The GTM Engineer Podcast

In today's episode, I chat with Kamil, a GTM engineer who works with Apex Fractional, about building precision targeting systems that achieve exceptional contact-to-deal ratios. 

We explore his unique approach of working with just 3-4 clients at a time to build boutique outbound machines using Clay automation and data intelligence. Kamil shares a detailed breakdown of his most creative campaign for a UK recruitment agency, where he tracked LinkedIn posting frequency, leadership hires, and tech stack changes to identify companies that would need hiring before they started recruiting. We discuss his background in electrical engineering and how he became the "unicorn engineer" who could talk tech and close deals, his thoughts on cold calling as a testing tool for product-market fit, and why he believes GTM engineers won't be replaced by AI. 

Enjoy 🙂

(00:00) Introduction to Outbound Wizards 
(00:16) What Kamil Does and His Client Focus 
(01:25) Building Custom Outbound Machines with Clay 
(04:00) Most Creative Campaign: UK Recruitment Agency 
(07:17) Cold Calling + Email Automation Strategy 
(08:38) Using Cold Calling to Test Product-Market Fit 
(10:20) Kamil's Journey: Electrical Engineering to GTM 
(12:40) Why Engineers Make Great Sales People 
(13:00) Delivering 600:1 Contact-to-Reply Rates 
(14:30) Working with Apex Fractional on Enterprise AI 
(15:00) The Future of GTM: AI's Role and Limitations 
(17:00) Clay's Evolution: Startups to Enterprise ABM 
(18:30) Will GTM Engineers Automate Themselves Out of Jobs? 
(21:10) Advice for New GTM Engineers Starting with Clay 
(22:30) Closing and Contact Information

🔗 CONNECT WITH KAMIL

👥 LinkedIn 
💻 Website 

🔗 CONNECT WITH SAURAV

🎥 YouTube Channel

🐦 X (Twitter)

📸 Instagram

💻 Website

👥 LinkedIn
📧 Email - [email protected]

🙏 LEAVE A REVIEW If you enjoyed listening to the 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 Pierre Patrouillard from GTM Partner about building effective cold email infrastructure and outbound systems for B2B SaaS companies. 

We discuss his approach to working with high-ticket clients (minimum $10K ACV), focusing on deliverability-first services before creative campaigns. Pierre shares his process for mapping total addressable markets, using funding data and company signals to identify cloud optimization opportunities, and why he prioritizes relevance over personalization. We also explore his journey from data analytics in San Francisco to running a remote agency from Lisbon, the evolution of AI SDRs, and why relationship-driven selling will become increasingly important as automation improves. 

Enjoy 🙂

(00:00) Introduction to Outbound Wizards 
(00:13) What GTM Partner Does and Client Focus 
(01:04) First 30-60-90 Days Process 
(03:20) Creative Campaigns vs Fundamental Triggers 
(04:38) Copywriting Process and Using Claude 
(06:05) Relevance vs Personalization 
(07:03) Cold Email vs Multi-Channel Debate 
(08:19) Finding the Right Niche and ACV Requirements 
(10:01) Pierre's Journey from Data Analytics to GTM 
(11:19) Current Location and Remote Work 
(12:11) Future of GTM and AI SDRs 
(13:43) Building Custom Outbound Engines 
(15:30) Closing and Contact Information

🔗 CONNECT WITH PIERRE

👥 LinkedIn
🎥 YouTube 

🔗 CONNECT WITH SAURAV

🎥 YouTube Channel

🐦 X (Twitter)

📸 Instagram

💻 Website

👥 LinkedIn
📧 Email - [email protected]

🙏 LEAVE A REVIEW If you enjoyed listening to the 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 Alexis from OneThousandPieces about building automated GTM systems using Clay to help B2B scale-ups increase pipeline quality and reduce manual research time. 

We dive deep into his agency's approach to account intelligence, exploring creative use cases like AI-powered buying signal tracking, comprehensive account research dossiers that replace traditional AE work, and automated influencer engagement monitoring. Alexis shares his philosophy on the future of sales teams, explaining why companies are shifting from SDR-heavy models to leaner GTM engineer-supported structures, and discusses the importance of content-driven sales in today's market. 

