The GTM Engineer Podcast

Saurav Gupta
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GTMEs didn't think they would evolve this way. They just kept automating things until it became their whole job. Now the tooling is moving faster than anyone can keep up with, there's no real playbook, and half the advice online is either too vague or written by someone who hasn't actually done it. This podcast is for you if you're in the middle of figuring it out - real workflows, numbers, and mistakes from expert GTMEs at startups, mid-market, and enterprise. If you're wiring up Clay, rethinking your outbound stack, or trying to make AI actually useful in your pipeline, welcome to the The GTM Engineer Podcast.

  1. Great Content Converts Better Than Outreach, Here's Why ft. Tiffany Spahl-Nally

    −2 D

    Great Content Converts Better Than Outreach, Here's Why ft. Tiffany Spahl-Nally

    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 agencies, but the layer on top is content-led outreach paired with lead magnets that are genuinely good enough that people say they would have paid for them—a cybersecurity client's lead magnet is getting exactly that response right now. The fitness instructor example is a good illustration of how the approach works in practice: full workout plans as lead magnets, prospects using them and realizing they actually want a real coach, and the conversation following naturally from there. Tiffany's journey into this is the kind that a lot of people in lead gen will relate to—decade-plus in enterprise sales, a layoff landing on the exact day she and her family closed on the sale of their house in Kentucky while in the middle of moving five states to Florida, taking the first contract VP of Sales role available just to stabilize, spending three months doing go-to-market work for one company, realizing at the end of it that a difficult boss was actually the best thing that could have happened because it made walking away easy, and asking herself why she was doing all of this for one company when she could do it for many. RevEnvy was born from that question. Her prediction: AI SDRs will get there on LinkedIn and email, probably within a few years, and the people who lean in now will have a real advantage over those who wait—but cold calling stays human both because the skill ceiling is genuinely high and because the regulatory environment around AI voice calls is a hard wall. The more interesting near-term development she points to is live AI coaching for SDRs on calls in real time, which compresses ramp time and changes the economics of building a sales team entirely. Her advice: don't go cold turkey the way she did if you can avoid it—keep the day job while you build, find a mentor who has already made the mistakes you're about to make, and don't recreate the wheel when the tools are already out there.  Enjoy 🙂 (0:00) Introduction to Outbound Wizards (0:22) What RevEnvy Does: Content-Led Outreach Plus LinkedIn, Email, and SDR Calling (1:04) Why Content Before Outreach Changes the First Call Entirely (2:36) Client Focus: B2B Tech, SaaS, Cybersecurity, Coaches and Consultants (3:10) Lead Magnets That People Would Actually Pay For: Fitness, Cybersecurity, and the Bar to Clear (6:00) Tiffany's Journey: Enterprise Sales, Layoff on Moving Day, Contract Role, and Starting RevEnvy (8:00) Why a Difficult Boss Was the Best Thing That Could Have Happened (9:28) Predictions: AI SDRs Are Coming, Cold Calling Stays Human, Live AI Coaching Changes Ramp Time (13:29) Advice: Keep the Day Job While You Build, Find a Mentor, Don't Recreate the Wheel 🔗 CONNECT WITH TIFFANY 👥 LinkedIn  🔗 CONNECT WITH SAURAV 🎥 YouTube Channel 🐦 X (Twitter) 📸 Instagram 💻 Website 👥 LinkedIn📧 Email - saurabh@salesrobot.co 🙏 LEAVE A REVIEW If you enjoyed listening to the podcast, we'd love for you to leave a 5-star review on Apple Podcasts to help others discover the show :) 👋🏼 GET IN TOUCH You can also reach out with any feedback, ideas or thoughts about the lessons you've learned from the episodes.

    15 min
  2. Behind ElevenLabs’ GTM Culture ft. Marc Pierre

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    Behind ElevenLabs’ GTM Culture ft. Marc Pierre

