GTM Hackers

GTM Hackers
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GTM Hackers is a podcast that explores the systems, workflows, and strategies behind high-performing go-to-market teams that experience massive growth. Each episode features in-depth conversations with GTM Engineers, RevOps leaders, sales architects, and operators who build the infrastructure that powers scalable revenue. We focus on how leading tech companies actually operate behind the scenes: their data models, processes, AI workflows, and tools — rather than high-level theory.

Episodes

  1. How to Build a Full SaaS App with AI Agents While You Sleep

    MAR 31

    How to Build a Full SaaS App with AI Agents While You Sleep

    A Google AI engineer built a fully functional Slack clone in 14 days using Claude Code — without manually writing or editing a single line of code. In this episode, Nathan shares the full story. Nathan is an AI Engineer at Google who works with the company's largest enterprise customers to build generative AI solutions. He issued himself a public challenge: clone Slack in two weeks using only vibe coding and AI agents. He did it. The project — called Slawk — is open source, already has 250 GitHub stars, and has sparked a wide debate about the future of software engineering. In this conversation with GTM Hackers host Charles Brun, Nathan and Charles break down exactly how it was built, what went wrong, what surprised him, and what it all means for founders and GTM leaders thinking about AI-powered product development. What we cover in this episode: 1. Why Nathan decided to clone Slack as his side project challenge 2. The tech stack he chose and how he planned the architecture with Claude 3. How he used a browser-connected MCP agent to visually compare and clone Slack's UI 4. The 3-agent system he built: QA agent, Dev agent, and CTO orchestrator 5. How the QA agent filed GitHub issues with GIF screenshots — automatically — while Nathan slept 6. Test-driven development in a vibe coding workflow 7. The real cost of the project (under $200 total) 8. Why cloud infrastructure solves most scalability concerns critics raised 9. Why MCP servers make traditional app integrations obsolete 10. Nathan's vision for an AI-native Slack and why incumbents can't build it 11. The identity crisis behind anti-AI pushback in the software engineering community 12. Nathan's next project: QA as a Service Nathan's key argument: only 1% of people can currently build software because they need to know how to code. Vibe coding is about to change that ratio dramatically. And the companies that figure this out first will have a significant competitive advantage. If you are a founder, a GTM leader, or a builder exploring AI tools, this episode is one of the most practical and honest accounts of what vibe coding can actually do in 2025. Find Nathan on LinkedIn — he replies to everyone in DMs. The Loc GitHub repository is linked in the show notes. GTM Hackers is hosted by Charles Brun, a B2B SaaS go-to-market advisor and founder with 15 years of experience scaling revenue with AI. Follow GTM Hackers on Spotify to get notified of new episodes every week. Related topics: Claude Code, vibe coding, agentic AI, multi-agent workflows, AI software engineering, Slack alternatives, open source tools, SaaS cost reduction, AI for startups, go-to-market AI strategy, MCP server, model context protocol, AI QA testing, building in public, AI product development.

    47 min

  2. MAR 5

    This CRM Wizard shares what it takes to scale GTM efficiently

    In many startups, go-to-market breaks when the team scales: more tools, more handoffs, more chaos. In this episode of GTM Hackers, Charles Brun sits down with Christian Lim, co-founder of Youno, to explain a more durable approach: start by building GTM infrastructure that is easy to maintain, then layer automation and AI agents on top. You will learn: Why tool sprawl creates a maintenance tax that slows teams downHow API-first choices make your GTM stack more resilient over timeThe two common GTM failure points: misalignment and messy CRM dataHow CRM deduplication and enrichment improve outbound execution and forecastingHow simple AI classification prompts can keep data structured (for example, company size)How a Slack-native assistant can help reps find prospect details fasterA practical workflow to automate weekly client updates using Dust and ClickUp8) How to drive AI adoption with one internal champion and one high-impact workflowGuest: Christian Lim (Youno) Host: Charles Brun

    40 min

  3. FEB 25

    This vibe coded app became viral in their company.

    Vibe coding is changing go to market faster than most SaaS teams realize. In this GTM Hackers episode, Charles Brun sits down with Noy Peleg and Sivan Butnaro  from Via to unpack how two non-developers built an internal app called Vira that replaced messy spreadsheets, synced with Jira, and is now saving teams hundreds of hours per week. If you’re a founder, GTM leader, RevOps operator, program manager, or anyone trying to understand what AI means for internal tooling and GTM, this episode is a masterclass in starting from pain, shipping fast, and building adoption inside a real company.

    59 min

  4. FEB 18

    He automates ICP scoring using Clay & AI workflows.

