Emre Kavaloglu

Building Your Target Account Engine: 3-Step Framework

Co-founder at Waterfall.io & TAMradar

Learn how to identify accounts, scoring frameworks, and structure your account database for maximum pipeline.

Identify Your Best Target Accounts

Set up intent monitoring workflows that detect when accounts are ready to buy and trigger the right engagement actions.

Monitor Buying Signals That Matter

Master the system for discovering new accounts, cleaning dead prospects, and optimizing your target list performance.

Maintain Your Account Engine

What if managing felt as natural as coding? Remember when you first learned to code? The syntax felt foreign, debugging was painful, and simple tasks took forever. But once you mastered the fundamentals, everything clicked. Management is the same way. Except no one teaches you the fundamentals. Right Now, Your Management Looks Like:
- 1:1s that waste time instead of driving results- Reactive firefighting instead of strategic leadership- Endless context switching that leaves you exhausted- Watching other managers get promoted while you're stuck- Delegation that fails because you haven't built the right systems Imagine Instead:
- Clear promotion path&nbsp;because senior leadership sees your systematic approach- Strategic leadership&nbsp;where your team runs smoothly without constant oversight- Effective delegation&nbsp;that frees up 10+ hours per week and stretches your team- Powerful 1:1s&nbsp;that accelerate careers and solve problems before they escalate- Work-life balance&nbsp;because your systems work even when you're offline- AI that actually helps you manage, not just code The bridge between these two realities?&nbsp;A proven management Operating System used by engineering managers at Meta, Amazon, Uber, and fast-growing startups. --- Hi 👋, I'm Gilad. I know what's it like to lie awake at night wondering if you're failing your team. Four years ago I left my engineering leadership role at Meta to pursue a lifelong dream to travel across the US with my family. After more than twelve years of management in several FAANGs and startups, it was time for a change. In the middle of no-where Montana, I had a realization.The painful lessons that I learned? They can help managers like you. I refined, researched, and built the Management Operating System.I can't wait to share it with you!

The Management System They Never Taught You


Course syllabus

Two interactive classes per week, one leadership clinic.An additional 30 minutes of optional Q&amp;A at the end of each session.

Tuesdays & Thursdays

We kick of the course with our first session, focusing on you, the manager.

May 13, 2022


Three projects to take the lessons and apply them in your real work.

Weekly projects

Course schedule

You are a software engineering manager with 2-5+ years of experience

Your schedule controls you, and you hate it. You want to move your team forward.

You are ambitious and want to get that promotion even faster.

This is NOT for you if you are an individual-contributor or a Director+.

Who is this course for

What you’ll get out of this course

<ul><li>The Management Influence Map, so you always know where you’re standing and how to achieve your goals.</li><li>The 3-Step Meeting Framework, to turn boring into impact.</li><li>The Mental Toolkit, so that you are at your best, every day.</li><li>How to best leverage AI in your workflow.</li><li>And much more!</li></ul>

Build your own Management Operating System. Never be a slave to your calendar ever again.
 

<ul><li>Learn how to drive impact that matters, even outside of engineering.</li><li>Hands-on projects to make our proven systems fit your unique needs.</li><li>Develop the skills to bridge the gap with marketing, sales, product, and more.</li></ul>

Get a customized career growth roadmap, tailored to you.


It’s not just about the tools. It’s about people.Get diverse perspectives on challenges facing you and your peers.Meet and form real relationships with leaders just like you. Your next role may start here.

Build your professional network. Form relationships with managers from across the industry.


<ul><li>How to deeply understand the product you are working on and stop being an 'orders taker'.</li><li>How to make sure you are truly creating an impact (and get buy-in for your technical initiatives).</li><li>Learn how to better understand your company's industry and market and use that knowledge.</li></ul>

Start delivering business impact. 

From Overwhelmed Manager to High-Impact Leader in 10 Days. The proven system used by leaders to control their calendars and grow their team.


