How Military Discipline and LinkedIn Strategy Turned Gal Aga Into One of Tech's Most Trusted Sales Voices
Learn How Founders Build Their Brand, Content Strategy and Create Viral Moments.
Introduction
In 2021, just as the startup world was cooling down, Gal Aga made a bold move. While others were laying off teams and cutting budgets from the impact of COVID, he co-founded Aligned with a clear mission: transform how B2B companies sell.
Fast forward to today, and his company powers sales teams at Intel, Deel, HubSpot, and Similarweb, helping them cut sales cycles by 30% and boost win rates by 15%.
But here's what makes Gal's story fascinating - he's built this growth almost entirely through LinkedIn. With 52,000+ followers and consistently high-engaging posts, he's turned the platform into his company's primary growth engine, driving 65% of their pipeline.
And what’s the foundation of this success?
His military background.
Born and raised in Tel Aviv, Gal joined the Israeli military at 18, where he led units and learned the power of systems and processes. This wasn't just about following orders - it was about building repeatable frameworks that could scale.
This military-inspired mindset shaped how Gal approaches LinkedIn and sales - it's all about systematic execution and clear processes.
His journey to founding Aligned wasn't a straight shot. He started in telemarketing, grinding through VOIP solution sales at Orange. Then came roles at Nanorep (acquired by LogMeIn), Sisense, and Syte, where he built and scaled sales organizations four times from scratch. Each position taught him something crucial about what makes top performers successful.
The breakthrough came from a simple observation: a deal that closed in under 90 days due to exceptional buyer experience. This insight led Gal and his co-founders, Gal Deitsch and Yotam Sela, to build Aligned - a platform that moves the chaotic email-links-files back-and-forth into a single branded workspace for buyers.
Today, Aligned's growth tells its own story:
- Helping 30,000+ reps.
- 500% ARR growth in 2023.
- Backed by Hetz Ventures and NFX.
- Named Leader in Digital Sales Room by G2.
- Best Value and Ease of Use awards from Capterra.
But what sets Gal apart isn't just his company's success - it's how he's achieved it. While most founders hide behind corporate messaging, Gal shares raw insights about sales leadership, team building, and growth challenges. His posts consistently break down complex sales concepts into actionable frameworks, earning him recognition from industry leaders and a spot on the Forbes Technology Council.
In today's newsletter, I'm breaking down:
- How Gal leverages his military experience in business.
- The content strategy driving his LinkedIn success.
- His approach to building and scaling sales teams.
- The frameworks behind his top-performing posts.
- Why his systematic approach to growth works.
From leading military units to building a SaaS company that's transforming B2B sales, Gal's story shows what's possible when discipline meets strategy.
Let's dig into how he does it...
The Founder Story
Born and raised in Tel Aviv, Gal Aga's journey to becoming one of tech's most influential voices started with a mandatory decision that would shape his entire approach to business - joining the Israeli military at 18.
Like every young Israeli, military service wasn't a choice. But how this experience would transform his future? That was entirely up to him.
Leading units in the military, Gal discovered something crucial - the power of systems and processes.
While others saw military service as just a requirement, he saw it as training in scalable leadership. Every operation, every mission, every training exercise taught him ONE lesson: success at scale demands repeatable systems.
As Shawn Rhodes, the author of Bulletproof Selling puts it in an interview with Gal… "When you're in sales or business, you're on a battlefield. Not with your prospects, but with everything else competing for their attention." Every other priority, every other meeting, every other urgent task. This was the foundation of his approach to sales and company building.
The military shaped his leadership style in 3 crucial ways:
1. Process over chaos
In the military, you can't rely on talent alone. You need systems that work regardless of who's executing them. This later translated into how Gal built sales organizations - creating frameworks that could scale beyond any individual's capabilities.
2. Practice makes permanent
The military doesn't just train - they practice until processes become second nature. This philosophy would later influence how Gal approaches sales training and team development.
3. Team alignment over individual brilliance
Military success depends on units working in perfect coordination. This lesson would become crucial as Gal built teams across multiple companies.
But perhaps the most valuable lesson came from understanding how systems get people up to speed faster than letting them learn everything through trial and error. This insight would later become crucial in his approach to sales leadership and eventually, in building Aligned.
After 3 years of military service, Gal jumped straight into sales. Not because it was the obvious choice - but because he saw similarities between military operations and sales campaigns. Both required strategy, execution, and most importantly, repeatable systems for success.
Starting in telemarketing, Gal learned the fundamentals of sales the hard way. At Orange, selling VOIP solutions, he discovered something crucial - sales isn't about pushing products. It's about understanding problems and building trust. This insight would shape his entire career.
