The GTM Engineer Podcast

In today's episode, I chat with Aamir Massoud, GTM Lead at Numero, about running precise, signal-driven outbound with a lean team inside one of the more complex enterprise sales environments — the office of the CFO. Numero is a vertical AI platform that deploys agents into finance and accounting workflows without ripping out ERPs or CRMs. Aamir breaks down why he starts every GTM build not with a tool but with a written story — who you're selling to, how they're tiered, and why — and how that document becomes the foundation for everything built on Claude after. He walks through a specific campaign where they scraped data on CFOs who had published podcasts, interviews, or articles in the past 90–180 days (via Floid and their connectors), then used those signals to write personalized emails in the prospect's own language — with a human-in-the-loop review step before anything goes out. He shares his prediction that lean GTM pods will keep getting more powerful by pulling signals from product, support, and CS, and closes with practical advice: define the ICP yourself, write the story before you touch any tooling, then pick one workflow, finish it, and move on. Enjoy 🙂 (0:00) Introduction to The GTM Engineer Podcast (0:21) What Numero Does: Vertical AI for the Office of the CFO (2:33) GTM Strategy: Story-First, Then Tooling (3:43) Signal-Led Outreach: Triggers, PE Acquisitions, and the Right Timing (5:44) The CFO Campaign: Scraping Podcasts and Articles for Deep Personalization (7:07) Aamir's Background: Old-School BD Meets Signal-Driven Outbound (9:20) 30 Precise Emails vs. 300 Spray-and-Pray (10:20) Outbound + Events as a Combined GTM Motion (11:14) Filling the Middle of the Funnel Before Asking for a Meeting (13:03) Predictions: Lean, Multi-Dimensional GTM Pods Hitting New Heights (15:49) Advice for Aspiring GTM Engineers: Start With the Story, Not the Stack 🔗 CONNECT WITH AAMIR 👥 LinkedIn 🔗 CONNECT WITH SAURAV 🎥 YouTube Channel 🐦 X (Twitter) 📸 Instagram 💻 Website 👥 LinkedIn 📧 Email - saurabh@salesrobot.co 🙏 LEAVE A REVIEW If you enjoyed listening to The GTM Engineer 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.

In today's episode, I chat with Cory Blumenfeld, founder at BlueMoso, about giving business owners their time back by providing virtual talent for ops, admin, SDR, and client-facing roles, mostly for small business owners looking to scale past doing everything themselves. Cory breaks down his client acquisition mix, where warm referrals and affiliates lead but personal brand content on LinkedIn drives real pipeline, and why he's exploring Substack to pull his audience off algorithm-dependent platforms and into owned channels. He shares how BlueMoso actually started: after exiting two businesses, he began posting on LinkedIn, brought on a VA he set up for success with real systems, and when other creators kept telling him their VAs weren't working, he realized the systems were the product. That VA is now his business partner, and together they've built a talent pool of over 70 virtual workers in under two years. Cory predicts outsourcing grows alongside AI rather than losing to it, with human experience becoming the premium tier as AI-only interactions become the default, and closes with advice for business owners: not adopting AI now is the real risk. Enjoy 🙂 (0:00) Introduction to The GTM Engineer Podcast (0:26) What BlueMoso Does: Virtual Talent for Business Owners (2:17) Client Acquisition: Referrals, Affiliates, and Building a Personal Brand (3:07) Why Cory Is Exploring Substack Over Chasing Viral LinkedIn Content (7:20) Cory's Journey: From Two Exits to Building BlueMoso With His VA (10:12) Predictions: Outsourcing Grows Alongside AI, Human Experience Becomes Premium (16:19) Advice: The Risk Is Not Adopting AI 🔗 CONNECT WITH CORY 👥 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 GTM Engineer 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.

In today's episode, I chat with Tamara Omomo, GTM engineer at Everphone, a device-as-a-service company that manages end-to-end device procurement for mid-size to enterprise fleets. Tamara walks through her account-monitoring build for enterprise buying committees: an agent that tracks news, podcasts, and LinkedIn activity for mapped stakeholders and alerts her team to engage in a relationship-first way, paired with synthetic personas built from years of past sales transcripts so outreach is tailored by job title down to the individual contact. She shares her path from growth marketing, where broken attribution and disconnected systems pushed her toward automation, HubSpot dashboards, and eventually Clay, before rebranding herself into GTM engineering two years ago. She also talks about Berlin's growing GTM engineering scene versus the more saturated US market. Tamara predicts agentic AI will increasingly absorb SDR work, more teams building in-house tools over relying on SaaS, and personalization at scale becoming the norm, and closes with advice for beginners: relax, pick one or two tools instead of chasing every new one, solve the actual problem before reaching for a tool, and stay off LinkedIn hype. Enjoy 🙂 (0:00) Introduction to The GTM Engineer Podcast (0:33) Tamara's Role as In-House GTM Engineer at Everphone (2:04) What Everphone Does: Device-as-a-Service for Enterprise Fleets (3:16) Campaign: Monitoring Buying Committees and Building Synthetic Personas (8:09) Tamara's Journey: From Growth Marketing to GTM Engineering (10:36) The GTM Engineering Scene in Berlin vs. the US (11:28) Predictions: Agentic AI, In-House Tools, and Personalization at Scale (15:07) Advice: Relax, Pick Your Tools, and Solve the Problem First 🔗 CONNECT WITH TAMARA 👥 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 GTM Engineer 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.

