About our Managing Principal
Josh Ellars
Managing Principal, Fossa Labs · Founder, GTMx
Josh Ellars has spent 18 years at the center of go-to-market for companies selling into government. The public sector is entering the Intelligent Age, and the companies that win the next decade won't look like the last decade's winners. Josh builds the operating model that lets a smaller, sharper team operate that way: mission-fluent, AI-enabled, and trust-driven.
Outcome-driven work:
CRO, Esper
Added 30%+ of total company revenue
107% of new business target, 45%+ YoY growth. Won the largest contract and collected the largest single invoice in company history. Helped the company reach profitability.
Head of GTM, OpenGov
7x average deal size, 3x ARR
Led GTM strategy, marketing, communications, GTM enablement, proposals, and other strategic functions for OpenGov. OpenGov was later acquired by Cox Enterprises for $1.8B.
Head of Government Sales (SLG), Qualtrics
3x growth
Launched the state and local business from zero, built the team to 11. Qualtrics was later acquired by SAP for $8B.
Director, U.S. Government and Education, Metalogix
4x growth
Stood up a new federal and SLED unit. Metalogix was acquired by Quest Software at a strong multiple.
Today
Managing Principal, Fossa Labs
Building, investing in, and deploying the products advancing how government works and how the companies serving it win: GovGTM, Stativ, GovWire, and more.
Founder, GTMx
Helping brands become the ones AI recommends, because buyers now ask AI before they ask you.
How we can help
Founder & CEO Advisor
For technical founders new to government, commercial leaders inheriting a public sector business they didn’t build, or leaders looking to scale in the public sector market.
Fractional or Interim CRO
Owning sales, marketing, and revops as one P&L. Uniquely positioned to integrate and align these functions into a unified engine to grow the company.
Board of Directors & Advisors
An operator’s presence in board meetings and other strategic conversations.
Investor & Diligence Support
GTM diligence, value creation plans, and an honest call on whether a pipeline is funded demand or wishful thinking.
Executive Team Architecture
Recruiting and structuring public sector GTM leadership against the motion the company actually runs.
About GovGTM
The go-to-market platform built for the public sector
GovGTM is the intelligence, advisory, and community platform purpose-built for government technology and government contracting go-to-market professionals. We help companies that sell to federal, state, and local governments grow faster, win more contracts, and build stronger public sector pipelines.
Our platform includes win-loss reviews, advisory retainers, the GovGTM Exchange directory of best-in-class tools and partners, a dedicated jobs board, and a selective Studio program for GovTech companies that want a true GTM partner. We exist to fuel growth and innovation in the public sector by equipping government GTM teams with the intelligence, expert guidance, and partner ecosystem they need to compete and win.
We are practitioners who have lived the challenges of government sales and marketing, and we build for the professionals who face those challenges every day. Better go-to-market execution in the public sector leads to better government outcomes, and we take that responsibility seriously.