Bluebird covers all associated costs, including lunch, venue hire and presenters.

  • 5 sessions
  • Lunch at each session
  • Notes and actions after every session
  • 100% of profits to Bear Cottage

The agenda

Five sessions. One topic each.

Every session is a Thursday lunch, 12:00 to 2:00pm, with lunch provided. It opens on the agenda topic, then members bring their own live problems to the table.

  1. Session 1Thu 11 Feb 2027

    Sales team performance

    Quotas, attainment, ramp and managing performance, including when HQ sets the number.

  2. Session 2Thu 25 Mar 2027

    Channel partner programmes

    Choosing the right partners, margin models and drawing a clean line between direct and channel.

  3. Session 3Thu 6 May 2027

    Partnering with your post-sale function

    Handoffs, time to value, renewals and shared revenue targets with customer success.

  4. Session 4Thu 17 Jun 2027

    Partnering with marketing

    Pipeline sources, attribution, and agreeing what marketing and sales each own.

  5. Session 5Thu 29 Jul 2027

    Executive stakeholder management

    Managing up to the board, global HQ and the C-suite, and focusing on what you can control.

Revenue and CS leaders from these teams are already in the room

“Every session gives me at least one practical takeaway for the business. It’s rare to hear what peers are actually facing day to day, and reassuring to know we’re all wrestling with the same challenges.”
Cale Bulgin, Head of Revenue, Weel

Why join

A room built for senior commercial leaders.

Why join

  • Elevate your skillsLearn from operators who have solved the problem you’re facing now.
  • Help yourself and your businessLeave every session with something you can use on Monday.
  • A room to brainstormTest ideas with peers who understand your role and have no agenda.
  • Stay at the forefrontEarly access and expert insight on new tech entering the market.

Who is in the room

  • VP Sales
  • CROs
  • Heads of Customer Success
  • GTM Leaders
  • Founders still leading the commercial function

Hosted by

  • James Bergl
    James BerglFounder and Managing Partner
  • Christopher Georgiades
    Christopher GeorgiadesCo-founder, Bluebird Community
  • Scott Nevison
    Scott NevisonCo-founder, Bluebird Community

What you take away

  • Honest discussion with other senior commercial leaders
  • Practical peer input on real business challenges
  • Fresh perspectives from operators outside your company
  • Accountability to follow through between sessions
  • Meeting notes and GTM recommendations issued after each session

Inside a session

Six steps from problem to action.

Every session, Thursday 12:00 to 2:00pm, lunch provided

  • 12:00 to 12:20pmArrival, lunch and informal conversation
  • 12:20 to 12:45pmWelcome, introductions and the session’s agenda topic
  • 12:45 to 1:00pmIndividual problem statements
  • 1:00 to 1:05pmTopic selection by group vote
  • 1:05 to 1:20pmGroup Q&A
  • 1:20 to 1:50pmPeer workshop and recommendations
  • 1:50 to 2:00pmActions captured and close

  1. Problem statement

    Prepared in advance. Each member brings a live commercial challenge, like ACV growth, pipeline coverage, hiring or conversion.

  2. Group selection

    The group votes on which topic to deep dive.

  3. Context and discovery

    The presenter shares context. The group asks clarifying questions about approach and constraints.

  4. Peer discussion

    The group works through solutions and trade-offs while the presenter steps back and listens.

  5. Action summary

    The top 3 to 4 actions are captured for the presenter to take back and implement.

  6. Follow-up

    Progress and outcomes are shared at the next session.

From the room

What leaders have been working through together.

A sample of themes from recent Revenue Leaders and CS Leaders sessions. Everything is shared under Chatham House Rules, so names and companies stay out.