    AI in go-to-market isn’t a magic shortcut. It’s a precision engine, but only if your fundamentals are right. In this episode of GTM Hackers, Charles Brun sits down with Stephen Bates, Founder of Cabot Insights, to unpack what actually works when startups try to implement AI, automation, and GTM engineering. They break down why most viral automation workflows fail in the real world. Teams move too fast, skip ICP definition, ignore data quality, and expect tools to fix broken foundations. Stephen shares how his team uses Clay and LLMs to enrich accounts, capture intent signals, and score ICP fit at scale, while keeping human judgment and feedback loops in the system so reps actually use the output. Key discussion points: - Why rushing AI adoption creates long term GTM problems - Crawl before you run: data hygiene, CRM quality, and ICP clarity first - How Clay enables micro segmentation, enrichment, and ICP scoring at scale - Prompting strategy: specificity, strict outputs, and auditability for trust - How to detect intent signals using real account signals - Choosing models by ROI: lower cost scoring vs higher quality email generation - Adoption and reinforcement: weekly AE feedback loops and enablement Guest:Stephen Bates is the Founder of Cabot Insights, a GTM engineering agency helping high growth startups implement AI automation to improve outbound efficiency and lead quality. Stephen Bates brings experience from enterprise sales and the startup ecosystem, with a strong focus on ICP rigor and measurable ROI. Follow GTM Hackers, share this episode with a GTM leader, and leave a rating if you want more deep dives on AI for go-to-market.

    56 min

  5. FEB 13

    He Uses This 90-Day Sprint Framework To Accelerate Revenue

    He uses this 90-day sprint framework to accelerate revenue🚀 What happens when a proven go-to-market strategy meets AI-powered automation? Spencer Tahil, founder of Growth Alliance, breaks down the exact 90-day sprint framework he uses to take early-stage startups from zero infrastructure to a fully operational, revenue-generating machine — with just two people.In this episode of GTM Hackers, Spencer pulls the curtain back on how he's helped Series A and Series B startups accelerate their sales pipeline, eliminate CRM chaos, and build scalable AI workflows — all while charging a premium and working his way out of a job in under six months.This isn't theory. This is a data-driven, battle-tested playbook from someone who's been inside the trenches of startup scaling for years.📌 WHAT YOU'LL DISCOVER IN THIS EPISODE🔹 The 3-sprint system Spencer uses to turn startup chaos into predictable revenue in 90 days🔹 Why most founders are buying AI tools for the wrong reasons — and how to stop wasting budget🔹 The #1 mistake killing startups before they even find product market fit🔹 How internal misalignment quietly destroys go-to-market momentum (and how to fix it)🔹 The real difference between "unorganized chaos" and "organized chaos" in startup life🔹 How Spencer runs 4 clients simultaneously with a team of just 2 — and delivers real results🔹 Why the smartest revenue operations leaders are designed to get fired🔹 The essential role of the go-to-market engineer and why it's the hottest position in SaaS right now⏱️ TIMESTAMPS0:00 — Intro & Welcome1:00 — Who Is Spencer Tahil & What Is Growth Alliance2:30 — How to Prioritize GTM Initiatives by Startup Stage5:00 — Testing Strategies Without Losing Revenue7:00 — Risk Tolerance, Investor Pressure & Realistic Goals9:00 — The 90-Day Sprint Framework Breakdown12:00 — Sprint 1: CRM Audit & Building Infrastructure14:00 — Sprint 2: Stress Testing & Gathering Data16:00 — The PMF Reality Check — When to Pivot vs. Scale18:00 — Why Internal Alignment Is Everything21:00 — Unorganized Chaos vs. Organized Chaos in GTM23:00 — Clay.com, GTM Engineering & The Future of Outbound25:00 — Passing the Baton: Who Takes Over After You Leave?28:00 — The Go-To-Market Engineer Role Explained30:00 — Real Failures: Buying Tools Instead of Strategy34:00 — How to Define Objectives, Activities & Desired Outcomes39:00 — Inside a Real Client Engagement Roadmap46:00 — How a 2-Person Team Runs 4 Startups at Once49:00 — Pricing, ROI & How to Pitch to Founders52:00 — The #1 Mistake Consistently Killing Startups55:00 — Final Thoughts & How to Connect with Spencer👤 ABOUT THE GUESTSpencer Tahil is the founder of Growth Alliance, a revenue activation consultancy specializing in AI-powered go-to-market engineering for high-growth startups. With years of experience in HubSpot, Salesforce, and marketing operations, Spencer helps Series A and B companies build scalable outbound sales systems, automate CRM workflows, and turn messy tech stacks into revenue machines. Find him on LinkedIn and YouTube.👤 ABOUT THE HOSTCharles Brun is a SaaS founder with 12+ years of experience scaling go-to-market teams. GTM Hackers is his show dedicated to interviewing revenue architects and uncovering the systems, tools, and strategies behind winning outcomes.💬 GOT THOUGHTS? Drop a comment below — we'd love to hear:👉 Are you using a sprint framework in your startup? What's working?👉 What's the biggest GTM challenge you're facing right now?🔔 Subscribe to GTM Hackers so you never miss an episode. Hit that notification bell!🔗 CONNECT & RESOURCESSpencer Tahil → LinkedIn: linkedin.com/in/spncertahilGrowth Alliance → YouTube:    / @growthalliance  Charles Brun → LinkedIn: linkedin.com/in/charlesbrunGTM Hackers → YouTube:    / @gtmhackers  #GoToMarketStrategy #StartupGrowth #AIAutomation #RevenueOperations #GTMHackers