In today's episode, I chat with Himanshi Shah, founding GTM engineer at Scaletopia, about running outbound exclusively for marketing agencies that are too busy serving their own clients to book new business for themselves. Himanshi walks through two campaigns: one pulling Product Hunt launch data into automation tools to reach founders right as they ship, and another sourcing companies that just went ISO 27001 compliant straight from news releases and LinkedIn, then enriching and targeting the right people inside each one. She shares her unplanned path into GTM, from a data analyst offer at PayPal that fell through after an accident, to an insurance job, to a US startup where she taught herself make.com in five days and became an automation engineer, eventually landing the founding GTM engineer title at Scaletopia. She predicts AI agents will become the decision makers in outbound while humans shift into operating them, and closes with advice for beginners: take things one step at a time, learn the sales fundamentals before jumping into Clay and automation tooling. Enjoy 🙂 (0:00) Introduction to The GTM Engineer Podcast (0:27) What Scaletopia Does: Outbound for Marketing Agencies (1:27) Why Himanshi Chose This Niche and Now Handles 15 Clients Solo (2:07) Campaign: Sourcing Leads from Product Hunt Launches (2:54) Campaign: Targeting Companies That Just Went ISO 27001 Compliant (4:26) Himanshi's Journey: From a PayPal Offer to Learning Make.com in 5 Days (6:49) How Scaletopia Happened After a Leadership Change (7:43) Predictions: AI Agents as Decision Makers, Humans as Operators (8:58) Advice: Learn the Sales Basics Before Jumping Into Automation 🔗 CONNECT WITH HIMANSHI 👥 LinkedIn 🔗 CONNECT WITH SAURAV 🎥 YouTube Channel 🐦 X (Twitter) 📸 Instagram 💻 Website 👥 LinkedIn 📧 Email - saurabh@salesrobot.co 🙏 LEAVE A REVIEW If you enjoyed listening to The GTM Engineer 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.

In today's episode, I chat with Jay, a go-to-market engineer at Clay, about implementing AI across roughly 50 companies in the past year, from five-person shops in West Texas to 3,000-person organizations. Jay walks through his favorite recent build: an AI agent for an electronic sign company that pulls Google Street View images of churches and retail locations, scores the quality of their existing signage, checks zip code wealth and traffic, then hands reps a qualification status, cutting a 15 to 60 minute manual process down to seconds. We get into his signals-driven prospecting framework, where static ICP scoring gets layered with real-time buying triggers so reps wake up to a prioritized account list every Monday. Jay shares his path from private equity to scaling ThredUp's B2B arm to zero to double-digit million ARR, then falling for Clay as an early user before joining. He predicts go-to-market is splitting into an orchestration layer for data infrastructure and an app layer reps build themselves, and closes with advice for new GTM engineers: learn CRM architecture first, then just do it. Enjoy 🙂 (0:00) Introduction to The GTM Engineer Podcast (0:32) What Jay Does as a GTM Engineer at Clay (1:04) The Clients: 50 Companies Implemented in a Year (1:52) Creative Campaign: AI Agent Qualifies Electronic Sign Leads via Street View (5:21) The Framework: Signals-Driven Prospecting (7:12) Jay's Journey: From Private Equity to ThredUp to Clay (9:58) Predictions: The Orchestration Layer vs. The App Layer (12:39) Advice: Learn CRM Architecture, Then Just Do It 🔗 CONNECT WITH JAY 👥 LinkedIn 🔗 CONNECT WITH SAURAV 🎥 YouTube Channel 🐦 X (Twitter) 📸 Instagram 💻 Website 👥 LinkedIn 📧 Email - saurabh@salesrobot.co 🙏 LEAVE A REVIEW If you enjoyed listening to The GTM Engineer 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.

