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.