Revenue leaders

Global HQ targets vs local reality

  • Almost every leader in one session was being handed US-set quotas, comp and targets for an earlier-stage ANZ business.
  • The room’s benchmark: a quota-to-OTE multiple of roughly 2.5 to 3x for an early-stage team. Several were being asked to run 5 to 8x.
  • One approach shared: keep the board number, run a leaner working quota underneath it, and add an accelerator once reps hit 70%.
Revenue leaders

AI adoption is a distribution problem

  • Every business in the room had reps experimenting with AI. The gap was that good ideas stayed local.
  • In one team, a rep built a pre-screening tool in 20 minutes that outperformed the existing process, and nobody outside the region knew it existed.
  • The prescription: decentralise the building, centralise the sharing, with a shared library of tools and a regular forum to surface the best ones.
Revenue leaders

Territory changes: black and white beats grey

  • Three leaders who had run territory restructures gave the same advice: grey areas and negotiated exceptions made things worse.
  • Set a clear date, communicate early, and use a hard fiscal year-end cutoff. Unclosed deals move with the territory, not the rep.
  • Expect some attrition when moving from generalists to defined segments, and plan for it.
Revenue leaders

Hiring for drive, not just industry experience

  • An available candidate market isn’t the same as a good one. Top performers rarely stay on the market long.
  • For SMB and mid-market roles, the group weighted drive, coachability and fit above exact industry experience.
  • Simple 1/3/5 scoring rubrics against named competencies help take gut feel out of the decision.
Revenue leaders

Building a channel that actually sells

  • A goal of signing 1,000 partners got pushed back from every direction. For a consultative sale, 3 to 5 embedded partners beat a wide network.
  • Be generous in year one so partner reps have a reason to champion the product.
  • Draw a clean line between direct and channel accounts. Grey areas destroy partner trust fast.
Revenue leaders

Selling through a market-wide holding pattern

  • One leader faced buyers delaying decisions until a regulatory change landed.
  • The group’s thinking: treat qualified pipeline as the interim measure, and make a clear public offer for anyone who commits now.
  • Model the short-term margin give-up as customer acquisition, since switching costs rise once customers are onboarded.
CS leaders

Incentives CSMs can actually influence

  • Agree the top-level metric with the board first (NRR, GRR, expansion or retained revenue), then cascade it.
  • Use different plans for different motions: growth CSMs on expansion, enterprise CSMs on renewals, onboarding on implementation outcomes.
  • Exclude purely organic growth, and keep payouts simple with a short grace period when accounts move.
CS leaders

Renewals without the price shock

  • Using the new-business calculator at renewal was turning every renewal into a negotiation after two or three years of customer growth.
  • Recommendations: a renewal-specific cap or step pricing above a set threshold, and a pricing story split into growth, value added and CPI.
  • Baseline value from onboarding onward so the increase is easy to defend.
CS leaders

Closing the gap from signature to value

  • Repeat discovery and unclear data ownership were stretching an 8 to 12 week implementation to as long as six months.
  • The fix: one shared implementation plan listing every dependency, owner and milestone date, with data owners in the kickoff.
  • Track planned versus actual weekly, and tie paid implementation to milestones with an expiry date.

What we expect of you

The power of a peer group is its members.

4 of 5

Attendance. We know GTM leaders have families, sick kids and travel plans. We ask for the intention of attending at least four of the five sessions.

  • ConfidentialityWhat is said in the room stays in the room, under Chatham House Rules.
  • PracticalityThe focus is on solving real problems, not theory for theory’s sake.
  • RespectChallenge ideas openly, and always respect the people in the room.
  • PresenceNo distractions in the core session. Phones out of sight and silent.
  • ContributionEveryone brings insight, challenge and support to the group.

Where we meet

New cohorts start February 2027.

Peer group expression of interest

Places are limited to keep every room relevant.

Cohorts start Thursday 11 February 2027, 12:00 to 2:00pm, with lunch provided. 100% of profits from the $1,000 commitment fee go to Bear Cottage, and Bluebird covers lunch, venue hire and presenters. Tell us a little about you and which city suits, and James or the team will be in touch within two business days.

Looking for workshops? Register for a date in the calendar.

Prefer email? james@bluebirdrecruitment.com

A few quick details. Takes about 60 seconds.

City

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