GTM Engineer | Building Revenue Systems with AI · today
If I were aiming for the top 1% of GTM engineers in 2027, I'd upskill in four areas.
I got into GTM engineering by building the outbound system I needed when I was in sales. Here’s what I’d learn now.
→ Data foundation and waterfall enrichment
Learn sourcing, deduplication and verification, including when to try another provider.
→ Workflow orchestration and API management
Learn APIs, secure routing and error handling.
→ AI-native infrastructure and prompt engineering
Learn AI context, output checks and human review.
→ Revenue strategy and architecture
Map the buyer and sales process. Link scoring to pipeline stages and attribution.
I'd start with Clay , Claude and a CRM. HubSpot is a good place to practise keeping records clean and routing accounts.
Then I'd spend more time learning a few tools, each with a clear job:
→ n8n or Make for automation logic
→ Instantly.ai or lemlist for outbound delivery and sender reputation
→ Apollo.io or AI Ark for sourcing
→ Apify and Serper for custom data sourcing
All of it points at one thing: a data pipeline built around signals specific to the product and buyer. The context goes into the CRM and outreach automatically, with checks before anyone is contacted.
What would you add to the list?
Ibrahim Attia Ces
GTM Engineer | Building Revenue Systems with AI · 2w ago
10 LinkedIn creators to follow if you're in GTM
Your LinkedIn feed can teach you more about GTM than most courses. It depends on who you follow.
These are the people I closely follow day to day 👇
GTM engineering + outbound
Alex Fine🌲
Co-founder at Understory. What got me wasn't the tools talk — it's how he thinks about hiring and systems. Most people here talk tools; he talks people and philosophy. That systems-thinking lens caught my eye; I've followed him since.
Michel Lieben 🧠
Founder & CEO of ColdIQ. He doesn't just talk about the GTM flywheel. He publishes the actual numbers behind it. A lot of my own GTM engineering upskilling came straight from him.
Kellen Casebeer
Founder of The Deal Lab. Before GTM: wired luxury home automation, was chief of staff at a pre-product health-tech startup. Unique path, and it shows in how he thinks. His message-market-fit framework is the sweet spot before you scale spend. Fellow martial artist — extra points for the BJJ talk. 🥋
GTM systems + strategy
Bill Stathopoulos
CEO at SalesCaptain and the Clay Club host here in London. Named LinkedIn's Top Lead Gen Voice in 2024. Looking forward to catching him at the next event.
Alex Vacca
Founder & CEO of Frontal. He open-sources the GTM skills and workflows his team runs internally, instead of just talking about them. Practitioner first, creator second.
Maja Voje
Author of Go-To-Market Strategist. GTM lessons from 500+ companies she's worked with, Google, Bayer, Heineken among them.…
Ibrahim Attia Ces
GTM Engineer | Building Revenue Systems with AI · 3w ago
The rrrevenue Playbook is live: one practical GTM system, process, and tool every week.
We launched it because too much GTM advice arrives as isolated tactics.
A new tool, a prompt, a campaign idea.
Useful on its own, but hard to turn into a revenue system that keeps running when the founder is not in the room.
At Reverrr, we define the market, map the process, connect the data, then give the right people and tools clear jobs.
That is what we will share each week.
There are already two editions live.
The first breaks down the GTM Brain we use to document the process before we automate it. It starts with an ICP Matrix, TAM mapping, and a scoring framework so a team can decide which accounts deserve attention before sending messages.
The second is our view of the GTM Engineer role, including the five levels we use when hiring.
No fluff. Just the systems, processes, and tools we are testing in real B2B work.
The full link to the newsletter is in the first comment.
Ibrahim Attia Ces
GTM Engineer | Building Revenue Systems with AI · 3w ago
I have carried a deal from the first cold call to delivery. That is why I do not see GTM engineering as a replacement for BDRs.
I have generated my own leads, booked meetings, run those meetings, closed the work, then delivered the recruitment service I sold.
That experience makes the split clear.
A BDR works where the market talks back. They handle live objections, hear the language a buyer uses, and find out whether a problem is real.
A GTM engineer works before that conversation: mapping the market, cleaning the data, finding signals, protecting email deliverability, and building the workflow that tells the BDR where to spend time.
GTM engineers create better shots for BDRs to take.
The value is a tight loop between what the system predicts and what buyers actually say.
When a BDR sees a weak signal, that feedback should change the scoring. When a message gets replies, the system should make that learning usable across the team.
Most pipeline problems sit in that handoff. Teams buy a tool stack and hire a BDR, then leave nobody responsible for connecting the two.
Ibrahim Attia Ces
GTM Engineer | Building Revenue Systems with AI · 2w ago
4 ways to land your first GTM Engineer role. 👇
I came into GTM engineering through a sales role. There was no outbound system to work from, so I started building one to do my job. Looking for answers led me to people who helped me find my way into this role.
If I were starting again, I'd focus on four things:
→ Take a BDR role if that's the door open to you. You'll see where the sales process breaks and may get the chance to build the missing parts from inside the business.
→ Build a workflow that actually runs. A couple of cheap GTM tool subscriptions and a side project give you something real to test and show when you apply.
→ Share what you build, online and when you apply. Lead with the work that you've built instead of a CV.
→ Meet people in person and online. Clay's Slack community is a great place to start networking with other GTM Engineers.
I got here by solving the problem in front of me and asking people for help along the way.
I wish I'd started that second part sooner.
Ibrahim Attia Ces
GTM Engineer | Building Revenue Systems with AI · 2w ago
The best lead data is always first-party data, and it almost always comes from calls.
I used to ask candidates which offers they had turned down. One answer could tell me a company was hiring before a role went public. It could also tell me something about the role that would never make it into a job ad.
I couldn't run a filter for that information. Someone had to ask the question, listen and understand what the answer meant.
I think about that when people say AI will replace SDRs. I build GTM systems now, and I want AI to do more of the work before a call: find the right account, check the data, and give a rep a useful reason to reach out.
But what happens on the call needs to feed back into the system we build. If a buyer corrects our assumption, we should change how we score the next account.
The system can help a rep get into a better conversation, and the rep can bring back information the system could never have found on its own.
That is the GTME loop I want to build.