He hopped from one company to another scaling his position from Sales Executive to Director of Sales at Orange, Buzzilla, Nanorep, Sisence, and Syte.
Each role taught him something different about building and scaling sales organizations. At Sisense, he learned how to position complex products in competitive markets. At Syte, he mastered enterprise sales, helping drive the company into the top 2% of SaaS startup growth metrics.
But here's what makes Gal's journey different - he didn't just climb the ladder. He rebuilt the ladder four times from scratch, creating and scaling sales organizations at different companies. Each time, he refined his process, learning what works, what doesn't, and most importantly, what scales.
The idea for Aligned didn't come from a whiteboard session or a market analysis. It came from a real observation that would change everything - watching a deal close in under 90 days because of an exceptional buyer experience.
This was a revelation for Gal. While everyone in B2B sales was focused on seller actions, Gal and his future co-founders saw something different - the key to faster sales wasn't pushing harder. It was making it easier for buyers to buy.
Together with Gal Deitsch (CPO) and Yotam Sela (CTO), they started building what would become Aligned. Their mission wasn't just to create another sales tool. They wanted to transform how B2B companies sell by moving the chaotic email-links-files back-and-forth into a single branded workspace for buyers.
The timing wasn't perfect. They launched right before the "year of unicorns" ended when the market was turning cold and investors were becoming cautious. But here's where Gal's military background kicked in - when conditions aren't ideal, you don't wait for perfect. You adapt and execute.
Starting a company during a market downturn requires something different. While other startups were burning through venture capital trying to buy growth, Gal and his co-founders took a more strategic approach. They started with just 5 team members, focusing on building the right product for the right problem.
The early days of Aligned weren't about chasing growth at all costs. Drawing from his military training, Gal focused on establishing strong foundations first. By January 2023, they had their first office in Tel Aviv. But the real growth story was happening online.
This is where Gal made a move that would transform Aligned's trajectory - he turned LinkedIn into their primary growth engine. Not through sponsored posts or aggressive marketing. Instead, he shared real insights about sales, leadership, and growth challenges.
The results are astounding:
- 65% of their pipeline now comes directly from LinkedIn
- Each post generates 100-150 qualified inbound leads
- Content reaches 1.5M viewers weekly
But here's what makes this growth different - it's not just about numbers. Gal built a system for turning LinkedIn visibility into actual business results. Not just chasing viral moments, he focuses on sharing actionable insights that help sales leaders solve real problems.
2023 became Aligned's breakthrough year. The team grew from 5 to 15 people. They crossed 5,000 users. Dozens of paying customers came on board. Most importantly, they achieved what many startups only dream of - 500% ARR growth in a down market.
Recognition followed…
G2 named them a Leader in Digital Sales Room. Capterra awarded them both Best Value and Best Ease of Use in the Digital Sales Room category. But the real validation came from customers - companies like Deel, Intel, HubSpot, and Similarweb started using Aligned to transform their sales processes.
By September 2023, the results spoke for themselves:
- 15% increase in win rates
- 30% reduction in sales cycles
- 30,000+ sales reps using the platform
- Recognition from major industry platforms
What sets Gal's approach apart isn't just his company's success - it's how he achieved it. Gal shares the real story of building a company, not hiding behind corporate messaging. His posts break down complex sales concepts into actionable frameworks, earning him not just followers, but trust.
Even LinkedIn's CEO, Ryan Roslansky, took notice, publicly highlighting Gal's success story. This wasn't just another founder getting attention - it was validation of a completely different approach to B2B growth.
But Gal understood something crucial - LinkedIn isn't just a posting platform. It's a multi-channel growth engine driving:
- Direct pipeline generation
- Partnership opportunities
- Talent acquisition
- Branding
- Community building
Gal's success on LinkedIn underscores a fundamental truth about modern B2B sales - people trust people, not logos. His authentic, consistent presence builds the kind of trust that corporate brands can't replicate.
Faceless brands can only go so far. You need real people to truly connect and build trust. This philosophy extends beyond just posting content. It's about building genuine relationships at scale.
But LinkedIn is just the beginning. Gal sees something bigger - the power of community in B2B growth. He's building Aligned not just as a software company, but as the center of a movement to transform how B2B companies sell.
This community-first approach is already showing results. Sales leaders don't just use Aligned's platform - they share their successes, teach others, and help evolve the product. It's a virtuous cycle where customer success stories fuel growth, and growth triggers more success stories.