    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 customer success or sales processes internally.  The story here is less about a single campaign and more about the outbound culture Eleven Labs has built from the ground up: SDRs carry a target of 50 conversations per week—not just prospects, actual conversations—and that expectation extends to AEs and directors too, because the bet the company has made is that outbound, when the product is genuinely working, is the highest-margin growth motion available. 30% of all Eleven Labs revenue comes from outbound despite the strength of the brand and inbound, and over 80% of the GTM team is hitting targets consistently. Marc's path into this role is a good one—started at 17 helping his brother build one of Spain's leading food delivery companies, founded a rental marketplace called Renty that was ahead of its time, sold it to a Barcelona company called Cipro, went into B2B SaaS at TravelPerk learning enterprise sales, moved to London for a company called 11Next that was building sales agents on top of Eleven Labs voices, realized that wasn't defensible, reached out directly to a Eleven Labs leader who happened to also be Catalan, got in, and within weeks was asked to relocate to Mexico City to own the LATAM opportunity. His prediction cuts against a lot of the current noise: selling will not get automated away because trust between people is what closes deals, customer support will shrink, but anyone who thinks AI replaces the human in a complex enterprise sale is underestimating what's actually happening in those conversations. His advice for anyone starting out in GTM: attitude over tools, passion over process—tools are a commodity, what isn't is the competitive drive to get into accounts before your competitors do and the genuine enthusiasm that makes someone on the other end of a call actually want to listen.  Enjoy 🙂 (0:00) Introduction to Outbound Wizards (0:20) Marc's Role: GTM Director LATAM at Eleven Labs, Building the Mexico City Hub (1:23) Outbound Culture at Eleven Labs: 50 Conversations Per Week, Every Level of the Team (3:53) 30% of Revenue From Outbound Despite a Strong Brand and Inbound Motion (4:43) Marc's Journey: Food Delivery in Spain at 17, Founding Renty, TravelPerk, 11Next, Eleven Labs (7:41) Relocating From Barcelona to London to Mexico City in the Space of Weeks (8:00) Advice: Attitude Over Tools, Passion Over Process, Get Into Accounts First (9:54) Predictions: Selling Is About People, Tools Will Be a Commodity, Trust Doesn't Get Automated 🔗 CONNECT WITH MARC 👥 LinkedIn  🔗 CONNECT WITH SAURAV 🎥 YouTube Channel 🐦 X (Twitter) 📸 Instagram 💻 Website 👥 LinkedIn📧 Email - saurabh@salesrobot.co 🙏 LEAVE A REVIEW If you enjoyed listening to the podcast, we'd love for you to leave a 5-star review on Apple Podcasts to help others discover the show :) 👋🏼 GET IN TOUCH You can also reach out with any feedback, ideas or thoughts about the lessons you've learned from the episodes.

    12 min
  3. AI Is Learning How To Run GTM Teams ft. Leo Sadeq

    14 MAJ

    AI Is Learning How To Run GTM Teams ft. Leo Sadeq

    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 Clay waterfall using GitHub activity signals—open source dependency issues, legacy migration hiring—to score companies from zero to a hundred on signal density, generate a pain hypothesis for each lead, and show up in the inbox with messaging that referenced what was actually breaking in their engineering stack rather than a generic title-based pitch; and a D2C skincare brand on Shopify struggling with repeat purchase rates, where Leo's team built a post-purchase automation using Make and an AI orchestration layer on GPT-4 to predict next likely purchase, segment customers into education, replenishment, and cross-sell tracks, and trigger personalized emails, UGC sequences, and SMS offers in sequence—pushing repeat purchase rate from 20% to 34% within 40 days, email and SMS revenue per recipient up 62%, and support tickets down 41%. The throughline across both is the same: find the friction point, put intelligence into it, close the loop. Leo's path here is one of the more winding ones—laser engineering degree, left the country, taught himself digital marketing and SEO while freelancing abroad, met a product manager at a cafe in Azerbaijan and fell in love with the discipline on the spot, spent two years in PM working with startups until a growth roadmap he built got featured on Reforge, transitioned into GTM engineering when Clay started gaining traction, and eventually pivoted into AI automation when no-code tools made it possible to bridge the two without a developer background. His prediction: GTM stacks will eventually AB test their own logic autonomously, the GTM engineer role will morph into a hybrid of PM, data engineer, growth marketer, and DevOps, and the most interesting near-term development is models like Claude Opus acting as GTM architects that plan and delegate to other models and human devs underneath. His advice: think from the business owner perspective, not the tool perspective—ask what decision or task is stuck, not what you can build with a given tool—pick one vertical, master one or two tools in it, share your work in public as you go, and fix high-friction points end to end before adding more nodes on top.  Enjoy 🙂 (0:00) Introduction to Outbound Wizards (0:32) What Ascend AI Does: End-to-End AI Automation Infrastructure With ROI in Mind (2:25) B2B Campaign: GitHub Signal Scoring, Tech Debt Hypothesis, Waterfall Enrichment for VP Engineering Outreach (6:10) Why Signal Work Only Matters If It Shows Up in the Actual Email (8:15) D2C Campaign: Shopify Skincare Brand, Post-Purchase AI Layer, Repeat Purchase Rate From 20% to 34% (11:22) Automating Judgment, Not Just Tasks: The Core Philosophy Behind the Agency (12:34) Leo's Journey: Laser Engineering to Freelance SEO to PM to GTM Engineer to AI Agency Founder (18:05) Predictions: Self-Optimizing GTM Stacks, Hybrid Roles, and Claude Opus as GTM Architect (21:41) Advice: Fix What's Stuck, Pick One Vertical, Master One Stack, Share in Public 🔗 CONNECT WITH LEO 👥 LinkedIn  💻 Website 🔗 CONNECT WITH SAURAV 🎥 YouTube Channel 🐦 X (Twitter) 📸 Instagram 💻 Website 👥 LinkedIn📧 Email - saurabh@salesrobot.co 🙏 LEAVE A REVIEW If you enjoyed listening to the podcast, we'd love for you to leave a 5-star review on Apple Podcasts to help others discover the show :) 👋🏼 GET IN TOUCH You can also reach out with any feedback, ideas or thoughts about the lessons you've learned from the episodes.

