In today's episode, I chat with Fahad, a GTM engineer with a background in B2B sales, about running signal-based outreach at scale for an enterprise client.
Fahad breaks down how he built a Clay table pulling multi-location account data through Serpo.dev's HTTP API, running parallel Clay agents to qualify accounts against the client's criteria and segment them into tier one, tier two, and tier three before sourcing contacts. He walks through why precision matters at that scale, since a poorly constrained AI query can hand back the wrong signals and hurt a client's credibility. We trace his path from B2C high-ticket sales, discovering Clay back in 2022, and eventually leaving a stable job to go through Clay's own 101 cohort and AI Skills cohort to build his foundation. His prediction: GTM engineers who over-focus on tools will lose their edge, since AI now handles most of the technical heavy lifting, so the real value going forward sits in strategy, spotting bottlenecks, and knowing how to stitch tools together. His advice for anyone starting out is to cut the noise and focus on learning Clay first, since it teaches you the full process happening behind the scenes.
Enjoy 🙂
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0:00) Introduction to The GTM Engineer Podcast
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0:31) What a GTM Engineer Does: infrastructure, messaging, and iteration for revenue growth
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1:31) Understanding ICP: why the right channel differs by client, from email to LinkedIn
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3:02) Fahad's Standout Campaign: signal-based outreach using Clay and Serpo.dev's HTTP API
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4:26) The Account Qualification Process: tiering multi-location accounts for a scaled outbound campaign
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6:42) Fahad's Journey: from B2C high-ticket sales to Clay's 101 and AI Skills cohorts
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9:43) AI Agents vs. Clay: comparing Codex-driven list building to traditional Clay workflows
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10:48) Predictions: why strategy and tool-stitching will matter more than technical skill alone
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10:54) Advice: cut the noise and focus on learning Clay first
🔗 CONNECT WITH SAURAV
👥
LinkedIn
📧 Email - saurabh@salesrobot.co
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Fahad's LinkedIn link isn't in the transcript — drop it in and I'll swap it into the connect block.
What is The GTM Engineer Podcast?
GTMEs didn't think they would evolve this way. They just kept automating things until it became their whole job. Now the tooling is moving faster than anyone can keep up with, there's no real playbook, and half the advice online is either too vague or written by someone who hasn't actually done it. This podcast is for you if you're in the middle of figuring it out - real workflows, numbers, and mistakes from expert GTMEs at startups, mid-market, and enterprise. If you're wiring up Clay, rethinking your outbound stack, or trying to make AI actually useful in your pipeline, welcome to the The GTM Engineer Podcast.