GTM Engineering
GTM engineering, built by someone who ran the team
Enrichment, scoring, routing, and signal infrastructure built inside the CRM you already own. Most people building this have never carried a number. We have, which is why the system gets built around how reps actually work rather than around what the tools can do.
What breaks without it
Records go stale faster than anyone can clean them, so targeting runs on data nobody trusts
Every account looks the same to a rep, so prioritization defaults to whoever is largest or alphabetical
Signals live in four tools and none of them talk to the CRM
Nobody can say which channel, segment, or campaign produced the pipeline
What gets built
Evergreen enrichment
Accounts and contacts enriched on a schedule, not in a one-off cleanup. Waterfall logic so coverage holds when one provider misses.
ICP and intent scoring
Fit and timing fused into one score, so the top of a rep's list is defensible rather than a guess.
Signal infrastructure
Funding, hiring, leadership changes, and stack changes monitored automatically and written to the record with a date attached.
Routing and handoff
Inbound scored and routed on rules, with the context a rep needs already on the record before they pick it up.
CRM architecture
Fields, stages, and required data defined so reporting works without manual cleanup every month.
Attribution and reporting
Conversion by segment, channel, and step, with the definitions behind every metric written down.
Clay
Clay Build & Management
Clay is the data layer most GTM stacks are missing. We build the workspace, wire the enrichment, and keep it running — or take over one you've already outgrown.
Workspace Architecture
Table structure, object relationships, and naming conventions that hold up past the first hundred rows.
Waterfall Enrichment
Provider sequencing and fallback logic to raise match rates without paying for the same record twice.
Claygent Research
Custom research prompts for qualification criteria your data providers don't carry.
Scoring & Routing
Fit and intent scoring built in Clay, written back to the CRM as fields your reps actually use.
CRM Sync
Two-way sync with HubSpot or Salesforce, with dedupe and write-back rules that don't overwrite rep-entered data.
Credit & Cost Management
Enrichment run only where it changes a decision, with monitoring so spend doesn't drift.
Outcome
A data layer that produces enriched, scored, routed records on its own — without someone rebuilding a list every Monday.
Clay also powers the targeting behind our Campaign & TAM Testing and Lead Generation engagements.
Pricing
What this costs
Fractional GTM Engineer
$5,000/month, three-month minimum
Active build capacity, not on-call support. Typically one to two workstreams running at a time, with a weekly working session and everything documented as it ships.
Project-scoped builds are also available where the work is finite. Ask on the call.
FAQ
Questions
What is GTM engineering?
Go-to-market built as a system rather than a headcount plan. The data layer, the scoring, the routing, and the outbound triggers are wired together inside your CRM, so the motion runs on infrastructure instead of individual effort.
How is this different from RevOps?
RevOps owns the process, the forecast, and the reporting. GTM engineering builds the systems those processes run on. Most teams call us when RevOps already knows what it needs and has nobody to build it.
Why does it matter that you ran a team?
Because most of what gets built in this category is designed around what the tools can do rather than around how a rep works a Tuesday morning. We have hired, coached, and managed reps and carried the number. The system reflects that.
Which CRM and tools do you work in?
Yours. We build inside the CRM you already own rather than beside it. Where three tools overlap we will tell you to cut two, and where something is missing we will say so before anyone buys it.
Do I need this if I already have an outbound program?
Often, yes. The most common version of this engagement is a program that works and cannot scale, because the data underneath it needs a person every week to stay usable.
Is fractional enough, or do I need a full-time hire?
Fractional is right while the system is being built. A full-time hire earns its keep once the system exists and somebody has to live in it daily. We will tell you when you have crossed that line.
Or email lucas.tierney@tierneylabs.com.