In today's episode, I chat with Taiwo, founder at JourneyWise, about building a unified "allbound" platform that captures every touchpoint across marketing and sales instead of treating inbound and outbound as separate stories. Taiwo shares a client story where an Australian prospect ghosted after a demo, then returned nine months later citing their LinkedIn content, showing how non-linear the real buyer journey actually is. We get into JourneyWise's guerrilla marketing tactics, from bar-style table cards in co-working spaces to QR codes at coffee stations, and how thinking offline first helped the brand stand out. Taiwo walks through her path from marketing analyst, sitting at the intersection of marketing and sales, to noticing that outbound touchpoints were missing from attribution models entirely and that ICPs diverged between teams. She predicts the next shift is unified execution layers and buyers represented by AI agents evaluating vendors directly, and closes with advice for new GTM engineers: experiment constantly, remix ideas from other creators, and learn how systems, APIs, and workflows connect. Enjoy 🙂 (0:00) Introduction to The GTM Engineer Podcast (0:33) What JourneyWise Does: The "Allbound" Sales Execution Platform (1:44) Client Story: An Australian Prospect Returns Nine Months Later (4:16) Guerrilla Marketing: Table Cards and Coffee Station QR Codes (6:06) Taiwo's Journey: From Marketing Analyst to Founder (9:37) The ICP Misalignment Problem Between Marketing and Sales (12:49) Predictions: Unified Execution Layers and AI Agents as Buyers (17:56) Advice for New GTM Engineers: Experiment and Learn the Systems 🔗 CONNECT WITH TAIWO 👥 LinkedIn 🔗 CONNECT WITH SAURAV 🎥 YouTube Channel 🐦 X (Twitter) 📸 Instagram 💻 Website 👥 LinkedIn 📧 Email - saurabh@salesrobot.co 🙏 LEAVE A REVIEW If you enjoyed listening to The GTM Engineer 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.

In today's episode, I chat with Fahad, a GTM engineer with a background in B2B sales, about running signal-based outreach at scale for an enterprise client. Fahad breaks down how he built a Clay table pulling multi-location account data through Serpo.dev's HTTP API, running parallel Clay agents to qualify accounts against the client's criteria and segment them into tier one, tier two, and tier three before sourcing contacts. He walks through why precision matters at that scale, since a poorly constrained AI query can hand back the wrong signals and hurt a client's credibility. We trace his path from B2C high-ticket sales, discovering Clay back in 2022, and eventually leaving a stable job to go through Clay's own 101 cohort and AI Skills cohort to build his foundation. His prediction: GTM engineers who over-focus on tools will lose their edge, since AI now handles most of the technical heavy lifting, so the real value going forward sits in strategy, spotting bottlenecks, and knowing how to stitch tools together. His advice for anyone starting out is to cut the noise and focus on learning Clay first, since it teaches you the full process happening behind the scenes. Enjoy 🙂 (0:00) Introduction to The GTM Engineer Podcast (0:31) What a GTM Engineer Does: infrastructure, messaging, and iteration for revenue growth (1:31) Understanding ICP: why the right channel differs by client, from email to LinkedIn (3:02) Fahad's Standout Campaign: signal-based outreach using Clay and Serpo.dev's HTTP API (4:26) The Account Qualification Process: tiering multi-location accounts for a scaled outbound campaign (6:42) Fahad's Journey: from B2C high-ticket sales to Clay's 101 and AI Skills cohorts (9:43) AI Agents vs. Clay: comparing Codex-driven list building to traditional Clay workflows (10:48) Predictions: why strategy and tool-stitching will matter more than technical skill alone (10:54) Advice: cut the noise and focus on learning Clay first 🔗 CONNECT WITH FAHAD 👥 LinkedIn 🔗 CONNECT WITH SAURAV 🎥 YouTube Channel 🐦 X (Twitter) 📸 Instagram 💻 Website 👥 LinkedIn 📧 Email - saurabh@salesrobot.co 🙏 LEAVE A REVIEW If you enjoyed listening to The GTM Engineer 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. Fahad's LinkedIn link isn't in the transcript — drop it in and I'll swap it into the connect block.

In today's episode, I chat with Neil Milne, who runs his own GTM agency about running B2B GTM systems for newly funded startups. Neil breaks down how his agency steps in when founders are trying to decide between hiring a VP or a rev ops person, and instead helps them segment their ICP and build a repeatable system from scratch. He shares his favorite recent campaign for a London-based client: instead of pitching services cold, they built an event-based outbound campaign, inviting high-ticket prospects to in-person gatherings where the real conversions came from conversations on the floor, not RSVPs. We trace his path from a university clothing brand with zero marketing knowledge, into SEO, then rev ops, and finally GTM engineering as the label that tied it all together. Neil's prediction is that the engineers who stay ahead won't be the ones chasing every new tool, but the ones who stay curious and keep adapting. His advice for anyone starting out: don't wait to have it all figured out, get in and run your first campaign, since burning through a few thousand tokens on a failed test teaches you more than any amount of reading. Enjoy 🙂 (0:00) Introduction to The GTM Engineer Podcast (0:44) What Neil's Agency Does: helping newly funded B2B startups build a GTM system and refine ICP (3:02) Neil's Standout Campaign: an event-based outbound campaign for a London client (4:44) Why Trust Ladders Beat Cold Pitches: applying old marketing principles to modern GTM (7:35) The Multi-Touchpoint Journey: lessons from e-commerce and D2C marketing (7:39) Neil's Journey: from a university clothing brand to SEO to rev ops to GTM engineering (10:37) Predictions: why curiosity, not tool mastery, will define the best GTM engineers (12:54) Advice: get in and run your first campaign, learn by doing 🔗 CONNECT WITH NEIL 👥 LinkedIn 🔗 CONNECT WITH SAURAV 🎥 YouTube Channel 🐦 X (Twitter) 📸 Instagram 💻 Website 👥 LinkedIn 📧 Email - saurabh@salesrobot.co 🙏 LEAVE A REVIEW If you enjoyed listening to The GTM Engineer 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.