    25 min
  4. AI Made Cold Email Worse ft. Michael Gardiner

    13 MAJ

    AI Made Cold Email Worse ft. Michael Gardiner

    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 the channel needs to be, which is why a bulldozer rental company can still crush it on cold email while a web dev agency has basically no room to stand out there but can own Upwork or direct mail. On segmentation, he breaks it into two types—logical segments (target companies hiring Salesforce developers if you do Salesforce dev) and personal segments (you're an e-commerce agency and an avid mountain biker, so let's go after mountain bike brands and mention it)—both of which get you most of the personalization benefit without burning API credits or hiring writers. The campaign story that stands out most is the direct mail play: handwritten cards, personalized or joke gifts tied to a specific angle, sent to a dream 100 list, followed up by email and phone. One example was sending a branded piggy bank with a note about all the money they were about to make together. No one does it, almost no one will start doing it because it's expensive and painful, and the conversion rate is accordingly ridiculous. Michael's backstory runs through Instagram page networks in high school, a first exit before graduation, a VA agency he built in Bangladesh and sold, another VA business with an international team he also sold, and finally DFY Meetings—all four grown on cold outbound, which is exactly why the agency works. His prediction: cold email isn't dying, costs are just rising the way Google Ads and Facebook Ads costs rose before it, and the real problem isn't that more people are good at it but that more people are in it making noise without being good at it. His advice for anyone starting out: ask your first two or three clients to forward you the cold emails they receive, spend 30 minutes going through them, and just don't sound like any of those.  Enjoy 🙂 (0:00) Introduction to Outbound Wizards (0:30) What DFY Meetings Does: Cold Email, Direct Mail, and Managed Upwork Applications (1:19) The Channel Diagnosis: Why Michael Often Talks Clients Out of Cold Email First (3:01) Segmentation Framework: Logical Segments vs Personal Segments (4:03) Best Performing Campaigns: Wholesale Printer Ink and Why Boring Offers Win on Cold Email (4:29) The Direct Mail Play: Handwritten Cards, Personalized Gifts, and Ridiculous Conversion Rates (5:44) Cold Email Cost Per Lead Is Rising—And Why Direct Mail Can Actually Be Cheaper at the High End (6:57) Michael's Journey: Instagram Pages in High School, Three Exits, and Landing on DFY Meetings (9:08) Predictions: Cold Email Won't Die, Costs Will Rise, Noise Will Increase (10:33) The History of Cold Email Saturation: From Manual VA Scraping to 99-Dollar Unlimited Sending (12:49) Advice: Ask Your Clients to Forward You the Cold Emails They Receive 🔗 CONNECT WITH MICHAEL 👥 LinkedIn💻 Website 🎥 YouTube  🔗 CONNECT WITH SAURAV 🎥 YouTube Channel 🐦 X (Twitter) 📸 Instagram 💻 Website 👥 LinkedIn📧 Email - saurabh@salesrobot.co 🙏 LEAVE A REVIEW If you enjoyed listening to the podcast, we'd love for you to leave a 5-star review on Apple Podcasts to help others discover the show :) 👋🏼 GET IN TOUCH You can also reach out with any feedback, ideas or thoughts about the lessons you've learned from the episodes.