Gilad Naor

Ex Meta, Amazon. Management Coach

Michael Greenspan

Growth & Resilience Coach for Engineers, Engineering Leader

May 2025

September 2025

The ChallengeYour days are filled with:🗓️ back-to-back meetings,🚀 sky-high customer or investor expectations,⏱️ wishes that your team could move faster sooner,🔥 wishes that you could move even faster and work on what really matters instead of fighting fires. You start each day with the best intentions, but somehow find yourself constantly reacting instead of leading.&nbsp;Sure, it would be nice to focus on your own goals, but you care about those other people (or at least some of them 😁). They’re colleagues and customers, family and friends... How can you collaborate with them responsively without forsaking your goals and becoming just a (re-)Actor in their story? 🎬 ✨ You wonder if AI can help, you wonder how other leaders are using AI to manage it all and manage their teams--but honestly, who's got the time to figure that out? ⏳ You have a constant, lurking anxiety about what’s falling through the cracks or not getting done, so you work faster. As you try to move faster, people fall short of your expectations and their potential. It causes friction and frustration (even if you hide it well). It's uncomfortable to call out, so you avoid giving feedback or mention it lightly, which makes the situation more uncomfortable. Eventually, you decide to give feedback. Sometimes it goes okay. Often, you try to move through and out of the conversation as quickly as possible because it feels so awkward. Growth and improvements rarely last. You take on more work yourself to get it done. The Solution (Evidence-based. Immediately applicable.)⏱️&nbsp;EVERYTHING YOU READ BELOW WILL BE ORIENTED TO IMMEDIATE APPLICATION DURING THE COURSE ⏱️What if you could shift from reacting to the constant inputs to creating what matters most and leading your team in that direction--everyday? This course will support you, step by step, in building your Operating System to make this shift. Fancy apps aren't enough. Nor are bursts of motivation. A sustainable Operating System has 3 features:🧰 Tools (simple enough to keep using, and amplified by AI)🔁&nbsp;Habits (the tools don't use themselves...except for some of the AI ones we'll build)🧠 Mindsets (you can "productively" spend your life responding to other people's messages and requests--or build something that matters) No, "perfection" isn't possible (or even desirable). But our days--and our results--completely shift when we focus our attention systematically instead of ad-hoc and reactively. And our conversations shift when we stop trying to fix people and start inspiring them to take action and grow. We teach you how to do this by using straightforward approaches that reliably transform defensiveness and friction into self-reflection, connection, and motivation to grow. You will start to look forward to feedback conversations because you will know how to use them as powerful tools for building trust and deepening connection. You will also explore your own mindsets and beliefs around feedback, identifying your own patterns around conflict avoidance, people-pleasing, and controlling behaviors. AI is woven throughout the course, including:1️⃣ building your own Custom GPTs2️⃣&nbsp;mastering your calendar3️⃣ using AI as a practice partner for difficult conversations and coaching skills4️⃣ helping your team use AI, and so much more! Once you've shifted the way you manage yourself and lead your team conversations, applying evidence-based approaches tested with 1000s of managers and amplified with AI, the whole game becomes fun again. Bonus:📝 You will also get 5 step-by-step facilitation guides for sharing and teaching your team members everything we cover in this course. This helps establish shared language and frameworks within your team/organization, and positions you as the leader of change. 📖&nbsp;You'll also get our 20-page Offsite Playbook with step-by-step guidance on how to design and facilitate unforgettable team and company gatherings. 🚀 And you'll get to do this while in a practice lab with other high-growth leaders.

Spend your days fighting fires or each other?

Sundays (+ 1 Thursday)

Weekly Office Hours

High-Growth ManagersReady to move out of IC mode, you want to be the inspiring leader people thank for the rest of their careers.

ExecutivesYou know there's a better way than back-to-back meetings everyday. To scale your impact, you know you must scale yourself first

Startup FoundersYou're expanding your focus from building a product to building a team. And to do so, you need the team to step up fast.

