The GTM Engineer Podcast

In today's episode, I chat with Robert Li, director of AI at Australia GTM, about what happens to GTM engineering once agent swarms start doing the work tools used to do. Robert breaks down how Australia GTM takes founder-led, scrappy startups from GTM strategy through to GTM and AI engineering, often working with VC-backed companies out of the Vesta community.  He walks through a client project b...

In today's episode, I chat with Nicolas Goehler, who leads GTM and ops at MPM Labs, about breaking out of email and LinkedIn entirely and building outreach around Telegram for the web3 and blockchain space.  We get into why MPM Labs focuses on connecting crypto-native startups (prediction markets, perp DEXs, trading platforms) with the right users and partners, and why Telegram now outperforms Lin...

In today's episode, I chat with CheeTung Leong, founder at The GTM Architects, about helping mid-size B2B software and services companies build genuinely AI-native go-to-market systems—not just bolting AI onto the same old ZoomInfo and Outreach pipeline.  The campaigns he walks through are real problem-solving exercises: finding car washes and narrowing a massive TAM down by digging into public re...

In today's episode, I chat with Brian Attarbashi, founder at AI Bees and AI Ark, about what it actually takes to run a 50-person outbound agency across 17 countries while simultaneously building a data tool designed to fix the exact problems you keep running into as an agency.  AI Bees delivers what Brian calls "meet me leads"—qualified replies handed to an AI that takes the conversation from inte...

In today's episode, I chat with Sashank, GTM engineer at Interact, about what it looks like to run 15 simultaneous demand-generation engines for a category-creation product—where the job isn't capturing existing demand but making people care about a problem they don't yet know they have.  The standout campaign is a segmentation approach that buckets prospects by how urgently the product solves the...

In today's episode, I chat with Maitri Gandhi, product marketer at Hoshizaki America, about what GTM looks like in one of the most traditional B2B industries out there—commercial ice machines and refrigeration.  Hoshizaki sells through a layered channel model spanning dealers, distributors, end users, and consultants, each with completely different priorities, which means Maitri is managing multip...

In today's episode, I chat with Tom Dingwall, AI Growth Manager at Passionfruit, about why the future of GTM engineering is human connection enabled by AI — not AI replacing humans.  Passionfruit is a freelance marketplace helping companies flexibly resource their teams, with an AI tool (PIP AI) built on top to help marketers free up time from repetitive work and focus on real relationships. Tom's...

In today's episode, I chat with Mohamed Hamdi, GTM Engineer at ISkala Business Solutions, about how clean data and strong offer framing can drive thousands of qualified leads — including 7,000+ interested signups for a single US client.  ISkala builds continuous outbound systems for B2B companies across the MENA region (and select US/UK clients) in SaaS, services, and agency models. Mohamed walks...

In today's episode, I chat with David, founder at Nerdy Joe, about running a sales development agency that blends old school deal-making with engineering—cold calling, door knocking, Clay tables, and workflow automations all under one roof, with a team based in Serbia and a client concentration in B2B manufacturing and business brokerage.  The campaigns he's most proud of aren't the flashiest: a l...

In today's episode, I chat with Gunveen, founder at Growzle, about building an offshore marketing team for bootstrapped London startups who need agency-quality GTM work at half the cost—and helping Indian startups expand into the US, UK, and Europe.  The campaign story is a great one: a client handed over a list of 4,000 UK companies and said "go get us calls." Gunveen's team filtered it down to 9...

In today's episode, I chat with Nick, founder at Revo GTM, about what cold email looks like when you're sending 20 million emails a month and targeting 100 million by end of year. At that scale, the thinking flips entirely—instead of taking a client and figuring out how to scale them, Nick starts from the infrastructure and asks which markets are actually worth pointing it at.  The answer has been...

In today's episode, I chat with Carly, GTM engineer at Mako Professionals, about building outbound systems for recruitment agencies—first for Evolution Group in the Netherlands placing financial staff, now for Mako Professionals in the US sourcing SAP and Oracle architects.  The standout workflow is a Clay-based candidate scoring table that scrapes job posts and candidate profiles, runs an AI matc...