    15 min
  5. This Is What AI-Native Outbound Looks Like ft. Helena Callado

    13 MAJ

    This Is What AI-Native Outbound Looks Like ft. Helena Callado

    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 looks like when you're building infrastructure for a company that's been prospecting since 2018. The standout initiative she shares is a Croatia expansion workflow built entirely in Clay: pull hotels from Google Maps, hit a webhook that checks each hotel's website against their internal database, surface all past prospection history, run an AI agent over that context to assign priority tiers, and hand the SDR a ranked call list instead of a raw dump—so the person who picks up the phone is spending their time on the accounts most likely to convert, not the ones who never picked up across eight attempts. The insight underneath it is simple but underused: six-plus years of first-party CRM data is an asset most companies are sitting on without realizing it, and Clay is one of the better environments for finally doing something with it. Helena's path to GTM engineering is probably the most unexpected one on this show so far—she was a martial arts instructor breaking wooden boards for a living, found a revenue operations internship posting at Asksuite while studying information systems, connected the dots between coaching children through karate and designing prospection infrastructure, applied, got in, and now calls it the job she'll do for the rest of her life. More Clay cells, fewer boards. Her prediction: prospection eventually becomes a button—not yet, but close, and what genuinely excites her is that the democratization of these tools means an SDR who can't write a line of code will soon be able to run the same quality campaigns a technical GTM engineer runs today. Her advice: stay curious, keep testing tools outside your current stack, because that's exactly how Clay entered Asksuite in the first place.  Enjoy 🙂 (0:00) Introduction to Outbound Wizards (0:32) What Asksuite Does: AI-Driven Automations for Hotels Worldwide (0:44) Helena's Role: Revenue Operations, Dashboards, and GTM Infrastructure From the Inside (1:37) The Croatia Expansion Workflow: Google Maps, Webhooks, Past Prospection Data, and AI Priority Tiers (4:57) Why First-Party CRM Data Plus Clay Is an Underused Combination (6:37) Helena's Journey: Martial Arts Instructor to GTM Engineer (8:48) Predictions: Prospection as a Button, and Why Democratization of GTM Tools Matters (11:41) Advice: Stay Curious, Keep Testing Outside Your Current Stack 🔗 CONNECT WITH HELENA 👥 LinkedIn  🔗 CONNECT WITH SAURAV 🎥 YouTube Channel 🐦 X (Twitter) 📸 Instagram 💻 Website 👥 LinkedIn📧 Email - saurabh@salesrobot.co 🙏 LEAVE A REVIEW If you enjoyed listening to the podcast, we'd love for you to leave a 5-star review on Apple Podcasts to help others discover the show :) 👋🏼 GET IN TOUCH You can also reach out with any feedback, ideas or thoughts about the lessons you've learned from the episodes.

