Noah Adelstein

Finding & Evaluating 1% GTM Engineers

International Growth @ Rippling & running The GTM Engineer

Davide Grieco

Head of Growth @ Clay

Alex Fine

Co-Founder at Understory

Ilija Stojkovski

CRO @ HeyReach

We'll cover what top hiring managers look for in GTM Engineering candidates and the best questions to ask

The key traits to look for in GTM Engineers

We'll dig into where leaders are looking to find best-in-class GTM Engineers

Where to find strong GTM Engineering candidates

What you can do if you're applying to GTM Engineering roles to stand out with the hiring team

How to stand out as a GTM Engineering candidate

As engineers, we are used to having things in our control - the outcome of the task normally depends on our implementation. Growing from senior engineer to a lead role requires a mindset shift. You become a multiplier for the team and helping others around you becomes one of the main priorities. You are not judged by your individual contribution anymore. The overall success of the team and projects is what becomes important. We will define the difference between engineering lead roles (1st week): - Overview of career paths and different options available + what you can expect- My personal recommendation for which may be the right fit for you- Main differences between Tech Lead, Team Lead and Engineering Manager We will define the exact steps you need to take to grow toward a lead role (1st and 2nd week): - How to build credibility in the engineering industry- How to let your manager know about your goals and aspirations- How to keep a brag list of all the wins that you achieve- How to become the go-to person or considered an expert in a certain engineering domain- How to manage up as an engineer- How to become a team player and a great engineer to work with- How to become business and product-minded engineer- Real world examples on how Gregor and others have grew from engineers to lead roles We will define the details to help you thrive in a lead role (2nd week): - Mistakes that Gregor has made as a first time manager- How to manage your time- How to have great 1:1 meetings- How to give feedback- How to create a great engineering culture- How to do hiring- How to build engineering teams- How to make decisions and resolve conflicts between engineers 10 exercises that will help you to apply your learnings immediately:﻿- Build your pros and cons list to help you with path selection- Become a credible engineer- Tell your manager about your goals and aspirations- Note down all the wins that you have achieved- Become the go-to engineer- Prepare your list of questions to ask before making your next technical decision- Optimize and manage your time- Fill in the agenda for the next 1:1 meeting- Checklist for a great engineering team or organization- Create a job brief for your next hire Bonus: 1. You'll receive 24 guides, templates and infographics (worth 340$) to help you to grow past senior engineer and thrive in a lead role.- Engineering Career Path Guide- Behavioral Interview List of Questions- Notion Template: Technical Specification- Notion Template: Incident Retrospective- Notion Template: Job Brief- Notion Template: 1:1 Meeting- Notion Template: Checklist for Great Engineering Organization- Notion Template: Hiring Board- Notion Template: Technical Strategy- Notion Template: List of questions to ask before making a technical decision- Notion Template: List of Achievements- Notion Template: Become a go-to person- Notion Template: Tell your manager about your goals and aspirations- Notion Template: Career Growth Plan- Notion Template: Become a credible engineer- Notion Template: Engineering Guild Space- Notion Template: Buy vs Build- Notion Template: Be a proactive engineer- Notion Template: RACI Chart for a Tech Project- Notion Template: Decide Your Career Path- Infographic: How to Build Credibility in The Engineering Industry- Infographic: How to Propose an Impactful Improvement to the Codebase and Own the Implementation- Infographic: How to Build Good Relationships- Infographic: 8 Signs That You Have a Good Manager 2. You'll receive a yearly paid subscription to the Engineering Leadership newsletter (150+ articles) (worth 120$). 3. A LOT of other materials for self-study and to learn further! All of the actionable insights from this course are based from Gregor's experience growing from Senior Engineer to Lead roles (Team Lead to Engineering Manager to Head of Engineering to VP of Engineering to CTO) and through countless successful projects + his network of professionals across various of different fields and disciplines.

Grow past senior engineer and develop the mindset needed for the lead role!

Course syllabus

5:00pm - 6:30pm CET, 11.00am - 12.30pm EST, 8.00am - 9.30am PST

Tuesdays & Thursdays

September 2, 4, 9 and 11 2025

Optional Q&A

Course schedule

Senior Software Engineers who wish to learn the competencies needed to grow and thrive in the Lead role (Tech Lead (Staff), Team Lead, EM).

Ambitious Software Engineers&nbsp;that want to level up and get to know all the skills needed in order to grow and thrive in a lead role.

