What I can do for you
GTM Engineering is the discipline where technical builders design and operationalize revenue systems. I combine go-to-market knowledge with the technical skills to build those systems: data engineering, API integrations, AI orchestration, and automation. The outcome: your revenue team delivers the output of a team many times its size — without extra hires.
💧 Waterfall enrichment
From 20% to 80%+ coverage by chaining Clay waterfalls with LeadMagic, Findymail, and Apollo. Pay-per-success pricing. Read: the waterfall stack.
📡 Signal-based outbound
Detect buying signals via Common Room, Trigify, and custom flows. Reply rates from 1-3% up to 8-15%. Read more.
🤖 AI agents & MCP
Pre-call research agents, lead classifiers, churn predictors. Production-ready with Claude/GPT-5 via MCP. See GTM in the age of AI.
🏗️ CRM architecture
HubSpot or Salesforce builds that scale with you. Custom objects, programmable workflows, integrations. For heavy HubSpot builds I bring in Pack of Nodes.
📊 Lead scoring & routing
Fit + intent scoring models, real-time routing, MQL/SQL pipeline automation. No more manual assignment.
🔄 Workflow orchestration
n8n, Make, Clay, and custom Python services that make your revenue stack work as one. No more point-to-point spaghetti.
The three forces that make GTM Engineering essential
The GTM Engineer role emerged from three simultaneous trends:
- CAC is rising structurally. Median B2B SaaS payback went from 11 months (2021) to 18 (2026). VCs demand under 12 for good term sheets. Hiring more SDRs isn't the answer.
- AI made personalization at scale possible. What used to take 15 minutes per prospect now takes an agent seconds. But the value isn't in the AI — that's commoditized — it's in the data and orchestration around it.
- The Clay-Cargo-Common Room generation. Programmable GTM data platforms require someone who can operate them at developer level, not just click through a UI.
GTM Engineering versus RevOps
GTM Engineering is Build: designing new systems, running experiments, prototyping. RevOps is Run: governance, maintenance, optimization of existing systems. Two sides of the same coin.
For scale-ups under €15M ARR, one partner doing both is more efficient than two separate teams. I lay the governance foundation and build the systems in parallel. That way you build on a healthy base from day one instead of having to repair things later. More on this: GTM Engineering and RevOps together.
My approach
I start with an audit of your current GTM stack: what's running, what's manual, where are the biggest levers? That feeds a 90-day roadmap with one big build (typically waterfall enrichment or signal-based outbound), running in parallel with the RevOps foundation. By the end of the quarter you have working systems, not a deck full of recommendations.
I often work 1-2 days per week as interim GTM Engineer. The systems I build can be maintained afterwards by a junior or mid-level hire. For deep HubSpot implementations I bring in Pack of Nodes for the pure HubSpot engineering.
When is GTM Engineering right for you?
Three signals that it's time:
- Your sales team demonstrably wastes time — pre-call research takes 30+ minutes, lead research 1+ hour per day, CRM admin is a chronic complaint.
- You repeat the same manual work across multiple channels — list building, follow-ups, reporting, all by hand.
- You're missing benchmarks — CAC payback above 18 months, Magic Number under 0.7, reply rates under 1%, NRR below 100%.
How does your GTM engine score?
Take the free GTM Scan and find your biggest lever. Personal advice in 10 minutes.