    13 min
  6. The GTM Workflow That 100X’d Their Output ft. Danilo Prelevikj

    11 MAJ

    The GTM Workflow That 100X’d Their Output ft. Danilo Prelevikj

    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 insurtech ABM play targeting roughly 600 European insurance companies where the team built a full signal-tracking system around leadership changes, new offices, and board movements, then sent automated emails the moment a gap appeared—and where, against conventional wisdom, longer emails outperformed short ones because that's just how insurance people want to be talked to; and a US protein brand campaign where a single SDR was spending his entire day manually building Google Maps lists and sending 20 emails, forgetting to follow up whenever a deal came in, and losing pipeline in both directions—until Viralnetix rebuilt the whole thing in Clay and Instantly, mapped every juice bar and chiropractor in the US, and got him to 2,000 emails a day with his only job now being to call back the positive replies. Danilo's origin story is one of the more entertaining ones I've heard on this show—charging his parents 10% commission on cash at age six, grinding through dropshipping and affiliate marketing failures at 14, building Instagram pages to 100k followers and selling them, launching the first version of Viralnetix as an influencer management company at 19, realizing they were sending manual PDFs for two to three hours per email with nothing to show for it, joining Jeremy at TC9, becoming a partner, burning out hard enough to spend two full months lying on the grass doing nothing, and coming back to restart Viralnetix with Jana. His prediction: Clay tables as a skill will get automated, but the experts who understand the underlying logic will get faster and better because of AI rather than redundant—and Claude Code is already worth watching as an alternative for qualifying records at a scale and cost Clay can't match. His advice: if you're non-technical, go deep on Clay and email infrastructure first; if you're technical, go straight to Claude Code; either way, do it manually by hand first so you actually understand why automating it matters.  Enjoy 🙂 (0:00) Introduction to Outbound Wizards (0:28) What Viralnetix Does: Growth Partner, Not Just a Lead Gen Agency (1:05) Niching Into Insurtech and CPG to Escape Agency Saturation (3:27) InsurTech Campaign: ABM on 600 European Companies, Signal Tracking, Long Emails That Actually Worked (6:42) CPG Campaign: US Protein Brand, 20 Emails a Day to 2,000 a Day, SDR Now Just Closes (9:01) The Real Competition Isn't Other Agencies—It's the Manual SDR (12:20) Danilo's Journey: 10% Commission at Age Six to Burning Out as a Partner at TC9 (16:37) Restarting Viralnetix After Two Months of Doing Absolutely Nothing (17:17) Predictions: Clay Tables Will Get Automated, Experts Will Survive, Claude Code Is Coming (20:01) Advice: Learn Clay End-to-End First, Then Upgrade to Claude Code If You Want to Go Deeper 🔗 CONNECT WITH DANILO 👥 LinkedIn  💻 Website  🔗 CONNECT WITH SAURAV 🎥 YouTube Channel 🐦 X (Twitter) 📸 Instagram 💻 Website 👥 LinkedIn📧 Email - saurabh@salesrobot.co 🙏 LEAVE A REVIEW If you enjoyed listening to the podcast, we'd love for you to leave a 5-star review on Apple Podcasts to help others discover the show :) 👋🏼 GET IN TOUCH You can also reach out with any feedback, ideas or thoughts about the lessons you've learned from the episodes.

    22 min
  7. Trust Is Becoming The Real GTM Advantage ft. Mohammed Sarvar

    10 MAJ

    Trust Is Becoming The Real GTM Advantage ft. Mohammed Sarvar

    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't fit the ICP.  Sarvar walks through how CBREX approaches both sides of the marketplace differently: vendors (agencies) require trust built over time before they'll commit their own resources to a platform, while clients require tight revenue and persona banding to avoid the unit economics collapse that comes from scaling without curation. His GTM journey is one of the more interesting ones I've heard—analyst shadowing a founding team with a hundred-plus years of combined recruitment experience, then customer success, then product, then marketing, then sales, until co-founder Divyashree pointed at GTM engineering and said this is what we should be doing. His prediction: in an AI-saturated world where every tool looks the same, differentiation comes down to the trust and experience you build—illustrated by an 11-month deal with a GCC leader who signed a potentially multi-million dollar annual contract without having personally used the product once. His advice for aspiring GTM engineers: understand that this is a process role, not a tools role, because tools will keep changing and the ones who survive are the ones who can implement the repeatable revenue-generating process regardless of which stack they're handed; experiment relentlessly before automating anything; and—his standout point—offer value upfront with zero expectation, because his own survey outreach to 15 people produced 5 "tell me more" replies and zero selling required. I add my own take at the end: read the classics, learn copywriting at its roots, and condition your AI the same way you'd train a junior employee—give it the Boron Letters, give it Gary Halbert, then let it write.  Enjoy 🙂 (0:00) Introduction to Outbound Wizards (0:30) What CBREX Does: Talent OS for Enterprises With Complex Hiring Needs (2:24) GTM for Both Sides: Why Trust Comes Before Everything for Vendor Acquisition (4:11) ICP Discipline: Why Growing the Marketplace Too Fast Breaks the Economics (6:02) Sarvar's Journey: Analyst to CS to Product to Marketing to GTM Engineering (9:13) Predictions: In an AI-Saturated Market, Trust and Experience Are the Differentiator (10:03) The 11-Month Deal: Signing a Multi-Million Contract With Someone Who Never Saw the Product (13:09) Advice: GTM Is a Process Role, Not a Tools Role (14:50) Experiment Before You Automate—Automating Something Broken Just Breaks It Faster (16:39) Value-First Outreach: How a Survey Email Got a 33% Reply Rate With No Pitch (17:27) Learn Copywriting First: The Boron Letters, Gary Halbert, Mad Men (19:14) Most Common Outbound Mistake: Talking Too Much About Yourself 🔗 CONNECT WITH SARVAR 👥 LinkedIn  🔗 CONNECT WITH SAURAV 🎥 YouTube Channel 🐦 X (Twitter) 📸 Instagram 💻 Website 👥 LinkedIn📧 Email - saurabh@salesrobot.co 🙏 LEAVE A REVIEW If you enjoyed listening to the podcast, we'd love for you to leave a 5-star review on Apple Podcasts to help others discover the show :) 👋🏼 GET IN TOUCH You can also reach out with any feedback, ideas or thoughts about the lessons you've learned from the episodes.