Everyone in the engineering lead role who wishes to thrive in the role or help their reports with actionable steps towards a lead role.

Who is this course for

What you’ll get out of this course

You'll know what are the key differences between the Team Lead, Tech Lead (Staff), Engineering Manager. I will also share my&nbsp;personal&nbsp;recommendation which may be the right fit for you.

You'll know the exact differences between engineering lead roles

Whether that is the Tech Lead (Staff), Team Lead, Engineering Manager or Architect. You'll know which path is right for you.

You'll know the exact path you wish to take for your next step in your career

You'll get actionable steps for you to work on to grow toward the lead role. We will also go through real-world examples of how I and others have grown to a lead role.

You'll know the exact steps you need to take to grow toward the engineering lead role

You'll learn and understand how to adjust your mindset and focus on good communication and team alignment. I'll be sharing also the mistakes I made as a first-time manager.

You'll know the details to help you thrive in the engineering lead role

15 guides and templates to help you grow and thrive in the lead role. Free yearly access to the Engineering Leadership newsletter and a LOT of other resources for you to learn further.

You'll get 15 guides and templates, a free paid subscription, which will give you access to a LOT of resources for self-study

Learn skills and competencies to grow beyond Senior Engineer and thrive in a lead role (Team Lead, Tech Lead (Staff), Engineering Manager).

Cohort 7

Gregor Ojstersek

CTO and Author of Engineering Leadership newsletter (140k+ subscribers)

Cohort 6

Cohort 8

Does this sound familiar?Your team spends hours on CRM cleanup and manual research while outreach and routing lag. You know a GTM Engineer could fix the bottlenecks, but questions remain ‒🤔 "What exactly should a GTME do at my company?"🤔 "Where do I find these unicorn hires?"🤔 "How do I build systems without a technical background?" You've tried to figure it out yourself.Reading job postings from Notion and Ramp, stalking GTMEs on LinkedIn, attempting to retrofit your RevOps team. But every "GTM Engineer" seems different, and you're unsure if you're hiring a data analyst, an automation specialist, or a growth hacker. The clock is tickingWhile you deliberate, companies with GTM Engineering teams are automating 80% of SDR work, running 50+ experiments monthly, and closing deals you don't even know exist. The gap between manual ops and automated revenue engines is widening every day. Now imagine if you could✅ Hire Your First GTME in 30 DaysKnow exactly what to look for, where to find them, and how to close top talent using our proven interview rubrics and comp frameworks.✅ Build Revenue Systems That Actually ShipLaunch your first 5 automated workflows within weeks—from AI-powered lead scoring to intelligent CRM enrichment—without writing any code.✅ Build Systematic Revenue OperationsShift your ops team from reactive support to proactive revenue generation through documented workflows and measurable experiments.✅ Access a Private Network of GTM LeadersGet real-time advice from peers who have already built successful GTME teams.✅ Become the Executive Who "Gets It"Lead confidently in GTME discussions, from technical architecture, hiring criteria, and ROI measurement, to make informed decisions about your GTME function. 🏆 Why this course will give you an edge 🏆Skip 18 months of trial-and-error with battle-tested playbooks from leaders who've hired 50+ GTMEs and built systems driving $100M+ in pipeline.

A Practical Path to GTM Engineering

<ul><li>We'll have two weekly 2-hour sessions on Fridays.</li></ul> <ul><li>There will be two 1-hour office hour sessions for extra Q&amp;A (optional to attend).</li></ul> <ul><li>Between sessions, students are encouraged to reflect actively and experiment with recommended tools and workflows</li></ul>

Fridays 

RevOps Leader in Firefighting Mode – spending 80% time on data entry and ticket resolution instead of strategic initiatives

GTM Director Hiring GTMEs –waa nting structured hiring process with technical assessments and onboarding playbooks for GTM Engineers

CRO / VP Sales Owning Pipeline –Wants AI-powered activation (AI SDR, inbound), measured lift, and repeatable experiments

&nbsp;📋&nbsp;Proven frameworks for building GTME teams from zero to scale🎯 Step-by-step roadmap from data foundation → enrichment → activation⚡ GTM arbiterage discovery system to find and capture unique revenue plays🔥 [Founders' Special] First 25 leaders get ongoing playbook updates

Complete GTM Engineering Playbook

💪 Job descriptions, scorecards &amp; interview loops from 50+ successful GTME hires📄 Role scorecards, interview banks, and take-home briefs with rubrics📊 Technical assessment templates to identify 1% talent 🧭 RACI across RevOps/Growth/CX built for scale