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 building a conversational intelligence platform inside a Claude project driven entirely by Markdown files, used by non-technical operators for scheduled call prep, semantic theme tracking, and even generating L&D courses on demand. He shares the stat that orgs spend roughly $1.90 on training for every $1 spent on SaaS, and why cutting that complexity into a chat interface is the real creative work now. Robert also talks through his own path from solutions architecture, his current workflow of running ideas through Perplexity's deep research and multi-model councils before ever building anything, and why he thinks thinking, not doing, is where the value has shifted. He closes with his prediction that agent swarms and MCP servers will handle more of the glue work, and his advice to build GTM strategy skills underneath the tools, since tools change fast and the underlying thinking doesn't. Enjoy 🙂 (0:00) Introduction to The GTM Engineer Podcast (0:44) What Australia GTM Does: from GTM strategy to GTM and AI engineering for VC-backed startups (2:53) Why GTM Engineer Is a "Unicorn" Role: systems thinking meets go-to-market sense (6:37) Building Their Own LinkedIn Automation System Before Tools Like Sales Robot Existed (8:05) The SaaSpocalypse: embedding Claude as an AI operating system for clients (8:31) Case Study: a conversational intelligence platform built on Markdown files inside a Claude project (11:02) The $1.9-per-$1 SaaS Training Cost and Why Cutting Complexity Is the New Creativity (13:12) Rethinking Business Models When Agents, Not Humans, Are the New Users (18:19) Robert's Workflow: Perplexity deep research, model councils, and Claude planning mode before building anything (21:35) Predictions: agent swarms, MCP servers, and why GTM strategy still matters underneath the tools 🔗 CONNECT WITH ROBERT 👥 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 GTM Engineer 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.

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 LinkedIn for reply rates in that world. Nicolas walks through the flow he built over the past three months to pull Telegram and Twitter usernames for LinkedIn prospects, so cold outreach can move to the channel busy executives actually check. We also trace his path from building "Duolingo for crypto" as a teenager, to working b2b sales in commercial real estate finance on Wall Street, to landing in GTM engineering by merging tech, sales, and content skills. He shares why he thinks GTM engineering is one of the few roles AI won't shrink over the next five to ten years, why fractional GTM work is a smart path for young professionals, and his advice: don't limit yourself to what seems possible, keep pushing Claude Code with follow-up questions, and build your own playbook instead of copying what you see online. Enjoy 🙂 (0:00) Introduction to The GTM Engineer Podcast (0:21) What MPM Labs Does: full-circle web3 consultancy for prediction markets, perp DEXs, and trading platforms (1:50) MPM's Internal Campaign: shifting from LinkedIn to Telegram for crypto outreach (3:00) The Flow: pulling Telegram and Twitter usernames from LinkedIn prospects (4:50) Choosing Channels: WhatsApp in India vs. Telegram in web3, and why unsaturated channels win (6:59) Nicolas's Journey: from teenage crypto trader to "Duolingo for crypto" founder (8:31) Pivot to B2B Sales: Wall Street commercial real estate finance (9:36) Becoming a GTM Engineer: merging tech, sales, and content skills (12:01) Predictions: why GTM engineering will grow, not shrink, over the next 5-10 years (12:52) Fractional GTM Work: why it's a strong path for young professionals (16:02) Advice: don't limit yourself, keep pushing Claude Code, and build your own playbook 🔗 CONNECT WITH NICOLAS 👥 LinkedIn 🔗 CONNECT WITH SAURAV 🎥 YouTube Channel 🐦 X (Twitter) 📸 Instagram 💻 Website 👥 LinkedIn 📧 Email - saurabh@salesrobot.co 🙏 LEAVE A REVIEW If you enjoyed listening to The GTM Engineer 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.