    22 min
  8. You Don’t Need 20 Tools To Get Results ft. Soumya Surabhi

    9 MAJ

    You Don’t Need 20 Tools To Get Results ft. Soumya Surabhi

    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 running 100,000+ cold emails a month targeting local businesses like dentists and lawyers, scraped from Google Maps via Clay, Applify, and Surfer Dev, enriched using website content for personalization, and generating 100-120+ positive replies per month; and another hyper-targeted ABM play where they go after just 300 accounts a week using a stack of intent signals—online, offline, and social—to surface the 25 or so that are actually worth reaching with a full multi-channel sequence across email, LinkedIn, direct mail, and WhatsApp. Soumya shares her path from organic growth and SEO at a Series B startup, through two head-of-demand-gen roles at seed-stage companies, to spotting the GTM engineering wave coming and going all-in full-time since April 2025 after her co-founder joined the Clay bootcamp. Her prediction: GTM is moving from people-driven to system-driven, with one GTM engineer supervising the entire system and one SDR handling replies—human in the loop, not human at the center. Her advice for anyone starting out: ignore the noise, get the three basics right (list, messaging, infrastructure), learn one or two tools per segment, and resist the urge to build complexity for its own sake—because your clients don't care how many tools you know, they care about meetings.  Enjoy 🙂 (0:00) Introduction to Outbound Wizards (0:20) What GTM Walnut Does: GTM Engineering, Outbound, CRM, and Content (1:46) Client Profile: Seed to Series C B2B Companies Ready to Scale (2:08) Campaign 1: 100K+ Emails a Month to Local Businesses via Google Maps Scraping (3:43) Campaign 2: 300-Account ABM With Intent Signals and Multi-Channel Outreach (5:01) Soumya's Journey: SEO to Demand Gen to GTM Engineering Full-Time (7:51) Future Predictions: System-Driven GTM, One GTM Engineer, Human in the Loop (10:08) Advice: Get the Basics Right, Learn Two Tools Per Segment, Keep It Simple (12:11) Why Simplicity Serves the Client Better Than Complexity Ever Will 🔗 CONNECT WITH SOUMYA 👥 LinkedIn  💻 Website 📧 Email - soumya@gtmwalnut.ai 🔗 CONNECT WITH SAURAV 🎥 YouTube Channel 🐦 X (Twitter) 📸 Instagram 💻 Website 👥 LinkedIn📧 Email - saurabh@salesrobot.co 🙏 LEAVE A REVIEW If you enjoyed listening to the podcast, we'd love for you to leave a 5-star review on Apple Podcasts to help others discover the show :) 👋🏼 GET IN TOUCH You can also reach out with any feedback, ideas or thoughts about the lessons you've learned from the episodes.

    14 min
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Om

GTMEs didn't think they would evolve this way. They just kept automating things until it became their whole job. Now the tooling is moving faster than anyone can keep up with, there's no real playbook, and half the advice online is either too vague or written by someone who hasn't actually done it. This podcast is for you if you're in the middle of figuring it out - real workflows, numbers, and mistakes from expert GTMEs at startups, mid-market, and enterprise. If you're wiring up Clay, rethinking your outbound stack, or trying to make AI actually useful in your pipeline, welcome to the The GTM Engineer Podcast.

Information

  • Skapad av
    Saurav Gupta
  • Aktiva år
    2025 - 2026
  • Avsnitt
    143
  • Åldersgräns
    Barnvänligt
  • Copyright
    © SalesRobot
  • Programmets webbplats
    The GTM Engineer Podcast
  • Leverantör

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