    57 min

  6. FEB 13

    This GTM Engineer Turned Cold Outreach Into a Scalable Machine.

    AI-Powered GTM Engineering: How to Scale Revenue Without Overcomplicating Your StackAI-powered GTM engineering is changing how modern sales teams scale revenue — but most founders are doing it wrong. In this episode of Go To Market Hackers, we break down how to build high-ROI go-to-market systems using AI, automation, and outbound strategy without falling into the trap of over-engineered workflows.🎙️ Host Charles Brun sits down with Jorge Macias, founder of The GTM Engineering Company and former enterprise AE, to reveal what actually works in AI-driven go-to-market strategy, cold outreach, CRM automation, and revenue operations.🚀 What You’ll Learn in This EpisodeThis conversation goes beyond theory and dives into proven, real-world GTM execution, including: How AI is reshaping B2B sales automation and outbound prospectingWhy complex GTM workflows often reduce ROI instead of increasing itThe right way to inject AI into your go-to-market motionHow to scale cold outreach without destroying deliverabilityWhy “GTM porn” on LinkedIn is misleading foundersHow top GTM engineers prioritize speed, simplicity, and leverageThe difference between workflows that look impressive vs. ones that drive revenueHow to avoid single points of failure in RevOps and GTM systemsIf you’re a founder, RevOps leader, GTM engineer, or sales operator, this episode will help you discover a simpler, smarter way to scale revenue with AI.⏱️ Timestamps / Chapters00:00 – What GTM Engineering Really Means02:45 – From Sales Rep to GTM Engineer05:20 – Why Most AI GTM Strategies Fail08:10 – Cold Outreach, Domain Warming & Deliverability11:30 – Simple vs Complex Workflows (ROI Breakdown)15:40 – Managing Founder Expectations in GTM18:30 – The Truth About “GTM Porn” on LinkedIn21:00 – Bundling Steps & Reducing Workflow Fragility25:10 – AI, Vibe Coding & the Future of GTM Engineering28:00 – Documentation, Training & Avoiding Single Points of Failure💡 Key Highlights & Takeaways✅ AI in go-to-market is no longer optional — but strategy matters more than tools✅ Simple workflows often outperform complex automations✅ Cold outbound still works when done systematically and ethically✅ GTM engineering is about leverage, not complexity✅ Founders should optimize for ROI, not visual impressiveness✅ Training and documentation are essential for scalable RevOps👤 Guest & HostJorge MaciasFounder, The GTM Engineering Company (https://www.gtm-engineering.io)Former SDR → AE → Enterprise AE with 10+ years in B2B sales, automation, and go-to-market engineering. Jorge specializes in AI-powered outbound systems, CRM enrichment, and scalable GTM workflows.Charles BrunFounder, Wizardly & Host of GTM Hackers podcast (https://trywizardly.com)Startup founder with 10+ years of experience scaling GTM teams at VC-backed companies, focused on revenue systems, RevOps, and AI-driven growth.📌 Who This Episode Is ForB2B founders & startup operatorsRevenue Operations & Sales Ops leadersGTM engineers & automation buildersAI-curious sales teamsAnyone scaling outbound, inbound, or RevOps systems🔔 Call to Action👉 Subscribe for weekly deep dives into GTM engineering, AI, RevOps, and revenue systems👍 Like if you want more practical, no-BS GTM content💬 Comment with your biggest GTM challenge or AI workflow question🔗 Resources & Links🎧 Listen to more episodes of Go To Market Hackers📈 Follow for GTM, RevOps & AI growth insights🤝 Interested in GTM engineering? Reach out to connect🧠 Keywords & Topics CoveredAI GTM engineering, go-to-market strategy, GTM automation, B2B sales automation, revenue operations, RevOps workflows, cold outreach strategy, AI sales tools, CRM automation, outbound sales, GTM engineer, AI in sales, scalable GTM systems, sales process optimization, startup growth strategy