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 records for how much each one actually spends on water, and building first-party signal systems for a 100K-user client by pulling together HubSpot, Postgres, and product analytics to define custom lead states and the next best action for each one. CheeTung's background is 10 years as a tech founder—enterprise consulting selling to Fortune 500s, a venture-funded startup raised to Series A and $3M ARR with a 14-person GTM team, a bootstrapped SaaS attempt, and eventually building The GTM Architects after deciding not to push a dying edtech business uphill. He's now running 70% of his work through Claude Code, building a skill that pulls from nine or ten sources—DKIM/DMARC settings, website HTML stack detection, social posts—into an Opus-strategist agent that outputs full pre-call research documents, and he's publishing fully-sourced 3,700-word blog teardowns weekly using the same system, work that used to take a month per article. His prediction: the bleeding-edge GTM engineers will burn out as starving artists while tools like Clay move upmarket toward enterprises who'd rather hire average operators than chase geniuses—but the fundamentals of people-to-people selling won't change, just the speed at which the tooling evolves. His advice: take on early clients for free to build proof, then charge, and remember the build itself is commoditized now—your own thinking is the only thing that isn't. Enjoy 🙂 (0:00) Introduction to The GTM Engineer Podcast (0:27) What The GTM Architects Does: AI-Native GTM Systems for Mid-Size B2B Companies (2:06) The Car Wash Campaign: Narrowing TAM by Digging Into Public Water Spend Records (3:05) First-Party Signal Systems: Combining HubSpot, Postgres, and Product Analytics for 100K Users (7:08) CheeTung's Journey: Enterprise Consulting, a Series A Startup, and Shutting Down to Build GTM Architects (9:06) Running 70% of Work Through Claude Code: The Pre-Call Research Skill Across 10 Sources (11:46) Publishing Fully-Sourced 3,700-Word GTM Teardowns Weekly With Fable 5 (14:03) Predictions: The Starving Artist GTME, Clay Moving Upmarket, and Why the Fundamentals Won't Change (19:22) Advice: Take Early Clients for Free, Then Charge—The Build Is Commoditized, Your Thinking Isn't 🔗 CONNECT WITH CHEETUNG 👥 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 GTM Engineer 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.

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 interested to booked meeting—across cold email, LinkedIn outreach, and a content-plus-engagement layer where AI jumps in on every like, comment, or share to start a conversation. AI Ark came out of watching agencies hammer outdated Apollo scraper data and never knowing which client a contact was used for—so they built fresh 30-day-max data with keyword search on profiles, eating their own dog food with every campaign. The most honest part of this episode is Brian's breakdown of churn: clients leave even when you deliver perfect results, because the sales team doesn't close, the product isn't ready, or they just run out of budget—so AI Bees built a churn risk score from bi-weekly account manager calls, an AI that scores the conversation 1-10 and triggers a recovery plan when it gets high. His path started in 2018 with his brother, discovered the math of recurring revenue through a white-label LinkedIn tool, hit a million in 18 months, and put all the profits into building AI Ark. His advice: master data hygiene and inbox delivery before touching tools, and stay on top of the game through YouTube University. Enjoy 🙂 (0:00) Introduction to The GTM Engineer Podcast (0:22) What AI Bees Does: Meet Me Leads, LinkedIn Content, and AI-Powered Conversation Nurture (2:39) What AI Ark Does: 30-Day-Fresh Data and Keyword Search on Profiles (4:18) Why Brian Built AI Ark: Outdated Scraper Data and No Campaign Attribution for Agencies (7:01) The Real Talk on Churn: Clients Leave Even When You Do a Perfect Job (9:10) The Churn System: AI Risk Scores on Account Manager Calls, Recovery Plans, and Review Psychology (13:04) Brian's Journey: White-Label LinkedIn Tool, the Million-Dollar Math, and Reinvesting Into AI Ark (15:38) Predictions: Personalization Becomes the Norm, Signal Data Grows in Importance, LinkedIn Still Has an Edge (19:04) Advice: Master the Basics First, Then Stay on Top via YouTube University 🔗 CONNECT WITH BRIAN 👥 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 GTM Engineer 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.

