In today's episode, I chat with Clark Hess, GTM Engineer at Supio, about building the entire go-to-market data infrastructure from the ground up at a legal AI startup—handling Clay, Gong, CRM architecture, and database-building for a very specific TAM: plaintiff personal injury attorneys in the United States, roughly 60,000 total. 

We explore two initiatives: first, building custom scrapers to pull every personal injury firm in the country (since ZoomInfo coverage for this niche is thin), then running agents against each firm to identify the right contacts—giving Supio a complete picture of their TAM from nearly day one; and second, a cohort reporting project where Clark is piping Gong transcripts into Clay via webhooks, converting them into field values, creating custom CRM objects per call, and making it possible to analyze patterns across hundreds of calls at once—competitors mentioned, objections raised, deal signals—rather than reviewing transcripts one by one. His insight: combining first-party data from calls with first-party data scraped from prospect websites means you're building a picture of your market according to your own company, not a third-party data broker. His prediction: GTM engineering will become a household name as a career field, Clay is positioned to threaten CRM incumbents, and computer use agents getting good enough to operate Clay autonomously is the genuinely wild card nobody has a confident answer for—but right now the role creates undeniable impact and is only growing. Clark shares his path from political science major to SDR at legal marketing company Avvo, to startup OfferUp where he taught himself web scraping to outprosect his peers, to pivoting into RevOps after realizing he enjoyed finding people who wanted to say yes more than closing them, to getting laid off from his first RevOps role, to a year and a half of contracting in what is now called GTM engineering before Supio brought him on full-time. His advice: learn Clay, get operationally solid with CRM, and work for cheap or free in the beginning just to get reps—because once the numbers are behind you, the opportunities follow. 

Enjoy 🙂

(00:00) Introduction to Outbound Wizards 
(00:21) What Clark Does at Supio: GTM Engineering for a Legal AI Startup 
(01:31) Cohort Reporting from Gong Transcripts: Webhooks, Clay, and Custom CRM Objects 
(03:30) Building a Complete TAM Database for 60K Personal Injury Attorneys Across the US 
(05:23) Why First-Party Data Beats Third-Party Brokers for Niche Local TAMs 
(06:52) Clark's Journey: Political Science to SDR to Teaching Himself Web Scraping 
(07:50) Pivoting from Sales to RevOps After Realizing He Liked Finding Yeses More Than Closing 
(08:50) Getting Laid Off, Going Independent, and Accidentally Becoming a GTM Engineer 
(09:35) Future Predictions: GTM Engineering as a Career Field, Clay Threatening CRM Incumbents 
(11:18) Computer Use Agents Operating Clay Autonomously: The Wild Card Nobody Can Predict 
(12:32) Advice: Learn Clay, Get Solid on CRM, Work Cheap to Get Reps Early

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