You'll have the Inner and Outer Game in place:<ul><li>A systematic set of habits, tools, and mindsets to define What Matters Most each day and week</li><li>You'll be using your emotions as signals for what needs to happen next</li><li>Your mind will be at ease</li></ul>

Clear Focus & Emotional Balance

Whether you're currently intimidated by AI, curious, or all-in, you will:<ul><li>know exactly how to leverage Claude and ChatGPT to improve your skills and help you prepare for key conversations</li><li>have your own CustomGPT to do a recurring management task FOR you</li></ul>

AI As Your Ally (including your own CustomGPT)

<ul><li>Next Actions template (simplest tool possible to stay organized)</li><li>Weekly Preview Checklist (define what matters most and who should do it)</li><li>Daily Defining Checklist</li></ul>

The Operating System (feel on top of your s***)

<ul><li>Know how to decide WHAT to delegate to increase your leverage</li><li>Know HOW to delegate (to a person or AI) in ways that build confidence and follow-through</li></ul>

The Leverage Framework

<ul><li>GAIN Template for how to structure feedback conversations that inspire response-ability, action, and growth</li><li>how to use AI to prepare and practice</li></ul>

GAIN Feedback Framework

<ul><li>GROW Template for coaching conversations</li><li>The key skill to coach effectively</li><li>Know the difference between a feedback and a coaching conversation</li><li>how to use AI to practice and get feedback on a coaching conversation</li></ul>

GROW Coaching Framework

What if you felt on top of everything and your team were aligning and growing through every conversation with you?

Jack Cohen

Cohort 1

Cohort 2

Every day, more of your audience gets instant answers from AI without ever clicking a link. Currently, over 58% of searches result in “zero clicks,” as users find what they need right on the results page. The rise of large language models like ChatGPT, Google’s Gemini, and Claude, along with voice assistants like Alexa and Siri, is transforming traditional search into a world of direct answers. This is organic search’s next chapter – an era where answer engines dominate. WHAT TO EXPECT:This is an interactive course with Q&amp;A, examples, and exercises that you can apply to your Organic Search Strategies to win in the AI search space. It includes 2 hours of live instruction taught personally by Mostafa on Zoom. We will focus on both the "why" and tactical pieces around the "how." In these 2 days, you will gain insights on how the space is evolving, how leading brands are winning, and the framework &amp; methodology for your brand to win. The course also includes:• Assessing and mitigating the impact of AI search on your content and brand• Our proprietary assessment sheets to measure the impact across your digital assets• Our proven strategy framework that works across leading LLMs today• Real-life brand examples• Hands-on exercises• Detailed guides on answer engine optimization for self-study• Homework to put concepts into practice• All Zoom workshops are live, taught by Mostafa We give you a new playbook as this course delves into cutting-edge research of AI Search, search marketing, and equips you with hands-on practice to thrive in the AI search era. You will discover how to adapt your content strategy for AI answer engines so you continue to attract customers organically, even as algorithms and user behaviors shift. You will learn alongside fellow marketers who are also trying to solve a similar marketing problem, and also get live feedback from Mostafa during the sessions. WHO WILL BENEFIT MOST FROM THIS COURSE:This course is designed for marketers, founders, and growth strategists who recognize that AI is reshaping search and want to stay ahead of the curve. If you’re eager to understand how AI-driven answer engines work and how to ensure your brand remains visible in this new landscape, this course is for you.Folks who will get the most from this course tend to be the following: • You are on the organic growth team and need to adapt your SEO and content strategy for AI-driven search engines like ChatGPT, Perplexity, and Google’s AI-generated answers.• You believe in first-mover advantage and want to develop strategies before the competition fully grasps the implications of AI in search.• You’re on a lean team that needs to move fast—you don’t have the luxury of waiting for “best practices” to emerge, so you want a proven playbook to execute now.• You are a practitioner who likes hands-on learning—you want more than just theory; you’re ready to apply real-world insights, conduct research, and work through live AI Search audits of top brands.This course will bring together a forward-thinking group of marketers, growth leaders, and founders who are serious about evolving their approach to Organic Search. WHO THIS IS NOT FOR:• This is not for you if you are looking for generic, traditional SEO tactics like keyword stuffing and backlink farming. This course will challenge your thinking—we focus on next-generation strategies for AI-driven search.• This is not for you if you want 1:1 coaching. While you will have the opportunity to engage in live Q&amp;A and discussions, this is a cohort-based course, not a private consulting session.• This is not for you if you believe SEO won’t change. If you think existing SEO will remain the same despite AI advancements.• This is not for you if you expect instant results without effort. Mastering Answer Engine Optimization requires understanding new systems, testing strategies, and iterating—you will leave with a proven framework, but must continue refining it over time.• This is not for you if you prefer a slow, passive learning experience. This course is fast-paced, immersive, and action-driven—you’ll be actively working on your own brand’s search presence and analyzing real AI Search audits throughout the course. This is a unique opportunity for a brand to have a first mover advantage in the newly created digital shelf of AI search and LLMs.