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 their specific problem, reconstructing their HubSpot in the background from LinkedIn data to simulate their customer base—producing 35-40% reply rates and cutting average sales cycles from 45-50 days down to 18-20. Alongside email and LinkedIn, Sashank is running gifting campaigns, field marketing with Hallmark cards that link directly to the AI agent they're selling, and a "show don't tell" philosophy where every campaign ends with the prospect actually talking to the product. His path is one of the wildest on the show: professional musician, artist manager at 17 with an eight-figure exit he donated, keyframe animation studio founder, pre-sales engineer, SDR, CSM at Factors where he built 200+ automations in 14 months, and now sitting on $1.6M in pipeline solo at Interact within one month. His prediction: the "I'll build it myself" wave will die when people discover the maintenance reality—software ages like fish, not frozen meat. His advice: GTM engineering is an evolution, not an escape from sales—understand GTM deeply before touching the engineering side. Enjoy 🙂 (0:00) Introduction to The GTM Engineer Podcast (0:21) What Sashank Does: 15 Demand-Gen Engines for a Category-Creation Product at Interact (1:40) The Psychological Bucketing Campaign: Simulating Prospect HubSpots, 35-40% Reply Rates (4:39) Show Don't Tell: Every Campaign Ends With the Prospect Talking to the Agent (6:43) Field Marketing, Gifting, and Hallmark Cards That Link Directly to the Product (7:51) Sashank's Journey: Musician to Animation Studio to SDR to CSM to GTM Engineer (12:00) 1,500 Applications, 392 Interviews, 18 Offers—and $1.6M in Pipeline in One Month (15:49) Predictions: The Build-It-Yourself Wave Will Die When Maintenance Reality Hits (19:27) Advice: GTM Engineering Is an Evolution, Not an Escape—Understand GTM Before the Engineering 🔗 CONNECT WITH SASHANK 👥 LinkedIn 🔗 CONNECT WITH SAURAV 🎥 YouTube Channel 🐦 X (Twitter) 📸 Instagram 💻 Website 👥 LinkedIn 📧 Email - saurabh@salesrobot.co 🙏 LEAVE A REVIEW If you enjoyed listening to The GTM Engineer 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.

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 multiple ICPs and messaging frameworks simultaneously rather than one clean persona. She walks through how trade shows are still the primary outreach channel, how sales enablement—brochures, one-pagers, decks, trainings—is where most of her creativity goes, and how ice itself is a surprisingly rich messaging challenge: eight different ice types, each with different density and dilution properties, and a key angle around replacing expensive packed ice with an on-site machine that pays for itself over time. Her path ran from fashion design at NIF in India to fashion marketing in the US to content marketing in fintech and agency roles, until she started asking "who's reading this and why" about every blog she wrote—which led naturally into product marketing. Her prediction: AI is helping sales teams narrow to the right ICP faster and enrichment tools like Clay are solving the data accuracy problem, which frees everyone to focus on what actually matters—the messaging. Her advice: know your ICP before you know your product, because real understanding only comes from actual conversations, not sitting at a desk. Enjoy 🙂 (0:00) Introduction to The GTM Engineer Podcast (0:22) What Maitri Does: Product Marketing at Hoshizaki Across Ice Machines and Refrigeration (0:35) The Layered Channel Model: Dealers, Distributors, End Users, and Consultants — All Different ICPs (3:52) Sales Enablement as the Creative Engine in a Relationship-Driven Industry (5:28) Ice as a Messaging Challenge: Eight Types, Density, Dilution, and the Packed Ice Angle (7:01) Maitri's Journey: Fashion Design in India to Content Marketing to Product Marketing (10:14) Predictions: AI Narrows ICP Faster, Enrichment Solves Data Accuracy, Messaging Becomes the Focus (14:18) Advice: Know Your ICP Before You Know Your Product — Real Understanding Comes From Conversations 🔗 CONNECT WITH MAITRI 👥 LinkedIn 🔗 CONNECT WITH SAURAV 🎥 YouTube Channel 🐦 X (Twitter) 📸 Instagram 💻 Website 👥 LinkedIn 📧 Email - saurabh@salesrobot.co 🙏 LEAVE A REVIEW If you enjoyed listening to The GTM Engineer 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.

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 role sits somewhere between SDR and AE — he runs outbound, takes calls, and works deals through to close — and he walks through what that looks like day to day, including how Passionfruit's cold calling unit of four optimizes not just on list quality but on what they're saying in the first few seconds and when they're calling. He makes a strong case for AI as a calendar-clearing tool rather than a headcount-cutting one: use it to find the right companies, research why they're a fit, and then show up to the call with nothing to do but actually connect. We also get into his path — PPE at uni, six months in recruitment, then a co-founder at Passionfruit reached out — and why he ended up in sales specifically because of how human the job is. His predictions for the next few years are clear: companies will split into those that overshoot on AI and lose the human side, those that ignore it and fall behind, and the ones that get the balance right and compound hard. He closes with two pieces of advice: if you don't genuinely enjoy talking to people all day, GTM isn't for you — and if you do, go deep on AI tools, because the people who combine both will be world-class. Enjoy 🙂 (0:00) Introduction to The GTM Engineer Podcast (0:21) Tom's Role as AI Growth Manager at Passionfruit: SDR, AE, and Everything Between (1:29) Creative Campaigns and Cold Calling Optimization at Passionfruit (3:59) How Tom Uses AI to Build Lists — and When He Steps Away From It (5:18) Why Teams Enabling SDRs With AI Beat Teams Replacing Them (7:31) Tom's Journey: PPE, Recruitment, and Landing at Passionfruit (9:49) Predictions: The Three Types of Sales Teams That Will Emerge in the AI Era (13:35) Advice for Aspiring GTM Engineers: Grit, People Skills, and AI Literacy 🔗 CONNECT WITH TOM 👥 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 GTM Engineer 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.

