The GTM Engineer Podcast

In today's episode, I chat with Walter, Senior Partner at Silvergreen, about running a GTM and revenue operations advisory for post-seed and Series A companies in the "teenage phase"—past the little leagues but not yet in the big leagues—where small operational mistakes are costing them massive growth and one person with the right systems can do what used to take a seven-person team.  We explore t...

In today's episode, I chat with Ritesh, founder at InsightsTap, about running a GTM agency that works primarily with large enterprise tech companies—because companies with organized data infrastructure, proper CRMs, and data warehouses are the ones actually extracting value from AI, while companies still living in spreadsheets aren't ready for it yet.  We explore two client stories: a large enterp...

In today's episode, I chat with Daniel, RevOps Architect at justt, about running the entire GTM operation solo—supporting sales, customer success, and marketing simultaneously using Clay, Make, Salesforce, HubSpot, and Gong—at a success-based chargeback recovery platform that uses AI to build dispute cases for merchants across the US and UK.  We explore his favorite initiative: a fully automated t...

In today's episode, I chat with Filip Nakov, co-founder at Nakora, about running hyper-targeted GTM strategy and execution exclusively for AI, dev, and data SaaS companies—a niche Filip chose because developers hate traditional marketing, most growth agencies don't know how to speak to them, and technical understanding is non-negotiable for building strategies that actually land with this audience...

In today's episode, I chat with Sachin Singh, Fractional CMO at Cocorick, about building dedicated LLM products for B2B SaaS companies that give them a competitive edge over rivals—while running a lean GTM operation that uses AI orchestration to do the work of an 8-10 person team with a fraction of the headcount.  We explore his webinar attendee campaign where he pulled a list of 346 companies tha...

In today's episode, I chat with Akio Aida, MD at Bridge City Advisory, about combining three things most agencies treat separately—messaging, data infrastructure, and deliverability—into one unified system, with messaging as the core multiplier: better data and better deliverability give you a baseline, but if you want 400-800% multiples on your outbound, the offer and the message are where that l...

In today's episode, I chat with Tim, CRO at Agent F, about building a Berlin-based pre-seed ERP platform targeting the mid-market gap between small accounting tools like QuickBooks and enterprise giants like SAP—companies between 50 and 500 people that are too complex for the bottom and too cost-sensitive for the top, with AI now making that layer viable earlier in the company journey than ever be...

In today's episode, I chat with Michael Slawson, founder of Apero Advisors, about running a boutique go-to-market advisory that goes deep on a small number of clients rather than running the same cookie-cutter playbook for fifty—listening to past sales calls, mapping full prospect journeys from top to bottom of funnel, and figuring out who to target, what to say, and how to reach them before touch...

In today's episode, I chat with Hayley Brodeur, Sales Director at Alysio, about building a revenue intelligence platform that connects your entire go-to-market tech stack and lets sales leaders, RevOps teams, and the full GTM org pull insights from first marketing touch to closed-won in seconds—essentially a ChatGPT that actually talks to your tools.  We explore her outbound approach of doing almo...

In today's episode, I chat with Abrar Hussain, founder of Signalbound and Unlocked Acquisition, about building cold email and LinkedIn outbound systems for B2B SaaS, agencies, and local market businesses—running month-to-month with no long-term contracts and letting results do the talking.  We explore his HR Tech campaign where eight baseline campaigns generating 200 replies per day fed enough dat...

In today's episode, I chat with Colin Chapman, GTM Engineer at Prospectr, about rebuilding a lean appointment-setting agency from South Africa into a full GTM engineering practice now operating out of Germany—helping founder-led companies and small sales teams with no formal sales process build a complete outbound motion from scratch, hand it back to them in 12 months, and let them run it themselv...

In today's episode, I chat with Imran Adam, Lead GTM Engineer at Patrick Burns, about running outbound for B2B SaaS companies in data analytics and AI—booking meetings on the calendar while building the full GTM infrastructure underneath.  We explore his onboarding process that goes way deeper than standard ICP definition: instead of just firmographics, his team digs into what was happening intern...

In today's episode, I chat with Ricardo Oliveira, Head of GTM at Pulse AI, about taking AI compliance and governance to highly regulated industries—finance, healthcare, government—where iGentic's platform not only monitors and flags compliance issues but acts autonomously to prevent data breaches and compliance mistakes before they happen.  We explore his intent-based outbound system where ICP is...