Gal's journey from military service to SaaS founder offers crucial lessons for today's business leaders:
- Systems beat talent: Build processes that can scale beyond individual capabilities.
- Community drives growth: Real relationships matter more than viral moments.
- Trust comes from authenticity: Share real experiences, not just successes.
- LinkedIn is more than social: It's a complete growth engine when used strategically.
- Success leaves clues: Study what works and build repeatable systems.
Gal's story proves something powerful about the future of B2B growth - it's not about choosing between different channels. It's about integrating LinkedIn, community, and product into a cohesive growth engine.
Gal’s LinkedIn Content Strategy
Want to know what turns a sales leader into LinkedIn's most trusted voice?
Let's break down exactly how Gal Aga does it.
No fancy tactics.
No growth hacks.
Just a systematic approach to sharing valuable insights that actually help people sell better.
# 1
Experience-Based Storytelling
Most people on LinkedIn just post generic advice… not Gal. He shares real stories from his revenue leadership roles. Every post starts with context - where he was, what he was doing, and what he learned. This isn't just storytelling. It's proof that his insights come from actual experience.
Check this out…
"When I was VP Sales, my top AE hit 200% of quota 2-years straight as we went from $1-10M ARR..."
(1,735 reactions, 111 comments, 32 reposts)
- Specific context that proves credibility
- Real situations others can relate to
- Clear lessons drawn from experience
# 2
Numbered Framework Strategy
Here's something interesting - Gal doesn't just share insights. He packages them into clear, actionable frameworks and catches attention with the tactical use of numbers. Numbers pop when used in hooks and rehooks…they just stand out from the rest of the text.
Here’s the best part… breaking the entire text into numbered segments helps readers pick chunks, one at a time.
Look at these examples:
"I'm turning 40 next month. I've been in sales for 17 years and managed 100s of AEs. Here are the top 10 things I wish I'd known when starting out..."
(1,100 reactions, 138 comments, 31 reposts)
"B2B buyers don't want to talk to salespeople. Gartner shows this trend is getting worse. We built our entire GTM strategy to solve...."
(1,380 reactions, 207 comments, 54 reposts)
The frameworks work because they:
- Break down complex topics into digestible steps
- Start with a clear problem statement
- End with actionable takeaways
# 3
Counter-Intuitive Hooks
This is where Gal's content really stands out. Instead of repeating common sales wisdom, he challenges it. But here's the key - he doesn't just contradict popular beliefs. He explains why they're wrong based on real experience.
"I took over 100 sales demos as a B2B buyer. I only remember one. Here are 6 ways the AE set herself apart (and why most demos end in chase mode):"
(1,515 reactions, 97 comments, 37 reposts)
"Getting ghosted has the most simple cure.
I feel like most sellers are missing the point by trying to sharpen their sales skills."
(43 reactions, 13 comments, 3 reposts)
This approach works because:
- It stops the scroll with unexpected statements
- Backs claims with real experience
- Offers better alternatives to common practices
# 4
Customer Success Spotlights
Most founders use case studies to sell. Gal uses them to teach. When he shares customer wins, he breaks down exactly what worked and why. This isn't just celebration - it's education through real examples.
"Last month Mike Gallardo (Sales Director at Deel) posted that an AE on his team closed an SMB deal for $1M in under 3 months 🤯 They’re an Aligned customer, so I had to interview her. Here’s a full breakdown of how she did it:"
(1,151 reactions, 1,796 comments, 18 reposts)
The spotlight strategy works because it:
- Shows real results from real companies
- Breaks down the exact steps taken
- Makes success feel achievable
# 5
Data-Driven Insights
Gal doesn't just share opinions - he shares data. Whether it's metrics from his own company or insights from analyzing thousands of sales interactions, every major claim comes with numbers to back it up.
"Last week Aligned’s LinkedIn page went viral (700K views) with this video by Will Aitken. Our social metrics are 10X our top competitors. It’s how we drive 65% of our leads. Here’s a full breakdown of our strategy and top learnings:"
(2,165 reactions, 170 comments, 69 reposts)
This approach stands out because:
- It turns opinions into facts
- Shows clear cause and effect
- Makes abstract concepts concrete
# 6
Content Pillars
Looking at Gal's most engaging posts, six clear themes emerge. These aren't random topics - they're carefully chosen areas where his experience intersects with his audience's needs:
1. Enterprise Sales Strategy
He breaks down complex topics like deal cycles, stakeholder management, and enterprise readiness.