Search as we know it has changed forever. It's time for a new playbook. 

This session will be conducted live and will include some time for Q&amp;A. You can also submit your questions to us, and we will address them asynchronously.

October 8, 2025

October 9, 2025

Marketing, product or growth leaders seeking to understand the new search shift and how to incorporate into wider product or GTM strategy.

Seasoned search and content experts seeking to augment and improve their playbooks to navigate the change from conventional search to AI sea

Junior marketers seeking to master the new world of AI Search and SEO 3.0 and get actionable insight to drive value in their respective role

Understand how answer engines (from Google’s generative AI results to ChatGPT, Perplexity, and other LLM-powered tools) work, and what key factors influence which answers they choose. You will learn the insider mechanics of these systems so you can make them work in your favor.

Master the new AI search landscape:

Learn how to enhance your current SEO and content strategy to ensure AI platforms feature your brand's content. You’ll apply a proven optimization framework to your existing content, ensuring you maintain or boost your organic brand visibility.

Optimize your content for answer engines

Learn how to effectively track your performance in AI-driven search by identifying the key metrics that matter most for your brand. We will also explore a comprehensive guide to enhancing brand visibility in AI-generated answers.

Measure and iterate for continuous growth

Explore AEO audits from leading brands to see how they are adapting to AI-powered search. Work through hands-on case studies and build your audit, so you walk away with an actionable, implementation-ready plan tailored to your business.

Hands-on experience with real audits and research

This course is your playbook for AI Search—master answer engine optimization to keep your brand visible on ChatGPT, Google’s AI & beyond.

