In today's episode, I chat with Ricardo Oliveira, Head of GTM at Pulse AI, about taking AI compliance and governance to highly regulated industries—finance, healthcare, government—where iGentic's platform not only monitors and flags compliance issues but acts autonomously to prevent data breaches and compliance mistakes before they happen. 

We explore his intent-based outbound system where ICP is just the starting point: AI agents research batches of 50 companies at a time, scanning for hiring signals in data security and compliance (meaning they're investing but hitting capacity), funding rounds (cash in hand means pressure to deliver), AI adoption mandates from boards, and news about the company's AI direction—scoring and recycling companies into a repository so that when timing shifts, they're already ready to reach out with a relevant message. Ricardo breaks down how founder-led sales using iGentic's CEO Zara—15 years at Akiva and MassMutual, PhD, MBA—gives them a credibility edge when getting in front of CTOs, CISOs, and heads of AI at enterprise companies making hundreds of millions annually, and why GTM is ultimately about playing the cards you're dealt. His prediction: the GTM engineer of the future needs to become a builder—not a developer, but someone who starts every process manually to understand the bottlenecks, then deploys no-code and low-code AI tools to remove them—because AI is replacing routine thinkers, not top performers. Ricardo shares his path from sales director at a traditional packaging company in Brazil experimenting with early ChatGPT, to joining Trilogy (a US-based PE firm revamping acquired software companies with AI), where he was handed a blank playbook, full-cycle ownership, and a company culture that tracked AI learning hours as a KPI—which is where his GTM craft was really built. His advice: use AI to figure out what you need to learn, build a curriculum, follow tutorials hands-on, and don't be afraid to fail at new tools—because curiosity and building are the only things that compound. 

Enjoy 🙂

(00:00) Introduction to Outbound Wizards 
(00:21) What iGentic Does: AI Compliance and Governance for Regulated Industries 
(01:38) Founder-Led Social Selling: Leveraging a CEO with 15 Years of Industry Credibility 
(03:12) Intent-Based Outbound: ICP Is Just the Starting Point 
(05:51) AI Agents Researching 50 Companies at a Time: Hiring, Funding, AI Adoption Signals 
(08:03) Scoring and Recycling Companies Until Timing Is Right 
(10:51) Ricardo's Journey: Packaging Sales in Brazil to AI-First GTM at Trilogy 
(13:07) Building the Playbook from Scratch with Full-Cycle Ownership 
(16:46) Future of GTM: Become a Builder, Start Manual, Then Automate 
(18:35) AI Takes Routine Jobs, Not Top Performers 
(19:05) Advice for GTM Engineers Starting Out Today

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