Welcome back to GTM Vault — where 20,000+ founders and revenue leaders decode how B2B’s fastest-growing startups go to market.
This week’s guest: Michael Saruggia, the #1 Clay advisor in the world and architect of the “GTM Engineer” movement. He’s trained over 600 operators, built Clay systems for $50M+ scaleups, and is redefining what it means to build revenue engines.
The Rise of the GTM Engineer
Michael believes the RevOps role is evolving — fast.
And GTM engineers are leading the charge.
“Instead of hiring 5 AEs, hire 2 plus a GTM engineer. Same revenue, fewer people.”
In this episode, we break down:
→ What a GTM Engineer actually is — and why every $30M+ company will need one
→ Why Clay is not just for outbound — it powers CRM, inbound, hiring, PLG, and more
→ How Michael built a business by automating outcomes, not just systems
→ The highest-ROI Clay playbooks used by top GTM teams
→ How to hire or become a GTM Engineer in 2025
Whether you’re scaling with lean headcount or rethinking RevOps entirely, this one’s required viewing.
5 GTM Takeaways to Steal
1. Automate Outcomes, Not Complexity
Most teams overbuild workflows. GTM engineers build for revenue per employee, not dashboards.
2. Start With Your Existing Assets
Before cold outbound, unify inbound, CRM, product signups, and partner signals.
3. Revenue Engineers > More Headcount
Clay lets you drive more pipeline with fewer people. Efficiency is the new growth lever.
4. Real Signals Aren’t Bought — They’re Designed
The best GTM systems use proprietary signals, not vendor-sold intent data.
5. Bridge the CRO–Ops Gap
Today’s operators must speak KPI, not just API. Business acumen matters more than technical flash.
GTM Vault Toolkit
→ From 0 to $1M ARR: The 10 GTM Foundations
Use this no-fluff GTM blueprint to go from founder-led selling to scalable revenue with lean headcount.
→ 100+ Startup Marketing Tactics That Actually Work
A field guide of proven, operator-tested marketing tactics — perfect for GTM engineers building from zero.
→ The GTM Debug Framework Every AI Startup Should Know
Learn how to trace pipeline drop-offs and fix them with workflow-driven thinking — not just more leads.
→ AI Is Rewriting the GTM Org
Why the org chart is changing — and how roles like GTM engineer are replacing RevOps, SDRs, and more.
→ When Product Becomes the Channel
A breakdown of how GTM teams are baking growth into the product itself — a must-read for workflow builders.
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Connect
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LinkedIn: Michael Saruggia
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