Mostafa ElBermawy

Founder @ NoGood // Goodie AI

April 2025

Oct 2025

Does this sound familiar? You’re expected to deliver more with less. Fewer people, tighter deadlines - and now AI is somehow your problem too. Your team depends on you for everything, and senior leaders have crazy expectations. You’re working harder than ever, but still feel like you’re not doing enough. You barely have time to think, let alone grow. And when things slip, you’re the one who has to explain. You don’t need another framework -you need a practical system that actually works. You’ll learn how to get your team moving without needing you in every step, how to build trust with leadership so they stop second-guessing you, and how to finally carve out time for your own growth. Together, we will:✅ Build a personal focus map that shows your blind spots and where to aim your efforts✅ Raise your team’s visibility - and your own - across the company✅ Create clear plans for each engineer, based on what actually motivates them✅ Connect your engineering work to business outcomes people care about I know you don’t have full days to spare. That’s why this course is built as a tight, practical program - no filler, no theory for theory’s sake. 6 super-focused sessions, each designed to give you tools you can use the next day. Here’s what we’ll cover: Session 1: Managing Engineers (Without Losing Your Mind)- The 3 drivers behind every engineer and how to spot them- Map your team using a simple grid, so you know what makes each person tick- Tactical ways to keep people motivated - without needing a new budget or promotion cycle- How to help your employees create a system that fits THEM (focused on day-to-day, not career growth with KPIs) Session 2: A Motivated Team That Delivers- Team meetings and focus days: two simple levers you’re probably - underusing.- The “Always Green” system: how to make sure you are meeting the executives' expectations- Tech debt + morale: match people to work they care about - and how to fix tech debt and morale at the same time.- The knowledge mapping method - how to measure your team as a whole and find the gaps to take your team forward Session 3: Your Own Growth- The EM Grid system: we'll create a map of where your current focus lies, and what are your blind spots.- The slow death of the hands-on EM: How to stay technical enough to be useful, without getting in the way.- How to avoid the ‘victim trap’ of engineering managers. Session 4: Building Visibility Across The Org- Getting taken seriously outside engineering: The simplest way to build trust with non-tech stakeholders.- Make some noise: Why it’s not enough to “just do the work” anymore - and how to make sure people actually notice.- Leadership trust: How to get senior leadership to take you seriously, know your name, and ask your input before making decisions that hit your team.- Other EMs: Why building real relationships with other EMs matters more than you think - and how to start. Session 5: Real Problems, Real Time- Decision Making 101: Recap of the approaches to solve problems from the best leaders in the world- We’ll focus on solving YOUR real challenges by applying the tools and tactics from the course. Session 6: Driving Real Impact- Product: How to stop launching features no one uses.- Business: Make your work matter to people outside your team.- Industry: Know your space well enough to be taken seriously.- PM partnerships: what a real partnership looks like and how to build one. Every day will have an optional 30 minute Q&amp;A session, to make sure you will be able to actually apply the lessons in your specific scenario.

Build a motivated team that’s trusted by leadership and runs without you.

This course is aimed at active Engineering Managers. We won't cover getting promoted to that role, and neither job searching.

Directly Managing Engineers

You should have at least a few years of experience in the role you are managing (Software/data/QA etc). 

Not covering outsider challenges.

Technical background

If your events are recurring and at the same time, it might be easiest to use a single line item to communicate your course schedule to students

Feel free to type out dates as your title as a way to communicate information about specific live sessions or other events.

May 7, 2022

Schedule items can also be used to convey commitments outside of specific time slots (like weekly projects or daily office hours).

You are an Engineering Manager and you want to have a bigger say on things beyond your own team.

You have 2-10 years of management experience. You know the basics and you're ready to grow beyond the day-to-day and take the next step.

You manage 3-12 engineers, and don't have enough hours to do the kind of work you want to do.

What you’ll walk away with:

You’ll use the EM Grid to build a clear snapshot of where your time goes - across work like growing your people, shipping projects, or building relationships - and at different levels (you, your team, the org). You’ll spot what’s missing and where to shift focus.

A personal focus map to spot your blind spots and redirect your time to what actually moves the needle

You’ll learn how to get leadership to notice the work your team is doing — without begging for credit or flooding Slack. Expect specific tactics you can use to build trust and make sure your team isn’t overlooked.

A system to raise visibility for you and your team - without chasing credit or cringe

You’ll learn how to map each engineer to what they actually care about - and use that to assign work in a way that drives motivation, delivers results, and takes A LOT off your plate.

A plan to motivate each engineer on your team in a way that drives results (and frees you up)

We’ll break down how to understand the product, business, and industry context around your specific product and company - and how to tie your team’s output to metrics business stakeholders company actually care about. This applies even if your team is “infra” or “internal”.

A method to connect your work to business outcomes in your specific scenario

Learn the system to always deliver high-impact results as an EM under pressure.

Lightning Lessons

Building Your Target Account Engine: 3-Step Framework