In today's episode, I chat with Enrique, a GTM engineer at BEMO, about building a partnership-led outbound motion that generates $1.5M in pipeline per month with just one BDR.

We explore how Enrique engineered a system combining Clay, Crossbeam, and HubSpot to identify companies using compliance platforms like Vanta and Drata, thenreach out with highly relevant messaging about reducing compliance workload. He shares how his team pivoted after losing 150 referrals per month when a partner restructured their sales org, and why most of their meetings now come from phone calls rather than emails. Enrique discusses his journey from getting fired as a BDR to becoming obsessed with fixing GTM inefficiencies, and his vision for the future where only two paths remain: being a killer cold caller or being the engineer who enables them.

Enjoy 🙂

(00:00) Introduction to Outbound Wizards 
(00:33) What Enrique Does at BEMO 
(01:17) Losing 150 Referrals and Building a New Motion 
(02:00) GTM Engineering for Partnership-Led Growth 
(02:44) Finding Companies Using Compliance Platforms 
(04:12) Value-First Messaging Strategy 
(04:48) Why Phone Calls Outperform Emails 
(05:00) How Clay Powers the Engine 
(05:28) Using Crossbeam for Partnership Intelligence 
(06:16) Enrique's Journey into GTM Engineering 
(07:36) Systems Engineering Background 
(08:32) Future of GTM: Two Paths Forward 
(10:58) Where to Find Enrique

🔗 CONNECT WITH ENRIQUE

👥 LinkedIn

🔗 CONNECT WITH SAURAV

🎥 YouTube Channel

🐦 X (Twitter)

📸 Instagram

💻 Website

👥 LinkedIn
📧 Email - [email protected]

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