    46 min

  7. FEB 13

    He uses systems design principles to build GTM engines that scale

    📈 The Ultimate Guide to GTM Engineering, RevOps Systems & AI Workflows (with Oriol Serra)GTM engineering is transforming how modern revenue teams operate — and in this episode of GTM Hackers, we break down exactly how top companies are using systems thinking, automation, and AI to streamline their go-to-market motion. Whether you’re a founder, RevOps leader, or early-stage builder, this deep-dive will help you understand how GTM systems actually work, how to inject AI into your sales and marketing engine, and how to eliminate the operational bottlenecks slowing your team down. 🚀In this conversation, Oriol Serra (Founder of The Conversion Architects) reveals a practical, real-world view of GTM engineering, including: modern RevOps design, Clay workflows, data automation, deduplication systems, ICP mapping, outbound list building, AI validation workflows, CRM best practices, and how to think like a systems engineer — even if you’re not technical.⸻⏱️ Chapters & Timestamps00:00 — Intro: Who is Oriol Serra?01:00 — From customer service → sales → RevOps → GTM engineering02:30 — What is a GTM engineer? The real definition04:00 — Why revenue teams (marketing, sales, CS) are disconnected05:30 — Systems thinking vs. tool-thinking08:00 — How AI changes GTM orgs09:00 — Oriol’s process for mapping GTM systems12:00 — Defining terminology, handoffs & team workflows15:00 — Systems design before touching tools16:00 — Thinking like a programmer → GTM engineering framework18:00 — When AI shouldn’t replace humans in outbound20:00 — Building system SOPs & documentation24:00 — Why organization matters more than automation26:00 — Live Clay demo: ICP filtering, data enrichment, routing32:00 — How to score leads with AI models36:00 — CRM choices: HubSpot vs. Salesforce vs. Attio40:00 — Clay vs. N8N vs. Zapier vs. Make44:00 — Advanced Clay deduplication workflow49:00 — Why “boring automation” makes the most revenue50:00 — Who The Conversion Architects works with⸻⭐ Key Highlights — What You’ll Learn• What GTM engineering actually is (beyond buzzwords)• How to map your entire GTM system from marketing → sales → CS• Why system design must come before tools or AI automations• How to eliminate misalignment between teams using data flows• The step-by-step process Oriol uses to audit and rebuild GTM systems• How to automate outbound list building using Clay + AI• Why startups should avoid over-automating outbound messaging• How to build reliable ICP validation workflows with AI models• The exact approach to deduping CRM data at scale (HubSpot example)• How documentation & SOPs make GTM systems sustainable• Which tools matter most for early-stage teams (Clay, HubSpot, N8N)• How AI will reshape GTM operators into true systems engineers⸻👤 About the Guest — Oriol SerraOriol Serra is the founder of The Conversion Architects, a GTM engineering & RevOps consultancy helping tech companies automate systems, clean their data, and scale revenue operations with AI. He specializes in Clay automations, CRM architecture, and designing end-to-end GTM systems for SaaS companies.👉 LinkedIn: Oriol Serra -   / oriol-serra-tca  👉 Website: theconversionarchitects.com🎙️ About the Host — Charles BrunCharles is the creator of GTM Hackers, a podcast for founders, GTM leaders, RevOps operators, and anyone obsessed with scaling revenue through better systems and smarter workflows. He interviews the people building the future of GTM.👉 LinkedIn: Charles Brun -   / charlesbrun  👉 LinkedIn: GTMHackers -   / gtm-hackers  👉 Our Sponsor Wizardly: https://trywizardly.com/⸻🔔 Enjoyed the episode? Do this next:👍 Like the podcast💬 Comment your favorite insight📩 Share it with your RevOps or GTM team▶️ Subscribe for weekly deep dives on GTM, AI, and revenue automation#GTMEngineering #RevOps #GoToMarket

