“Instead of giving everyone a Swiss Army knife, we build Swiss Army knives on steroids.” — Clay
Dear B2B & agency founder - let’s skip the pleasantries.
If you’re still running go-to-market like it’s 2014 - SDRs in one corner, AEs in another, and RevOps duct-taping the CRM together - you're already behind.
The modern sales floor doesn’t sound like phones ringing. It hums with automations firing. Signals processing. LLMs composing. Revenue... compounding.
Welcome to the era of the GTM Engineer!
What’s Happening Right Now (If You Like It Or Not)
Across Clay, Apollo, and 50+ elite teams - from OpenAI to Rippling - a silent shift is underway:
SDRs, AEs, Sales Engineers → collapsing into one high-leverage function
Pipeline → generated by systems, not reps
Headcount → optional, not necessary
And in today’s economic climate, that matters more than ever.
Hiring is frozen. Budgets are tight. Growth targets haven’t moved.
The old model of scaling by throwing bodies at the problem? It’s broken.
That’s why GTM Engineers & Automations are rising: They don’t just replace traditional roles - they give you a scalable system that flexes with demand:
Need to scale up? Deploy more sequences, enrich more leads, increase capacity without interviews or onboarding.
Need to cut back? Dial it down - no layoffs, no severance, no drama.
--> AI systems scale like servers. Sales teams don’t.
This isn’t about being anti-human. It’s about building a modern revenue engine that doesn’t break every time the market moves.
GTM Engineers aren’t here to scale teams. They’re here to replace them - with something smarter.
Why the future of pipeline isn’t human-powered - it’s system-engineered.
The New Default: Sales as Engineering
Traditional GTM...
❌ Everyone owns a piece of the process
❌ Manual tasks at every step
❌ Learnings stuck in silos
GTM Engineering & Automation
✅ One person owns the entire flow
✅ Fully automated prospecting, scoring, personalization
✅ Learnings → turned into reusable assets
✅ Feedback loops that improve product and pipeline
How do GTM Engineers or Automations Work?
They don’t "do outreach." They are designed systems that:
Find leads
Enrich data
Personalize at scale
Book meetings
Route intelligently
Learn from feedback
They support closing deals, answer technical objections, and push product improvements in the same call.
It’s like having an AE, growth engineer, and product manager in one person... just digital.
This isn’t theory. It’s reality.
We’re seeing GTM Automations...
Book 50+ demos/month solo
Replace 3+ SDRs and 2 RevOps
Use GTM Systems, LLMs & outbound sequencers to run full-funnel plays
Surface bugs that go straight to the product roadmap
GTM Engineers & Automations ≠ RevOps
RevOps → builds the infrastructure.
GTM Engineering → runs experiments on top of it.
Think:
RevOps makes the pipes work
GTM Engineers build growth loops on top
Together? A compounding GTM engine that adapts in real time
One stabilizes. One scales. You need both - but most teams have neither.