Enjoy 🙂

(00:00) Introduction to Outbound Wizards 
(00:21) What OneThousandPieces Does and Client Profile 
(01:30) Typical Client Engagement Process 
(02:46) Understanding Different Team Priorities 
(04:00) Content-Driven Sales and Automation Opportunities 
(05:12) Most Creative Use Cases: Three Examples 
(05:50) Buying Intent Signal Tracking 
(06:40) Enterprise Account Research Dossiers 
(07:40) Influencer Engagement Monitoring 
(09:40) The Value of Automated Intelligence vs Manual Research 
(10:50) Journey to Becoming a Clay Expert 
(12:20) Finding Your Niche in GTM Engineering 
(13:20) Importance of Storytelling in Sales 
(14:00) Future Trends: Training and Internalization 
(16:00) The Changing SDR Role and Team Structures 
(18:00) B2B vs B2C Marketing Lessons 
(19:20) GTM Engineers as Support Functions 
(20:15) Ideal Pod Structure for Modern Sales Teams 
(21:00) Closing and Contact Information

🔗 CONNECT WITH ALEXIS

💻 Website 
👥 LinkedIn 

🔗 CONNECT WITH SAURAV

🎥 YouTube Channel

🐦 X (Twitter)

📸 Instagram

💻 Website

👥 LinkedIn
📧 Email - [email protected]

🙏 LEAVE A REVIEW If you enjoyed listening to the 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 Matteo Fois from TAM Acceleration about building revenue-generating systems that delivered over 1,000 leads in four months for a $20M transportation company. 

We explore his complete onboarding process from setup to scaling, and how his team achieved $175,000 in generated revenue within the first four months while sending 100,000 emails per month across four countries. Matteo shares his framework for choosing the right outbound channel based on TAM size, offer differentiation, and brand strength, explaining why email isn't always the answer. We discuss the importance of continuous testing (going from near-zero to 7% reply rates), the current state of Clay adoption, and where he sees the market heading beyond outbound into DevOps and revenue operations.

Enjoy 🙂

(00:00) Introduction to Outbound Wizards 
(00:12) What TAM Acceleration Does and Client Profile 
(00:54) The 90-Day Onboarding Process 
(03:24) Case Study: Transportation Company Success Story 
(08:08) Multi-Channel vs Cold Email Strategy 
(11:30) Matteo's Journey into B2B   
(16:06) Future of Clay and DevOps Applications 
(19:02) Closing and Contact Information

🔗 CONNECT WITH MATTEO

👥 LinkedIn
💻 Website
🎥 YouTube 

🔗 CONNECT WITH SAURAV

🎥 YouTube Channel

🐦 X (Twitter)

📸 Instagram

💻 Website

👥 LinkedIn
📧 Email - [email protected]

🙏 LEAVE A REVIEW If you enjoyed listening to the 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 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]

🙏 LEAVE A REVIEW If you enjoyed listening to the 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 Bharatt Arorah, Head of GTM at Growth Engine X about building personalized outbound campaigns that scale to thousands of prospects while maintaining genuine relevance. 

We explore his agency's approach to B2B cold email, from setting up email infrastructure to launching multiple test campaigns in the first 60 days to find message-market fit. Bharatt shares specific campaign examples that doubled reply rates, including scraping case studies from prospect websites, identifying competitors using AI, and delivering free value upfront. We discuss his journey from running a YouTube marketing agency to discovering cold email as a scalable skill, and why he views it as a private ad network where you can reach anyone with relevant messages.

Enjoy 🙂

(00:00) Introduction to Outbound Wizards 
(00:34) What Bharatt Does and Client Profile 
(02:50) First 30-60-90 Days Working Together 
(04:40) Experimentation and Finding Winning Campaigns 
(07:03) Most Creative Campaign Examples 
(09:06) Case Study Scraping and Competitor Research 
(10:52) The Importance of Intent Signals 
(12:01) Value-First Approach and Building Trust 
(13:00) Journey into GTM Engineering 
(17:09) Cold Email as a Universal Skill 
(17:31) Future of the GTM Space 
(19:22) Where to Find Bharatt

🔗 CONNECT WITH BHARATT

👥 LinkedIn 

🔗 CONNECT WITH SAURAV

🎥 YouTube Channel

🐦 X (Twitter)

📸 Instagram

💻 Website

👥 LinkedIn
📧 Email - [email protected]

🙏 LEAVE A REVIEW If you enjoyed listening to the 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 Kevin Patrick from Astris Partners about building premium fractional outbound systems that crack notoriously difficult markets like pharma and life sciences. 

