You need the work of a GTM engineer. Our team builds and runs it.

What a GTM engineer actually builds

The title is new, but the work is easy to name. A GTM engineer connects the data, the rules and the tools that decide who your team talks to and what they say. When it works, the right people hear from you every working day without anyone building a list by hand.

• The list. Who to reach, written as rules: industry, size, role, location, and the companies to leave out.
• Enrichment. Filling in what a list is missing, such as a verified business email, a direct dial or the tools a company uses, from more than one source when the first comes back empty.
• Signals. Watching for a reason to talk now: a new job, a hiring push, a funding round, a leadership change, a post about the problem you solve.
• The outreach. Messages written from those signals and sent on LinkedIn and email, at a steady pace.
• The loop. Reading what comes back, fixing the rules and the wording, and passing the interested replies to sales.

Hiring a GTM engineer: what it really takes

Hiring makes sense when the system is core to how you sell and you want the knowledge inside the company. Count everything the hire takes before you decide.

• You need a hire when the system is your product, or when it touches many teams every day.
• You need the work, not the hire, when what you want is a steady flow of first conversations with the right people.

There is the search itself, then a salary, then the data and sending tools the person needs. There are the months before the first version runs well. And the system usually lives in one person’s head, so it slows down or stops when they leave. None of this is a reason not to hire. It is a reason to know which part of the work you need, and whether you need it full time.

Clay, or no Clay

Much GTM engineering work today is done in Clay tables, and plenty of searches for a GTM engineer are really searches for a Clay expert. Clay is a good place to build lists and enrichment, and a table is only as good as the rules inside it.

What matters is the result: a clean list of the right people, with a reason to talk to each of them, reached every working day. Our team builds that on our own platform. If your team already works in Clay and wants the tables to live there, we can build them in Clay so your team can see and keep them.

How to build it by hand first

You can test the method this week with a spreadsheet, before you buy anything or hire anyone.

• Write the rules down. One sentence for who you sell to and one for who you do not.
• Pull fifty people who fit. Search LinkedIn by role and company, and keep only those who match every rule.
• Add one signal to each. Something that happened in the last few months that gives you a reason to write.
• Write one short message per person that starts with that signal, not with you.
• Count what comes back. The replies tell you whether the rules, the signal or the wording needs to change.

What it looks like with LinkedNav

You start with a strategy call about who you sell to, what you offer and how you speak. Our team turns that into list rules, builds the list with triple-verified leads, verified business emails and enrichment, and sets up the signals worth watching for your buyers.

We write the connection notes, InMail, emails and follow ups, and you approve the wording before anything goes out. Outreach runs every working day on LinkedIn from your own profile and on email, a person checks every message, and our team answers the replies. Every week you get a report on who was reached and what came back, and contacts can be synced to HubSpot.

The price is flat: $597 a month for every 500 prospects reached. See the pricing page for the current numbers.