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 through their Modern Guild case study in detail: the client helps sophomore and junior university students break into finance and consulting internships, and the campaign worked because the offer matched exactly what the audience already wanted. The data source was unconventional — LinkedIn groups where students had publicly left their university emails while asking for internship opportunities, scraped via PhantomBuster, enriched through Clay, and deployed on Dripify. He also breaks down his full campaign process: discovery questionnaires, two-week domain warmup on Smartlead, copy structured around hook → value prop → credibility line → low and high friction CTAs, and their in-house tool InReach which pulls contacts across 30+ vendors including Apollo, ZoomInfo, and BetterContact. We get into his journey into GTM engineering through ISkala's CEO — one of the earliest people to define the role in the MENA region — why LinkedIn groups are one of the most underrated data triggers available today, and how Claude has cut his campaign creation time from four hours down to five minutes. He closes with the same advice he'd give any beginner: learn to build a strong offer first, then learn to work with data. Enjoy 🙂 (0:00) Introduction to The GTM Engineer Podcast (0:22) What ISkala Business Solutions Does and Who They Serve (1:43) Modern Guild Case Study: Scraping LinkedIn Groups for University Emails and 7,000+ Signups (3:52) Full Campaign Build: Data Enrichment, Copy Structure, and Tool Stack (5:56) Breaking Down the Modern Guild Offer and Why It Worked (7:47) Mohamed's Path Into GTM Engineering at ISkala (9:24) AI and Claude: From 4-Hour Campaigns to 5 Minutes (11:42) Prompt Engineering as the Differentiator in an AI-First Outbound World (13:26) Advice for Aspiring GTM Engineers: Offer First, Then Data 🔗 CONNECT WITH MOHAMED 👥 LinkedIn 🔗 CONNECT WITH SAURAV 🎥 YouTube Channel 🐦 X (Twitter) 📸 Instagram 💻 Website 👥 LinkedIn 📧 Email - saurabh@salesrobot.co 🙏 LEAVE A REVIEW If you enjoyed listening to The GTM Engineer 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.

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 long-term client texting unprompted to say his account manager Teodora is awesome, and a recent acquisition of an agency called CreateUp that brought engineering talent, SOPs, and an official Apollo.io partnership—which is now generating joint marketing, GTM meetups in Toronto and Serbia, and inbound leads from Apollo itself. David's backstory is one of the more colourful on the show: built an SEO content agency from age 20 into a multimillion dollar business, watched ChatGPT nuke it, spent 12 months trying to acquire five different businesses including a $5M ad agency in Boston and a $4M government contracts agency in Tampa—both walked away at the one yard line—before landing on Nerdy Joe, which he bought for next to nothing and has been rebuilding ever since. He also ran 5,000 Twitter accounts 10 years ago doing follow-unfollow cold acquisition and generating 200 leads a month before Twitter caught on and torched all the accounts. His prediction: predicting the next 12-24 months is a fool's errand, but not using AI right now is the equivalent of refusing to use a computer—and he backs it up with a story about running 2,000 Red Cross survey responses through Claude for $13 in credits, work that would have cost $30,000 in junior researcher hours 20 years ago. His advice: get obsessed with sales, stay on the phone, and if you're not steeped in AI every single day, you're already falling behind. Enjoy 🙂 (0:00) Introduction to The GTM Engineer Podcast (0:22) What Nerdy Joe Does: Old School Sales Dev Meets Engineering (2:51) Client Focus: B2B Manufacturing and Business Brokers—Why the Fertile Ground Is There (9:13) The CreateUp Acquisition and Apollo.io Partnership (13:14) David's Journey: SEO Empire, ChatGPT Nukes It, Five Failed Acquisitions, Landing on Nerdy Joe (14:24) 5,000 Twitter Accounts, 200 Leads a Month, and Getting Torched by the Algorithm (20:54) Predictions: Predicting the Next 24 Months Is a Fool's Errand—But Not Using AI Is Inexcusable (25:05) The Red Cross Story: $13 in Claude Credits Does $30,000 Worth of Market Research Work (29:00) Where Is All of This Going? A Science Fiction Answer and a Mainstream One 🔗 CONNECT WITH DAVID 👥 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 GTM Engineer 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.