    53 min

  8. FEB 12

    How Yotpo is Rewriting the GTM Playbook for High-Performing Growth Teams

    RevOps and AI: The New Operating System for High-Performing GTM TeamsRevOps and AI are transforming how modern GTM teams operate — and in this episode, we uncover what that actually looks like behind the scenes. I sat down with Yuval Bresler, Director of GTM Ops & Analytics at Yotpo, to break down how elite operators build scalable systems, blend AI into their workflows, and drive predictable revenue without chaos. If you’re trying to understand how AI is reshaping RevOps, outbound, and GTM execution, this is the episode you’ve been waiting for.In this conversation, Yuval shares the real work behind systems design: how to structure data pipelines, why bad processes sabotage automation, how to operationalize ICP, and what “good RevOps” actually looks like inside a fast-scaling SaaS company. We explore the intersection of AI, RevOps, GTM strategy, sales operations, automation frameworks, and pipeline generation — packed with insights founders and operators can apply immediately.⸻🔥 What You’ll Learn• How top operators integrate AI into RevOps workflows• Why most GTM problems have nothing to do with messaging — and everything to do with broken systems• How elite teams design scalable GTM architectures that support predictable revenue• The difference between bad automation and aligned, intentional automation• How Yotpo structures RevOps, analytics, and GTM operations• The role of RevOps as a strategic partner vs a support function• How to build data integrity, clean routing, and friction-free workflows• Practical frameworks for AI-assisted outbound, lead scoring, and enrichment• Why founders misunderstand RevOps — and how to avoid the most common traps⸻🧩 Timestamps00:00 – Intro01:12 – Why RevOps is broken at most startups04:45 – Systems design vs “fixing tools”08:10 – How AI is transforming RevOps workflows12:39 – The biggest mistake teams make when adding automation16:02 – GTM architecture: mapping handoffs & data pipelines19:55 – Operationalizing ICP: from theory to execution25:40 – AI in outbound: enrichment, scoring, and validation30:15 – Building trustworthy forecasts and data structures35:22 – What founders get wrong about RevOps41:56 – Yuval’s frameworks for scalable GTM systems47:18 – Final takeaways⸻🎙️ About Our Guest — Yuval BreslerYuval is the Director of GTM Ops & Analytics at Yotpo, where he leads RevOps strategy, systems architecture, analytics, and cross-functional alignment across sales, marketing, and CS. With deep experience in data modeling, automation, and GTM design, he’s one of the most thoughtful operators in the RevOps space — and a leading voice on how AI and RevOps intersect inside high-growth SaaS companies.⸻🚀 Key Topics Covered• RevOps and AI• GTM operations• Sales operations & sales architecture• AI-powered automation• Workflows, routing & enrichment• Data integrity & pipeline modeling• Outbound systems & ICP frameworks• Predictable revenue engines• SaaS GTM strategy• Founder mental models for scaling⸻🙌 If you enjoyed this episodePlease like, comment, and subscribe — it helps us bring more operators, GTM leaders, and RevOps experts to the show.Tell us in the comments: Which GTM or RevOps challenge should we cover next?⸻🔗 Connect With UsCharles Brun👉 LinkedIn: Charles Brun -   / charlesbrun  👉 LinkedIn: GTMHackers -   / gtm-hackers  👉 Our Sponsor Wizardly: https://trywizardly.com/Yuval Bresler👉 LinkedIn:   / yuvalbresler  👉 Yotpo: https://www.yotpo.com/

