In today's episode, I chat with Himanshi Shah, founding GTM engineer at Scaletopia, about running outbound exclusively for marketing agencies that are too busy serving their own clients to book new business for themselves.
Himanshi walks through two campaigns: one pulling Product Hunt launch data into automation tools to reach founders right as they ship, and another sourcing companies that just went ISO 27001 compliant straight from news releases and LinkedIn, then enriching and targeting the right people inside each one. She shares her unplanned path into GTM, from a data analyst offer at PayPal that fell through after an accident, to an insurance job, to a US startup where she taught herself make.com in five days and became an automation engineer, eventually landing the founding GTM engineer title at Scaletopia. She predicts AI agents will become the decision makers in outbound while humans shift into operating them, and closes with advice for beginners: take things one step at a time, learn the sales fundamentals before jumping into Clay and automation tooling.
Enjoy 🙂
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0:00) Introduction to The GTM Engineer Podcast
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0:27) What Scaletopia Does: Outbound for Marketing Agencies
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1:27) Why Himanshi Chose This Niche and Now Handles 15 Clients Solo
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2:07) Campaign: Sourcing Leads from Product Hunt Launches
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2:54) Campaign: Targeting Companies That Just Went ISO 27001 Compliant
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4:26) Himanshi's Journey: From a PayPal Offer to Learning Make.com in 5 Days
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6:49) How Scaletopia Happened After a Leadership Change
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7:43) Predictions: AI Agents as Decision Makers, Humans as Operators
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8:58) Advice: Learn the Sales Basics Before Jumping Into Automation
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📧 Email - saurabh@salesrobot.co
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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.