In today's episode, I chat with Ada Patience Arembang, founder at AVGA, about running a virtual assistant agency focused on lead generation, social media management, and VA services for founders, coaches, and service-based businesses across the US, Canada, Switzerland, Nigeria, and Kenya.  We explore her campaign for a New York social media agency targeting restaurant and cafe owners—scraping Yelp...

In today's episode, I chat with Carlos Iborra, founder at Sales Titans, about running outsourced B2B cold calling for SMEs and startups across every vertical - from AI agents and flow automations to machinery suppliers and fresh produce - using advanced tooling to automate internal processes while keeping the human touch exactly where it matters: the actual conversation.  We explore his signal-bas...

In today's episode, I chat with Kartik, GTM Engineer at Love Social Media, about running LinkedIn outreach for B2B SaaS, healthcare, and IT services clients - planning outreach strategies based on target market, scaling outbound efforts across LinkedIn using multiple tools, and always starting with a founder call to extract the real pain points no one else in the company can articulate.  We explor...

In today's episode, I chat with Sid Singh, Worldwide GTM Lead at NetApp, about applying AI to go-to-market strategy at a global scale - balancing localization across North America, EMEA, and India while driving end-to-end workflow adoption across sales teams.  We explore his propensity scoring project that assigns 1-10 purchase likelihood scores to thousands of pipeline opportunities in Salesforce...

In today's episode, I chat with Daniel Trujillo, founder at Conexión Real (lead gen agency in Latin America), about bridging SaaS companies from Chile/Argentina/Colombia/Peru/Brazil into Mexico and US markets with multi-channel outbound maintaining human connection through events, and how Latin America is like 2019 US discovering SDR/BDR specialization since account executives traditionally do ent...

In today's episode, I chat with Zach, GTM engineer at Instruqt (cloud sandboxes for developer learning), about shifting from quantity to quality with small TAM targeting hard-to-reach developers—doing as little as possible making offer as best as possible (less is more depends on market/business model).  We explore his branded materials campaign for conference promotional items targeting CMOs with...

In today's episode, I chat with Harshil Bhimani, founder at Clay Consultancy, about helping B2B sales-led teams do outbound and implement GTM systems (mostly $20M+ ARR mid-corporations either scaling outbound knowing what message works with which audience, or testing outbound to find which segment/offer works—the fun part requiring lots of messaging testing).  We explore his creative campaigns inc...

In today's episode, I chat with Harvey, head of fulfillment at C17 Labs, about getting qualified leads and booking appointments at scale for professional service teams with figured-out offers and good sales teams—working with clients like lawyers building personal brands (first sale in 3 days worth 13 leads) through simple workflows not complex 12-13 step tables seen on LinkedIn.  We explore his p...

In today's episode, I chat with Elias Stråvik, founder at Cleanroom (AI-powered CRM data cleaning), about solving the unsexy problem he faced as GTM engineer—clients asking to enrich CRM but Clay lookups returning six results in a cell, realizing good data makes him 10x effective but hard to set deduplication rules across rows, so he built next-gen tool using AI just for this problem.  We explore...

In today's episode, I chat with Ilayda, principal GTM systems engineer, about building custom systems beyond just launching campaigns—creating custom scrapers, internal app patches, and systems running in client's cloud for security (multinational companies prefer this), cutting noise by building systemized prospecting that's budget-efficient instead of traditional tools costing a fortune with poo...

In today's episode, I chat with Anas, founder at Outbound Company, about avoiding fancy automations built for the sake of it - reverse engineering from meetings/pipeline/revenue goals instead of chasing Clay credit savings, running lookalike campaigns, resurrection campaigns, vertical plays, and RB2B with Clay as orchestration.  We explore his RB2B campaign for a $25M CRM company getting 50K month...

In today's episode, I chat with Nicolas Schell, co-founder at Scalantec (Berlin GTM automation agency), about building go-to-market systems for B2B companies with PMF - mapping TAM, enriching CRM data, monitoring signals, building FIT and engagement scoring, and automating sales enablement with meeting prep reports.  We explore his creative OMR conference campaign where co-founder Moritz spoke to...