    52 min

  9. FEB 12

    She uses AI to amplify the GTM strategy of AppsFlyer

    In this RevOps strategy podcast episode, we dive deep into how large, global SaaS companies operationalize AI, structure revenue operations, and build scalable GTM systems. If you want to understand how world-class RevOps teams think, this conversation with Shir Guterman (AppsFlyer) is packed with frameworks, playbooks, and real-world examples.Shir leads Revenue Operations across EMEA & LATAM at AppsFlyer — one of the biggest, most data-driven SaaS companies in mobile marketing analytics. In this episode, she breaks down how to design global go-to-market alignment, unify qualification frameworks (like MEDDPICC), implement AI responsibly, and build a well-oiled GTM engine inside a 1,500-person company.⸻🔍 What You’ll Learn in This EpisodeThis episode is a masterclass in modern RevOps, GTM engineering, and AI-driven go-to-market strategy, including:• How enterprise GTM teams structure RevOps organizations across global regions• The biggest mistakes companies make when adopting AI in sales, SDR workflows, and pipeline management• Why strategy, process, and data foundations matter more than tools• How AppsFlyer uses account planning, unified qualification (MEDDPICC), forecasting, and Gong analytics• What an effective AI task force looks like inside a global revenue org• The evolving concept of “source of truth” (Salesforce vs. Gong vs. BI tools vs. LLM interfaces)• How to operationalize personalization at scale for enterprise outbound• Why RevOps needs both business architects and technical operators• How global teams cascade strategy top-down and bottom-upThis is the episode for anyone searching for:revops strategy podcast, GTM strategy, AI in RevOps, revenue operations frameworks, GTM engineering, B2B SaaS operations, MEDDPICC training, SDR AI workflows, account planning with AI, pipeline accuracy, forecasting AI tools, AppsFlyer GTM.⭐ Key Highlights• The RevOps role is evolving into a hybrid of systems architect, strategist, and data operator.• AI should enhance a strong GTM strategy — not define it.• Global SaaS companies need a mix of top-down direction and bottom-up GTM innovation.• Tools matter less than process clarity, alignment, and data integrity.• SDRs are moving toward hyper-personalization powered by AI, not volume.• AppsFlyer’s RevOps team uses custom GPTs to unify data from Salesforce, Gong, platform data, and web sources.👤 Guest: Shir Guterman (AppsFlyer)Revenue Operations leader covering EMEA & LATAM at AppsFlyer. Formerly led GTM & operations at DataGen, with deep expertise in RevOps architecture, GTM systems, AI enablement, and enterprise sales operations.🎙️ Host: Charles BrunSaaS founder, GTM strategist, and longtime leader of revenue teams across venture-backed startups. Creator of GTM Hackers, the podcast exploring how the best GTM engineers build systems that scale.⸻🔗 Connect & ResourcesLinkedIn — Shir Guterman:   / shir-guterman-ramot-4467a058  LinkedIn — Charles Brun:   / charlesbrun  Show sponsored by Wizardly: https://trywizardly.com/⸻🔥 Hashtags#RevOps #GTMStrategy #B2BSaaS

    50 min

  10. FEB 12

    He builds the best inbound-led outbound playbooks using Clay to generate a constant flow of pipeline

    GTM Hackers Ep. 3 – How GTM Engineers Build Automated, Inbound-Led Outbound Systems (with Clay) | with Nathan Van de RidderIn this episode, host Charles Brun sits down with GTM engineer Nathan Van de Ridder to break down how the best B2B teams are actually building modern go-to-market systems — not theory, but real Clay tables, ICP qualification flows, CRM enrichment, and inbound-led outbound playbooks that run on autopilot.Nathan shows how he goes from:→ social engagement (LinkedIn reactions)→ to scraping profiles + enriching them→ to qualifying for ICP automatically→ to generating fully personalized outreach emails with AI→ to pushing it all into tools like Lemlist / Smartlead.⸻🔍 What you’ll learn • What a GTM Engineer is and how it’s different from sales ops / growth / SDR • The 3 core GTM playbooks every B2B startup should build first: 1. Outbound playbook (TAM → enrichment → sequencer) 2. Inbound-led outbound playbook (reactors, website visitors, ad clickers → fast follow-up) 3. CRM enrichment playbook (not just emails and phones, but bios, company info, value props) • How to use Clay as the central GTM automation layer • How to scrape LinkedIn influencers’ post reactions to build a warm prospect list • How to use OpenAI inside Clay to extract job title, company, ICP, value prop and even reasoning • How to make sure only true ICPs go to your sequencer (and filter out devs, data folks, non-buyers) • How to connect it all to HubSpot / Salesforce / Pipedrive / Attio • Why inbound-led outbound is way more powerful than pure cold outbound • How to generate programmatic custom landing pages in Webflow for ultra-personalized outreach🛠 Tools mentioned in the episode • Clay – GTM automation, scraping, enrichment, AI agents • LinkedIn Sales Navigator – sourcing companies & people • HubSpot / Salesforce / Attio / Pipedrive – CRM destinations • Lemlist, Instantly, Smartlead, La Growth Machine, HeyReach – sequencers & multichannel outreach • OpenAI (GPT-4o / 4o mini) – for enrichment, ICP validation, email generation • HeyGen – AI video for outbound • Webflow – programmatic, personalized landing pages • Reveal / Clearbit / website visitor tools (like RB2B) – for inbound signals⸻🏗 Why this episode mattersA lot of teams are still doing “static” outbound — exporting a list from Sales Nav and dumping it into a sequencer. Nathan’s point is: that’s the weakest version of outbound.The strong version is: 1. Start from intent/signal (LinkedIn reactions, website visitors, ad clickers) 2. Enrich + qualify automatically 3. Personalize with company value props 4. Auto-sync to CRM and sequencer 5. Keep the table auto-updating so new engaged people constantly flow into the campaign.🧠 Key Takeaways • What a GTM Engineer actually does and how this role is reshaping B2B sales • How to connect tools like Clay, HubSpot, and OpenAI into one automated pipeline • How to build inbound-led outbound workflows that start from real signals • Why CRM enrichment and context matter more than volume • How to generate hyper-personalized outreach and pages programmatically⸻🧩 Who this video is for • GTM / growth / RevOps people who want to automate prospecting • Founders of B2B / SaaS startups who don’t have a full sales team yet • Agencies doing outbound for clients and want to look like magicians 😎 • SDR/BDR leaders who want higher reply rates via better targeting • Marketers who want to connect engagement → outreach automatically____Connect with us:🔗 Connect • Nathan Van de Ridder –   / nathan-van-de-ridder   • Charles Brun –   / charlesbrun   • Subscribe to GTM Hackers for more episodes on automation, ops engineering & growth systems. • Sponsor – Wizardly: https://trywizardly.com

