GTM ENGINEERING
Go-to-market systems your team actually runs on
I build the systems behind your revenue team: the market worth going after, target lists with a reason to call, and the AI that does the busywork.
I ran B2B marketing and revenue teams for 25 years before I started building, so I build for how your team works on a Monday morning.
SOUND FAMILIAR?
Where revenue teams get stuck
Most teams outgrow the way they operate before anyone notices. It shows up in a few familiar ways.
- Nobody can say how big the real market is, or which accounts are worth the effort
- Sellers start each week deciding who to call
- Everyone has an AI login, and not much has changed
- Reps don’t trust the CRM, so they keep their own spreadsheets
WHAT A SIGNAL-BASED SYSTEM LOOKS LIKE
Reach out the day something changes
One example of what I build: a system that watches for buying signals, adds the context, and routes each account to the right next step.
Signals watched
- New executive hire
- Funding round
- Hiring surge
- Permits, filings, grants
Enrichment
Finds the right people
Scores the account against your ICP and fills in the buying committee.
AI system
Watches public sources around the clock. Scores every hit for fit and timing, then routes it.
Pulls in context
CRM history, past notes, and live web research.
ROUTED FOR YOU
HOT · same-day alert
Drafted opener attached. You review and send.
WARM · into a sequence
Enriched and queued for the next touch.
COLD · back to watch
Watched until the next signal fires.
Sales leader
Pipeline that reflects intent
The forecast tracks real buying signals instead of activity.
WHAT I BUILD
Three systems most revenue teams are missing
A market worth going after
Most teams have never sized their real addressable market. I build market studies and TAM models that show how big it is and which accounts are worth the effort, from public data like job postings, government registries, filings, permits and grants. Then every account gets a reason to call now, and some lists run as weekly monitors built in Python and SQL, so sellers get fresh accounts without anyone rebuilding the list.
| Account | Fit | Why now |
|---|---|---|
| Harbor Logistics | A | New VP of Sales |
| Pinecrest Health | A | Hiring 3 SDRs |
| Summit Fabrication | B | Expansion permit |
| Lakeview Software | B | Series B closed |
Sample data
AI in the daily work
I put AI to work inside the jobs your team already does: account research, call analysis from tools like Gong, meeting prep, content. I build most of it with Claude and Claude Code, and work with ChatGPT if that’s what your team uses. For teams that want to run it themselves, I build a complete AI operating system and hand it over.
Why now
Opened a second plant in August and is hiring a sales ops manager.
Who’s on the call
Dana Ruiz, VP of Operations. Joined in May from a competitor.
Ask about
How quotes get built today, and who owns the CRM.
Sample data
Revenue data you can trust
Everything above depends on data your team believes. When reps stop believing the CRM, they stop using it. I connect your CRM, whether that’s Salesforce or HubSpot, to the rest of your stack, use tools like Clay to catch dead contacts and fill in the buying committee, and write clean data back where your team works.
| Field | Before | After |
|---|---|---|
| Bounced | Verified | |
| Title | Blank | VP of Operations |
| Status | No activity in 14 months | Active account |
| Buying committee | 1 contact | 4 contacts, roles mapped |
Sample data
WAYS TO START
Pick the first step that fits
Most teams start here
Target Account Study
Your real addressable market, sized, and a ranked list of the accounts worth going after, each with the signal that makes it worth a call now.
- Your addressable market, sized from public data
- Accounts ranked by fit to your best customers
- The “why now” signal behind each one
- The list and the method, yours to keep
GTM Systems Audit
A review of your CRM, tools and workflows that shows where data breaks, where work is still manual, and what to build first.
Build Engagements
I build the systems, test them against your real data, document them, and hand them to your team.
Fixed prices are agreed before we start.
WHY A FORMER REVENUE LEADER
I’ve been the person who got the call when growth stalled
So every build starts with the question a VP of sales or marketing would ask: will my team use this, and will it change what they do this week?
Hiring your first GTM engineer?
I can design the role, build the first systems, and have them running when that person starts.
Talk About Your First Hire- 1
Role scorecard and job description
What the job is, what good looks like, and how to hire for it.
- 2
First systems live
The highest-value builds running before day one.
- 3
Clean handover
Documented, walked through, and owned by your new hire.
HOW IT WORKS
Find, build, test, hand over
- 1
Find
Map your data, your tools, and the work your team still does by hand.
- 2
Build
Start with the change that saves the most time or opens the most pipeline.
- 3
Test
Run it against your real data before anyone relies on it.
- 4
Hand over
Document it, train your team, and leave it with them.
Get Started
Let’s find out what to build first
Book a free 30-minute call. We’ll look at your data, your tools and where your team loses time, and I’ll tell you honestly where I’d start.
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Quick discovery call
30 minutes to understand your needs
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Fast response
Reply within 8 hours
FAQS: GTM ENGINEERING