Good Morning. There's a lot going on in the world right now, so here's some good news… a company called Loyal just raised $100 million to develop the first FDA-approved drug to help dogs live longer. They've raised over $250 million total, and their lead drug is a daily pill designed to extend the healthy lifespan of senior dogs. For those of us who work from home and spend more time talking to our dog than actual humans, this might be the best funding round in history. More time with my favorite coworker? Take my money. Now, let's get into today's Follow Up. (:
‘We need to run this by finance.’ 🗣
The rise of the GTM Engineer 📈
Be a better rep without any skills or talent 💪
Sales jobs & a meme 😂
Sales Tip of The Day 💡
When a buyer says, “we need to run this by finance,” ask about the common blockers that typically come up.
❌ “No problem, when should I expect to hear back?”
✅ “What does finance usually push back on in deals like this?”
Now you’re preparing for the objection before it shows up.
Try to understand what the pushback will be before it becomes a delay.
Master Every Sales Call with These 30 Ready-to-Use Scripts
Nail your next call with confidence using 30 proven templates built to convert. From first touch to upselling, these scripts are designed to keep you in control and ahead of the conversation:
Templates for every stage of the sales process, from cold outreach to closing
Customizable templates for phone, email, and voicemail
Built-in conversation flows to help guide prospects toward “yes”
Proven scripts that help you connect with leads, overcome objections, and close more deals
You’ve got the charm, now get the words. These scripts do the heavy lifting so you can focus on closing.
The Sales Role That Didn't Exist 2 Years Ago
There's a new sales job title showing up on LinkedIn.
Two years ago, it barely existed. Today, there are over 3,000 open job postings for it.
Companies like OpenAI, Anthropic, Cursor, Rippling, and Canva are all hiring for it.
And the median salary sits around $160,000, roughly 20% higher than traditional sales ops roles.
The title = GTM Engineer.
But before we talk about why you should care, let’s start with what the heck they even do.
What a GTM Engineer Actually Does
A GTM (Go-to-Market) Engineer is a hybrid between a sales rep, a sales engineer, and a RevOps person.
They use AI tools, automation platforms, and data enrichment to build systems that generate pipeline at scale.
Think of it this way. A traditional SDR spends their day manually researching prospects, writing emails one by one, and logging activity in the CRM.
A GTM Engineer builds the machine that does all of that automatically.
Their day-to-day could look something like this:
Building automated outbound systems that enrich leads, score them, and route them to the right rep automatically.
Connecting tools like Clay, HubSpot, and Outreach into workflows that run without anyone touching them.
Setting up signal-based triggers so when a prospect hits a certain behavior (like visiting a pricing page or hiring for a specific role), the system fires out personalized outreach automatically.
Joining a sales call to demo a product with real customer info.
Testing, reporting, and refining all of those systems to work better.
A good GTM Engineer can amplify the output of 100 sellers by automating research, data entry, signal tracking, and messaging.
The reps still focus on selling, while the GTM Engineer builds the infrastructure behind it.
Where This Role Came From
The term “GTM Engineer” started gaining traction around 2023 when Clay, popularized it internally.
Their sales team looked a bit different from a normal sales team. Reps ran "reverse demos" where they’d ask prospects to show up to the call with a dataset they wanted to enrich. Then on the call, they’d solve the prospect's data problem live in 30 minutes.
Clay started calling these people GTM Engineers. Part AE, part SDR, part sales engineer, part automation expert.
Then other companies noticed. Cursor, Webflow, Lovable, and Notion all started hiring for the role. Job postings grew 205% year-over-year in 2025, and by January 2026, crossed 3,000.
At the same time, SDR teams are shrinking. A survey of 560+ B2B software companies found that 36% decreased their SDR headcount in 2025. That was the highest cut rate we’ve seen of any sales role.
Which seems to highlight a bigger pattern. Companies are replacing the traditional playbook of adding more humans to the team with new systems that can do more with fewer people.
The Opportunity (and the Catch)
Not everyone's buying it.
Some sales veterans call it "RevOps with better branding." Others point out that Clay raised $100M at a $3.1B valuation six weeks after pushing the term. And then their funding announcement led with pushing GTM Engineering as a career path.
Maybe the company selling the picks and shovels is also trying to name the gold rush.
And the role itself is still a bit blurry. An analysis of 28 job postings found that companies couldn't agree on the basic requirements. Some wanted CRM admins. Others wanted API knowledge. And most just wanted someone really good at Clay.
But even if the title is partly marketing, the work underneath seems real. Whether that person is called a GTM Engineer or something else, the skill set is in demand.
The talent pipeline for GTM Engineers hasn't caught up with demand yet, which means there are more roles available than there are qualified candidates.
The title might be debatable. But the shift toward technical, automation-first sales roles seems clear. (Shoutout to my fellow sales vibe coders).
Do you think “GTM Engineer” becomes a core sales role over the next 2 years?
Sales Around The Web 🗞
🤯 Possibly the craziest cold email subject line you could use to get someone’s attention. (don’t do this).
✅ 6 things you can do to become a better sales rep that don’t require talent, just effort.
🤑 Sales Manager and Sales Engineer are a part of the top 10 ‘new collar’ jobs that are high-paying, but don’t require a college degree.
🤔 This sales rep got laid off from AWS after 5 months, and tells you the things he wishes someone had told him before it happened.
Cool Sales Jobs 💼
Sales Development Rep @ Dovetail
Fintech Account Executive @ Plaid
Growth Account Executive @ Wiz
Named Account Hunter AE @ Databricks
Sales Meme of the Day
Today’s newsletter was written by Nic Conley