    52 min

  11. FEB 12

    He Builds Horizontal Agentic Workflows Using The Bowtie Funnel - GTM Hackers - Jomar Ebalida

    What does it take to build world-class GTM systems that scale? In this episode of GTM Hackers, host Charles Brun sits down with Jomar Ebalida — AI consultant, author, and GTM systems engineer — to explore the future of AI-driven workflows, go-to-market architecture, and agentic systems that deliver real business outcomes. Whether you’re a RevOps leader, GTM engineer, SaaS founder, or product marketer, this conversation breaks down the tools, strategies, and frameworks you need to master.👉 If you’ve ever wondered how to design scalable GTM workflows, integrate AI agents into sales and marketing processes, or architect systems that actually drive revenue, this episode is packed with answers.⸻🎙️ Episode OverviewIn this deep-dive conversation, we cover:• The role of GTM Engineers and why this function is exploding in SaaS and enterprise companies.• Agentic workflows: how AI agents are being deployed to automate complex GTM processes.• The intersection of AI, RevOps, and Sales Engineering.• Why combining tools, processes, and systems thinking is the new superpower in go-to-market strategy.• Real-world examples of scalable workflows that accelerate pipeline and revenue.• Insights from Jomar’s upcoming book on agentic systems and the future of GTM automation.⸻⏱️ Timestamps00:00 – Introduction & what GTM Hackers is about01:20 – Meet Jomar Ebalida: AI consultant & GTM systems engineer05:15 – The evolution of the GTM Engineer role10:45 – What are “agentic workflows” and why they matter18:30 – Designing scalable RevOps systems with AI27:50 – Tools & frameworks for GTM engineers in SaaS35:40 – Common mistakes teams make when scaling GTM processes42:00 – The future of AI-driven GTM systems49:15 – Key takeaways and advice for GTM leaders⸻🔑 Key Highlights & Takeaways• Why GTM Engineers are becoming as critical as product engineers.• How to use AI agents to reduce bottlenecks in sales, marketing, and customer success.• Practical workflows you can implement today to save time and scale operations.• The difference between ad-hoc automation vs. agentic systems designed for growth.• Predictions for the next wave of AI-powered GTM tools and platforms.⸻👤 About the Guest: Jomar Ebalida• AI Consultant & GTM Systems Engineer • Author of "Dare to Orchestrate: How AI Agents Are Disrupting the Customer Journey" (forthcoming)• Expert in designing revenue architecture for high-growth SaaS companies🎙️ About the Host: Charles Brun• SaaS founder with 12+ years scaling GTM teams• Founder of Wizardly (‪@WizardlyAI‬), the AI screen recorder that instantly creates engaging product videos for employees and customers (https://trywizardly.com)• Host of GTM Hackers podcast — exploring the future of GTM engineering⸻📌 Why Watch This Episode?If you are asking yourself questions like:• What does a GTM Engineer do and why is it important?• How can I leverage AI to scale my go-to-market workflows?• What tools and processes separate top GTM teams from the rest?…then this episode is for you.You’ll walk away with proven strategies, actionable workflows, and a roadmap for adopting AI in your GTM stack.⸻👍 Like this episode if you learned something new.🔔 Subscribe to GTM Hackers for more conversations with GTM engineers, RevOps leaders, and SaaS innovators.💬 Comment below: What GTM workflow are you most interested in automating with AI?⸻🌐 Connect & Resources• Follow Charles Brun→ LinkedIn:   / charlesbrun  → X (Twitter): https://x.com/_charlesbrun• Follow Jomar Ebalida on Linkedin →   / jomarebalida  • Sponsor: https://trywizardly.com/⸻#GTMEngineer #RevOps #AIWorkflows #SaaS #GoToMarket