We explore their unique onboarding process involving three 1-hour workshops to deeply understand client triggers, and Kevin shares a fascinating case study about helping a molecular testing company reach poultry farms during bird flu outbreaks - generating millions in qualified pipeline. Kevin explains their philosophy of "personalizing the list" rather than just the messaging, walks through their Clay and N8N workflows for real-time research, and discusses why mastering the craft manually before scaling with AI is essential. 

Enjoy 🙂

(00:00) Introduction to Outbound Wizards 
(00:32) What Astris Partners Does 
(01:39) Onboarding Process: Three Workshop Approach 
(03:00) Philosophy of Personalizing Lists vs Messages 
(04:40) Client Success Stories and Case Studies 
(06:00) Molecular Testing Company: Bird Flu Detection Case Study 
(08:40) Finding Farms During Bird Flu Crises 
(11:00) Results: 100+ Meetings and Millions in Pipeline 
(11:40) Email Copy Structure and Messaging Approach 
(13:00) Research Process with Clay and Claygent 
(14:20) Importance of Prompt Testing and Iteration 
(15:00) Kevin's Journey into GTM Engineering 
(16:00) School Project to 7-Figure Clothing Business 
(17:40) Discovery of Cold Email's Power 
(18:00) Bad Agency Experience Leading to Astris Partners 
(19:00) Meeting Co-founder Boris and Company Formation 
(20:00) What Kevin's Excited About 
(21:40) Restoring Trust in Outbound Services 
(21:40) The Importance of Learning the Craft Manually 
(23:00) Reflection and Continuous Improvement 
(24:40) Closing and Contact Information

🔗 CONNECT WITH KEVIN

👥 LinkedIn
💻 Website 
🎥 YouTube 

🔗 CONNECT WITH SAURAV

🎥 YouTube Channel

🐦 X (Twitter)

📸 Instagram

💻 Website

👥 LinkedIn
📧 Email - [email protected]

🙏 LEAVE A REVIEW If you enjoyed listening to the 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 Gilbert from Enablement.ch about building scalable go-to-market systems that blend automation with human expertise. 

We explore his agency's unique approach to outbound - combining done-for-you services with an enablement platform that teaches clients to implement their own systems. Gilbert walks through his client onboarding process, explaining how he uses AI to conduct deep research on targeting, personas, and pain points before the first kickoff call. He shares one of his most creative campaigns: reaching out to potential clients by demonstrating his process in real-time, programmatically finding leads for prospects and pre-writing sequences as follow-ups. We discuss the evolving channel strategy - when to go high-volume versus multi-channel account-based, and how deal size and market fragmentation should drive your approach. Gilbert also shares his perspective on the future of sales teams, predicting smaller, more technical teams where GTM engineers and skilled BDRs replace large SDR organizations. 

Enjoy 🙂

(00:00) Introduction to Outbound Wizards 
(00:24) What Enablement.ch Does and Client Profile 
(01:00) Client Onboarding: The First 30-60-90 Days 
(02:40) Creative Campaign Example: Demonstrating Process in Real-Time 
(05:40) Multi-Channel Strategy: Email, LinkedIn, and Phone 
(07:00) When to Go High-Volume vs Account-Based 
(08:40) Gilbert's Journey into GTM Engineering 
(10:00) The Rise of the GTM Engineer Role 
(11:00) Future of Sales Teams and Automation 
(12:40) Human vs AI in Sales Development 
(14:00) MCP Services and Autonomous Agents 
(15:40) Closing and Contact Information

🔗 CONNECT WITH GILBERT

👥 LinkedIn
💻 Website

🔗 CONNECT WITH SAURAV

🎥 YouTube Channel

🐦 X (Twitter)

📸 Instagram

💻 Website

👥 LinkedIn
📧 Email - [email protected]

🙏 LEAVE A REVIEW If you enjoyed listening to the 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 AJ Cassata from Revenue Boost about building effective cold email and LinkedIn outreach systems for B2B companies. We explore his agency's evolution from consulting to done-for-you services, and how they've adapted their strategies as deliverability challenges have intensified over the past year.