Battle-Tested Hiring & Team Building Toolkit

🚀 Production-ready automation workflows you can deploy immediately💰 AI SDR setup generating 80-100 meetings/month📈 Intelligent inbound routing, signal digests, and CRM enrichment automation🏗️ Experimentation templates to ship 50+ tests monthly, not yearly

Revenue Systems That Ship Week One

&nbsp;🤝 Private Slack with GTM leaders from Series B to public companies💡 Live implementation labs where we build workflows together (not just theory)📧 Direct access to GTME experts who've built GTME teams at scale🏅 Certification signaling org-level GTM Engineering readiness

Executive Peer Circle & Direct Support

Why, What, and How of GTM Engineering
Proven playbooks, complete hiring kit & exclusive peer circle of GTM leaders building GTME teams

HubSpot

Coca-Cola

Airbnb

Spotify

Jack Brown

Ex-Amazon Alexa, Featured in Venturebeat, MIT Press

Google

YouTube

Atlassian

Delta

Kish – The AI Guy

GoogleAI, YouTube Recommendations

Cohort 2

Does this sound familiar?You manage lists, fix CRM fields, and stitch tools—yet impact feels invisible. You want to become the person who ships AI-powered GTM workflows, not just cleans up after them.🤔 “What skills actually make a GTM Engineer?”🤔 “How do I ship a real workflow without heavy coding?”🤔 “What counts as a portfolio piece hiring managers respect?” You've tried to figure it out yourself —Watching YouTube tutorials on Clay, reading GTM Engineering blog posts, and tinkering with Zapier workflows. But without structured learning or real-world projects, you're piecing together fragments instead of building complete systems. Meanwhile, early GTM Engineers are landing roles at Ramp, Notion, and Anthropic. The opportunity window is closing —With 100+ GTME jobs posted monthly and companies desperately hiring, those who move first will command premium salaries and define this role's future. While you hesitate, others are transitioning from ops to engineering, doubling their compensation and impact. Now imagine if you could —✅ Ship AI-enabled RevOps production workflow(e.g., transcript-to-CRM, signal digests, reverse-IP activation) in your stack—measured in meetings booked or hours saved.✅ Speak the GTME Language Fluently.Confidently discuss data architecture, experiment design, and ROI measurement in interviews, backed by hands-on experience building actual systems.✅ Join an Elite GTME NetworkConnect with fellow bootcamp grads landing roles at top companies, sharing job openings, and referring each other for positions.✅ Land Your First GTME Role in 90 DaysGraduate with a certified credential, polished portfolio, and resume templates

<ul><li>We'll have two weekly 2-hour sessions on Fridays.</li></ul> <ul><li>There will be two optional 1-hour office hour sessions for extra Q&amp;A.</li></ul> <ul><li>Between sessions, students are encouraged to reflect actively, and experiment with recommended tools and workflows</li></ul>

Fridays

RevOps IC Ready to Upskill – Spends days on CRM cleanup and enrichment. Wants to automate workflows and move into strategic GTME work

Burned-Out SDR Seeking Tech Path – Tired of cold calling. Sees GTMEs earning 2x salary. Needs technical skills without a coding bootcamp

Marketing Ops Pro Building AI Plays – Creates campaigns manually. Wants to build AI agents and experiment systems like top tech companies

💪 Complete GTM systems you can showcase or deploy immediately🚀 AI SDR that generates 100 personalized emails in minutes📊 Lead scoring model aggregating intent signals across channels 🏗️ Automated CRM hygiene system saving 20+ hours weekly

Production-Ready System Templates

📋 Build Production-Ready Systems Master Clay, webhooks, and APIs to create data architectures ranging from 100 to 100K records. 🧩 Live build labs with step-by-step guidance 🧭 Structured reviews on your spec, data model, and measurement plan

GTM Engineering Skillset Mastery

🧰 GTME resume bullets, project write-ups, and interview stories&nbsp;🤝 Warm introductions to 5+ companies actively hiring GTMEs&nbsp;&nbsp;📄 "AI-enabled GTM Engineer" certificate of completion

Career Enablement

🤝 Private Slack with 100+ bootcamp grads sharing job openings 📈 Peer code reviews ensuring production-quality systems 🏅 Alumni spotlight program featuring your work to hiring managers