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 900 by tracking two signals—whether companies were already using a competitor tool (longer conversion cycle, skip them) and whether they were actively hiring (fast growth means expense management chaos, which is exactly the pain the product solves). Those 900 got personalized emails built from LinkedIn research on leadership posts fed into Clay via the Claude extension, and the open rate came in at 61% against an industry standard of 30-35%. Gunveen's path runs through a B2B SaaS agency in India that analyzed content tonality, a master's in marketing and strategy in London, freelance GTM work with lean startups, and eventually the realization that she kept being the first marketing person on these teams and could build a whole business around that gap. Her prediction: GTM engineering will blow up because it's now easier to build a product than to market it—most companies are just LLM wrappers, and the ones worth billions got there through positioning, not technology. Her advice: understand biopsychology before you touch the tools, research signals properly for each ICP, and build your automation with the mindset of a smart salesperson—the goal is to get someone on a call, not just to send emails. Enjoy 🙂 (0:00) Introduction to Outbound Wizards (0:21) What Growzle Does: Offshore Marketing for London Startups, GTM Expansion for Indian Companies (2:54) The 4,000-to-900 Campaign: Competitor Tech Stack and Hiring Signals, 61% Open Rate (7:52) Why Fast Hiring Is a Proxy for Expense Management Chaos—and Why That Matters for Deal Quality (9:06) Gunveen's Journey: India to London, Master's in Marketing, Freelance GTM, Starting Growzle (11:35) Predictions: GTM Engineering Will Blow Up, Marketing Value Is Rising, Positioning Beats Product (15:33) Advice: Learn Biopsychology, Research Signals First, Build Automation Like a Smart Salesperson 🔗 CONNECT WITH GUNVEEN 👥 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.

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 super mass-market B2B: alternative financing, franchising, real estate wholesale, pay-per-call—offers that tens of millions of people immediately understand without any education, where a positive reply already tells you exactly what's going on in their business. The campaigns that work all share the same characteristic: simplicity and a massive TAM. Nick's been using Claude Code to enrich and qualify at a scale that would be impossible manually, running datasets of 10-50 million records headlessly. His path started in e-commerce, moved into direct response copywriting and funnel building when he needed to exit, and landed on cold email when he realized he needed clients—at which point the puzzle pieces clicked. His prediction: headless tech stacks will turn 10-person teams into three-person teams, and the top 1% will pull further ahead because their input now produces 10x the output. His advice: get your hands dirty every single day—be in the WhatsApp groups, the Slack communities, on Twitter, because things move fast enough that just being present and implementing what you see gives you a real edge. Enjoy 🙂 (0:00) Introduction to Outbound Wizards (0:21) What Revo GTM Does: Mass Market B2B at 20 Million Emails a Month (1:38) Thinking Top-Down: Picking Markets That Fit the Infrastructure, Not the Other Way Around (4:04) What Every Winning Campaign Has in Common: Simplicity, Massive TAM, No Education Required (6:33) Nick's Journey: E-Commerce to Copywriting to Cold Email Agency Owner (8:16) Why E-Com People Have a GTM Edge: Full Funnel Thinking, Abandoned Cart Logic in B2B (10:44) Predictions: Headless Tech Stacks, Services as the New SaaS, Top 1% Pulls Further Ahead (13:00) Lead Magnets as a Growth Engine: 3.3M Organic LinkedIn Impressions From Five Employee Accounts (14:17) Advice: Get in the Trenches, Stay in the Right Rooms, Implement Fast 🔗 CONNECT WITH NICK 👥 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.

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 match score, and only pushes the best-fit candidates into outreach sequences—with recruiters signing off on the results and being genuinely happy with the quality. From there, leads flow into a Lemlist sequence combining emails, LinkedIn, phone calls, and voice notes. Carly's path in is one of the more unexpected ones: operations assistant at a financial immigration company, got a cold LinkedIn message from an agency called Blueprints, everyone told her it was a scam, she followed her gut anyway, met Rayyan Khan who trained her, and hasn't looked back since. Her prediction: email is getting harder, LinkedIn is where the opportunity is growing, and automation through tools like Make is going to be the real differentiator as CRM and ATS integrations get smarter. Her advice cuts in two directions—for aspiring GTM engineers, don't get lost in the jargon, focus on building the workflow and saving time for your team, and use the free education that's already out there; for founders and CEOs, trust your GTM engineer and give them the space to work. Enjoy 🙂 (0:00) Introduction to Outbound Wizards (0:21) What Mako Professionals Does: GTM and Outbound for Recruitment Agencies (1:33) The Clay Candidate Scoring Table: AI Match Scoring Before Pushing Into Campaigns (2:43) The Lemlist Sequence: Emails, LinkedIn, Calls, and Voice Notes (6:06) Carly's Journey: Operations Assistant to GTM Engineer via a LinkedIn Cold Message Everyone Said Was a Scam (8:04) Predictions: Email Getting Harder, LinkedIn Growing, Automation Through Make Is the Opportunity (10:55) Advice for GTM Engineers: Focus on the Workflow, Not the Jargon—Education Is Free (12:13) Advice for Founders: Trust Your GTM Engineer and Give Them Space 🔗 CONNECT WITH CARLY 👥 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.