    50 min

  12. 11/20/2025

    He Automates Data Pipelines for Marketing Automation At Amazon

    🔑 Key Discussion Points How Amazon engineered AI-driven email prioritization to reduce unsubscribes and boost engagement The importance of “human in the loop” systems and balancing behavioral psychology with automation Building GTM workflows with tools like Marketo, Snowflake, Gong, and LLMs for translation and conversational intelligence Lessons from enterprise vs. startup approaches: scalable processes at Amazon vs. rapid experimentation at Taro The evolving role of CRMs and GTM stacks, from Salesforce to AI-native tools like Attio, Clay, and n8n 📖 Detailed Summary Charles introduces Go To Market Hackers as a podcast dedicated to the practitioners—the engineers and architects building GTM systems that drive results. His guest, Raj Jain, shares his journey from sales into GTM systems engineering, with experiences spanning Dynamic Yield, WeWork, MongoDB, Amazon, and Tarro. Raj explains how Amazon tackled the challenge of sending millions of marketing emails without overwhelming customers. By creating an Email Prioritization Service (EPS) that ranked campaigns based on engagement likelihood, his team reduced unsubscribes and improved conversion outcomes. He emphasizes that technology alone isn’t enough—training marketers, creating preference centers, and peer review processes were just as critical. At Tarro, Raj pivoted to LLM-powered translation and conversational intelligence, helping sales teams better understand Mandarin-language calls. By comparing Gong’s native trackers with custom-built LLM pipelines, his team learned when to rely on existing platform features and when to innovate. The conversation wraps with a forward-looking discussion on how data warehouses, APIs, and AI-native CRMs are reshaping the GTM stack, offering speed, flexibility, and automation that legacy tools often can’t match. 🕒 Timestamps 0:00 – Introduction to Go To Market Hackers 1:30 – Raj’s background and GTM career journey 5:00 – The role of “human in the loop” in AI systems 7:00 – Amazon’s Email Prioritization Service (EPS) 15:00 – Impact on engagement and unsubscribe rates 17:00 – Transition to Taro: LLMs, Gong, and translations 23:00 – Smart trackers, pain points, and sales insights 28:00 – The future of CRMs and AI-native GTM stacks 📢 Tell Us What You Think! What GTM tools or workflows are you experimenting with right now? Drop your thoughts in the comments - we’d love to hear how you’re innovating! 👉 Don’t forget to like, subscribe, and hit the bell to catch future episodes of Go To Market Hackers. 👉 Explore more on GTM systems and AI-driven growth in our related videos. 🔎 Hashtags #GoToMarket #SalesOps #AIinSales #GTMSystems #crmsolutions  ➕ More Resources SQL Full Course for Beginners | Learn SQL in 90 Minutes A platform-agnostic crash course covering SQL fundamentals, from basic queries to joins, in an approachable format that can be completed in one sitting.    • Full SQL Crash Course - Learn SQL in 90 Mi...   Postman Beginner Resources Tutorials and guides that make APIs approachable, showing how to send requests, explore endpoints, and integrate APIs into workflows. https://learning.postman.com/ Cultural Hints by Mark Loves Tech A thoughtful framework on cultural and organizational factors when rolling out new technology, especially useful for AI adoption and human-in-the-loop design. https://marklovestech.com/cultural-hi... How to Review a Pull Request Like a Senior Developer Focuses on code review best practices, including what to look for and how to provide effective feedback.    • How to Review a Pull Request Like a Senior...   dbt Fundamentals Training Hands-on introduction to dbt, teaching how to build, test, and document data pipelines — essential for anyone working with modern data stacks. https://learn.getdbt.com/courses/dbt-... 🌐 Connect & Resources • Follow Raj Jain → LinkedIn: /b2braj • Follow Charles Brun → LinkedIn:  / charlesbrun   → X (Twitter): https://x.com/_charlesbrun → Wizardly: https://trywizardly.com

    37 min
  • 12 Episodes

About

GTM Hackers is a podcast that explores the systems, workflows, and strategies behind high-performing go-to-market teams that experience massive growth. Each episode features in-depth conversations with GTM Engineers, RevOps leaders, sales architects, and operators who build the infrastructure that powers scalable revenue. We focus on how leading tech companies actually operate behind the scenes: their data models, processes, AI workflows, and tools — rather than high-level theory.

Information

  • Creator
    GTM Hackers
  • Years Active
    2K
  • Episodes
    12
  • Rating
    Clean
  • Copyright
    © GTM Hackers
  • Show Website
    GTM Hackers