Community & Support

Land your 1st GTM Engineering role − no coding skills required 
The Why, What, and How of GTM Engineering

Kish Sachdeva

A request lands in your inbox: “Can you research these leads and reach out with a personalized email?” GTM work often starts like this. Hours or days of data pulls, manual research, and copy-paste personalization. The creative spark is there, the capacity is not. Even when an experiment works, it waits for someone to wire it together so the team can actually scale it. This course turns that bottleneck into your edge. By the end, you will think and build like a GTM engineer. You will take a fuzzy ask and shape it into a small, testable workflow, connect the right signals, automate the last mile without losing the human touch, and prove impact with clean metrics. Two days later, the pilot is live, the team is looking at results, and you know what to scale next. Stakeholders see a repeatable way to measure ROI, the team ships ideas without waiting on a backlog, and you leave with artifacts that speak the language of decision makers. What you will be able to do &gt; Connect real buyer signals to concrete actions across your stack&gt; Personalize at scale while staying credible and empathetic&gt; Translate vague requests into scoped workflows with clear success criteria&gt; Stitch data and tools into a single path from trigger to touch&gt; Design fast experiments with guardrails, quantify lift, then decide what to keep or kill&gt; Package results into demos and narratives that unlock adoption and budget&gt; Build reusable workflows that teams adopt, not ignore&gt; Assemble a portfolio of shipped automations and clear ROI stories How you will learn &gt; Live workshops from GTM experts teaching key concepts and demoing workflows &gt; Ship something real every week to apply what we learn through carefully designed exercises. &gt; Leverage templates and office hours to adapt lessons to your own workflows.&nbsp;&gt; Demo projects, iterate through feedback, and document outcomes so value is obvious to teammates and leaders.&gt; Interviews with hiring managers and GTM leaders. What projects will cover &gt; Turning signals into context: capture the right inputs from sources like forms, events, and product usage, then enrich only what moves outcomes&gt; Research at scale, then human review: use software to gather last-mile details, keep humans focused on judgment, not copying and pasting&gt; Credible personalization: generate message variants that reference real context so outreach feels specific, not templated&gt; Outbound and follow-up flows: move from prospect discovery to sequencing in one chain, then iterate based on measured liftInbound triage and routing: qualify as data arrives, score using simple rules, trigger the next best action automatically&gt; Data hygiene and refresh: close CRM gaps, prevent duplicates, and update high-value records on the cadence your business needs The result You leave with a working system, not just notes. You have a repeatable method for rapid experimentation, artifacts you can demo, and a clear story of business impact. Most important, you become the person who shortens the path from idea to impact, with proof you can show and systems your team will keep using.

From manual GTM to AI-accelerated systems

You've used general purpose AI chatbots like ChatGPT and Claude

Basic AI tooling familiarity

You've started (or completed) the Clay 101 module on Clay University

Basic Clay exposure (optional)

RevOps, sales &amp; customer experience, or growth hackers looking to create, experiment or scale high-touch workflows

Operators passively or actively seeking a GTM engineer (or adjacent) role internally or externally&nbsp;

Growth leaders &amp; hiring managers looking to build a culture and team of ROI-driven experiments empowered by AI tooling

Who is this course is built for

What you'll become

You investigate every lead &amp; solve the mystery of what drives revenue. No touchpoint goes untracked. You know what really converts, how to trace every customer path, and quantify experiments through ROI calculations.

The Revenue Detective

You experiment relentlessly and find unconventional paths to scale. Status quo is your enemy. You're an experiment machine always testing something new, with a ruthless emphasis on speed to ship fast and learns faster

The Growth Hacker

You transform raw data into golden insights. Where others see spreadsheets, you see stories waiting to be told. You're the pattern whisperer who spots trends others miss, a SQL sorcerer whose queries work like magic, &amp; the insight generator who turns numbers into narratives

The Data Alchemist

You build systems that run themselves. Manual processes fear you, and efficiency is your middle name. You create self-running workflows, eliminate inefficiencies at scale, and literally give hours back to your teams by making growth sustainable.

 The Automation Architect

You optimize and connect every tool with surgical precision. You're an integration expert who connects any tools seamlessly, a stack optimizer who eliminates redundancies, and an efficiency engineer who makes everything run better.

The Stack Surgeon

Scale GTM with AI-assisted sales enablement, growth experimentation & workflow automation 

Lightning Lessons

Finding & Evaluating 1% GTM Engineers