His posts often challenge common enterprise sales myths, like the idea that higher ACV automatically means better business. Instead, he emphasizes the importance of operational readiness, team structure, and proper qualification before moving upmarket.
2. Sales Team Leadership
Drawing from his experience managing hundreds of AEs and building four sales organizations from scratch, Gal shares detailed insights about team building and management.
He focuses heavily on practical leadership challenges - from hiring decisions to performance management. What makes his leadership content unique is its focus on systems over individual talent.
He regularly shares real scenarios from his time as VP of Sales and Director roles, making the advice tangible and actionable.
3. B2B Buying Process
This focuses on modernizing how B2B companies sell. Gal consistently highlights the changing dynamics of B2B buying, backed by research from firms like Gartner. He emphasizes reducing friction in the buying process, making it easier for prospects to evaluate and purchase.
His content here often draws direct parallels between consumer buying experiences and B2B transactions, pushing companies to rethink traditional sales approaches.
4. Sales Process Optimization
This is all about systematic improvements to sales operations. He shares detailed breakdowns of process improvements that drive efficiency - from deal room organization to qualification frameworks.
He talks about the need to reduce complexity in sales processes, often sharing before-and-after scenarios from his experience and Aligned's customers. Complex doesn’t mean better.
His content here frequently challenges traditional sales processes, offering data-backed alternatives that better match modern buying behaviors.
Each pillar reinforces Gal's core message: success in modern B2B sales comes from making it easier for buyers to buy, not pushing sellers to sell harder.
Gal’s Most Viral Moments
"I've been in sales for 17 years and managed 100s of AEs. This profession is so full of bad advice and it took me ages to find my mentors. Here are 9 things I wish someone had told me years ago..."
(6,116 reactions, 427 comments, 259 reposts)
- Opens with clear credibility marker (17 years experience)
- Acknowledges a common pain point (bad advice in sales)
- Promises specific, actionable insights (9 things)
- Creates empathy by admitting personal struggle
- Uses numbered framework for easy consumption
- Positions as mentor-like advice rather than preaching
"When I was VP Sales, one of my top AEs closed a $440K outbound deal in just under 90 days."
(3,562 reactions, 205 comments, 98 reposts)
- Shares specific experience from leadership role
- Sets up expectation of valuable insider insight
- Creates curiosity about what happened next
- Uses clear, direct opening without fluff
- Starts with high-authority position
"You are probably not ready for Enterprise Sales. I've led teams closing $1M deals but also seen CEOs fire half their teams after their enterprise push failed…"
(2,883 reactions, 205 comments, 60 reposts)
- Addresses a critical business decision
- Saves companies from costly mistakes
- Shows both success and failure scenarios
- Backs bold statement with real experience
- Counter-intuitive opening challenges readers
- Demonstrates deep expertise in enterprise sales
"Over the last 6 months, I spent 20 hours interviewing the best AEs in SaaS (at companies like Gong and Demandbase). Here’s the counterintuitive way they’re all winning deals right now:
They don’t ‘Sell’."
(2,723 reactions, 3,296 comments, 48 reposts)
- Practical, tested information
- Suggests fresh, current insights
- References recent, relevant time period
- Actively engaged comment section with strong discussion
"When I was a Sales Director at a $100M ARR company, we had an AE close 147% of quota in Q1. Here's what they did differently..."
(2,264 reactions, 156 comments, 64 reposts)
- Establishes immediate credibility
- Provides specific context ($100M ARR)
- Promises insights from successful company
- Creates aspiration for growth-stage companies
- Offers peek behind curtain of larger organization
Wrap Up
Looking at Gal's LinkedIn success, three things become clear:
- People trust people, not logos
- LinkedIn is a multi-channel growth engine
- Community is the ultimate fuel for any business
Now, here's what you should focus on:
- Start posting on LinkedIn
- Share real stories, not just advice
- Build in public, including the hard parts
Until next Wednesday,
Keep growing.
Learn How Founders Build Their Brand, Content Strategy and Create Viral Moments
Each week, I breakdown a founder brand, their journey and how you can weave their strategies into yours.
About the author
I'm ANDREW MCGUIRE
SaaS Pipeline Strategy Consultant
I'm helping SaaS Founders build their founder brands and create a pipeline strategy that actually works—by applying what I've learned doing this at SaaS companies for the past 15+ years.
Now, I'm living in Bend, Oregon where I take advantage of all the outdoor adventures.
If you can't find me, I'm probably doing an X3Bar workout, sweating in a sauna or freezing in a cold plunge.
Now I'm on a mission to help you understand pipeline strategy tactics and how founders build their brands on LinkedIn.
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