Your GTM motion isn’t under-staffed—it’s under-engineered.
If you’re a GTM leader whose team is bogged down by manual research, slow campaigns, or data cleaning, more effort won’t fix things. You need better systems. And GTM engineers are the ones who build them.
GTM engineers build revenue engines using AI and automation. Since we coined this role in 2023, it has emerged at companies like Cursor, Lovable, and Webflow. Today, about 100 GTME job listings go live every month.
GTM engineers (GTMEs) can solve problems across any revenue-critical function. That includes:
RevOps: Automate manual seller work (e.g. replace manual account research, update CRMs based on call transcripts, send follow-up emails, etc.)
Growth: Automate demand gen and ABM (e.g. Monitor complaints against competitors on social platforms and launch personalized campaigns within hours).
Customer success: Automate retention and expansion plays (e.g. analyze support tickets to predict churn and send targeted retentive emails).
Ops teams have always been the backbone of revenue teams. Now, with AI, they're stepping into their most strategic era yet. Their job is changing from data plumber to growth architect: someone who tests hypotheses and scales what works, without waiting for developers or manual research. When ops teams turn into GTM engineers, they stop reacting to tickets and start proactively growing revenue.
TEST
In this guide, we share how GTM engineering is evolving at Clay, describe live GTME workflows, and offer advice for how to structure and hire GTMEs in your organization based on our top customers’ setups. (Follow our GTME substack to get future essays on this topic in your inbox) link here
hours).
Customer success: Automate retention and expansion plays (e.g. analyze support tickets to predict churn and send targeted retentive emails).
Ops teams have always been the backbone of revenue teams. Now, with AI, they're stepping into their most strategic era yet. Their job is changing from data plumber to growth architect: someone who tests hypotheses and scales what works, without waiting for developers or manual research. When ops teams turn into GTM engineers, they stop reacting to tickets and start proactively growing revenue.