AJ shares his comprehensive onboarding process, including the 20-page form that captures crucial client information, and how his team uses a custom GPT trained on Clay capabilities to generate campaign strategies. We discuss the reality of personalization - why it's more of an amplifier than a core strategy, and why your offer and targeting matter far more than a clever first line.

He walks through a creative campaign using AI to fully customize emails based on job title, industry, and company research, and explains why thinking about both spam algorithms and reply rates has become essential. We also explore his background in door-to-door sales, the agency's shift toward inbound marketing, and his perspective on the future of cold email as competition intensifies.

Enjoy 🙂

(00:00) Introduction to Outbound Wizards 
(00:12) What Revenue Boost Does and Service Evolution 
(00:32) First 30-60-90 Days with New Clients 
(01:30) Infrastructure Setup and Warmup Strategy 
(01:50) The 20-Page Onboarding Form 
(02:27) Using Custom GPT for Campaign Strategy 
(03:24) Personalization Philosophy: Amplifier vs Core Strategy 
(05:02) Creative Campaign: AI-Customized Emails 
(06:44) Balancing Deliverability and Reply Rates 
(07:23) AJ's Journey: From Door-to-Door to Agency Owner 
(09:40) Current Client Acquisition Channels 
(10:44) Why Cold Email Agencies Face Unique Challenges 
(11:03) Future of Cold Email and Deliverability 
(12:18) The Fundamentals Never Change 
(14:07) Closing and Contact Information

🔗 CONNECT WITH AJ

👥 LinkedIn
🎥 YouTube  
📧 Email - [email protected]

🔗 CONNECT WITH SAURAV

🎥 YouTube Channel

🐦 X (Twitter)

📸 Instagram

💻 Website

👥 LinkedIn
📧 Email - [email protected]

🙏 LEAVE A REVIEW If you enjoyed listening to the 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 Bill from SalesCaptain about building a go-to-market agency that prioritizes ROI over vanity metrics. 

We discuss his three-phase approach to launching outbound campaigns within 3-4 weeks, focusing on targeting, messaging, and infrastructure. Bill shares his perspective on the ongoing battle between AI and spam filters, explaining why message-market fit is becoming more critical as outbound gets more expensive. We explore creative campaign strategies, from scraping conference attendee apps to leveraging website visitor data with tools like RB2B, and discuss why volume still matters more than hyper-complex intent signals for most businesses. Bill also reveals his vision for the future of outbound, where BDRs focus on high-value interactions while automation handles first touches.

Enjoy 🙂

(00:00) Introduction to Outbound Wizards
(00:15) What SalesCaptain Does and Client Profile
(01:11) The Three-Phase Launch Process
(02:02) ICP vs Actual Customer Profile
(02:59) AI's Role in Data vs Copywriting
(04:04) The Four-Month Pilot and ROI Tracking
(06:11) Creative Campaign Examples and Intent Signals
(07:27) RPA and Conference Attendee Scraping
(09:19) Volume vs Creativity: The 10K-50K Sweet Spot
(12:08) Bill's Journey from Growth Hacker to Agency Founder
(14:18) Building a $1.5M Business with Cold Email
(16:09) Future Trends: List-First Strategy
(17:02) AI BDR for Real-Time Reply Management
(19:06) First Touch Automation and the Evolution of BDRs

🔗 CONNECT WITH BILL

👥 LinkedIn
💻 Website

🔗 CONNECT WITH SAURAV

🎥 YouTube Channel

🐦 X (Twitter)

📸 Instagram

💻 Website

👥 LinkedIn
📧 Email - [email protected]

🙏 LEAVE A REVIEW
 If you enjoyed listening to the 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.