In today's episode, I chat with Omar, GTM engineer at Saltfish, an early-stage SaaS company in Sweden building interactive demos for other SaaS products. Omar joined as their first GTM hire with a mandate to take them from selling only in Sweden to conquering Europe, the US, and the MENA region—owning the full process from ICP definition to booked meetings.  The campaign he walks through is a grea...

In today's episode, I chat with Nelson and Juan from Tennis One, a tennis coaching academy in Auckland, New Zealand, that's building itself into a lifestyle brand rather than just a service.  The GTM story here is unlike anything else on the show: Juan runs an influencer outreach operation entirely on Instagram DMs, targeting micro to macro influencers between 5K and 50K followers whose content na...

In today's episode, I chat with Enzo Carasso, founder at C17 Lab, about why he's actively steering away from B2B SaaS clients and going deep on professional services, manufacturers, and logistics—industries that represent 80% of US GDP but get ignored by most outbound agencies chasing the same SaaS slice.  The campaign story is one of the best on the show: a client getting 500 leads a month but co...

In today's episode, I chat with James, founder at Litehouse, about why offer, volume, and deliverability are still the three pillars that actually move the needle—and why most of the fancy workflows people post about on LinkedIn are more performance than necessity.  The standout campaign is a competitor-ranking angle for a local SEO client: find what keyword the prospect wants to rank for, scrape...

In today's episode, I chat with Swagatam, GTM engineer at oneaway, about collapsing 12 Clay tables into one and routing leads into 12 campaigns from a single source of truth—a restructure that produced 223 interested replies at a 7.12% interest rate in 30 days for a major data provider client.  The campaign had five angles: showing US founders that the tool already had their colleagues' phone numb...

In today's episode, I chat with Tiffany, founder at RevEnvy, about why leading with content before outreach changes the entire dynamic of that first sales call—instead of fighting for credibility from zero, the prospect already knows you, trusts you, and has been getting value from you before you ever asked for their time.  RevEnvy runs LinkedIn outreach, email, and SDR calling like most lead gen...

In today's episode, I chat with Marc, GTM Director for LATAM at Eleven Labs, about what it actually takes to open a brand new region for a company that already has strong penetration in the US and Europe—building a hub in Mexico City, covering the entire Latin American market except Brazil, and going after enterprise tech and consumer companies that can use Eleven Labs' voice AI to automate custom...

In today's episode, I chat with Leo, founder at Ascend AI, about building AI automation infrastructure with ROI as the actual design constraint—not just shipping chatbots and email sequences, but end-to-end workflows that automate judgment, not just tasks.  He walks through two campaigns in detail: a B2B SaaS client selling to VP Engineering at mid-market tech companies, where the team built a Cla...

In today's episode, I chat with Michael, founder at DFY Meetings, about why channel selection is the diagnosis most cold email agencies skip entirely—and why he regularly talks clients out of cold email and into direct mail or Upwork depending on how competitive their category actually is.  His framework is straightforward: the more crowded the outreach landscape for a given offer, the more unique...

In today's episode, I chat with Helena, GTM engineer at Asksuite, a global hotel tech company bringing AI-driven automations to hotels worldwide.  Helena works on the inside—revenue operations, data systems, Power BI dashboards, and the automations that connect all the tools together—rather than on the client-facing side, which makes for a genuinely different perspective on what GTM engineering lo...

In today's episode, I chat with Danilo, founder at Viralnetix, about why he's deliberately steering away from the oversaturated B2B SaaS and IT services space and into niches most agencies won't touch—insurtech, CPG brands, and others where two-plus years of domain experience becomes the actual differentiator rather than just another Clay workflow.  He walks through two campaigns in detail: an ins...

In today's episode, I chat with Sarvar from CBREX, about building a talent OS that sits between enterprises with complex hiring needs and the specialized recruitment agencies best equipped to serve them—a marketplace model that took 7-8 years of face-to-face credibility building to get right, and one that only works because the team was disciplined enough to say no to agencies and clients who didn...

In today's episode, I chat with Soumya, founder at GTM Walnut, about engineering revenue pipelines through AI-powered GTM automations that span marketing, outbound, CRM, and content. Soumya works primarily with B2B SaaS and services companies from seed to Series C—companies that have found product-market fit and are now trying to scale.  She walks us through two very different campaign types: one...