How One of NYC’s Fastest-Growing Startups Scaled to $5 Billion [5Fs4iL2NELr]
What does it really take to build one of the most important (and least understood) roles in modern startups? *Check out the GTM Engineering Playbook for your company:* 🔗 I spent the day at the tech startup Clay with Everett Berry, the Head of Go-to-Market Engineering, to figure out what exactly is a go to market engineer? And how did it help scale this startup to a $5B valuation? Clay is a B2B SaaS startup that helps teams turn data into a highly personalized go to market strategy. From LinkedIn posts during the commute to back-to-back meetings, I followed Everett through his full work day—getting a firsthand look at how GTM engineering sits at the intersection of engineering, sales, and marketing, and why it has become one of the fastest growing roles for startups. Watch until the end and you’ll understand why this role is already shaping how the best companies scale—and why Clay has not one but two go to market teams. Final pickle review: Not my favorite. -Payton Timestamps 00:00 The Secret Role at Startups 01:08 Working During the Daily Commute 02:45 Exploring Clay’s NYC Office + Interviewing GTMEs 03:42 What is a Go-To-Market Engineer - The Pickle Analogy 04:56 Hyping Up the Office 05:58 Clay’s Startup Story - Complete Timeline 09:05 What do GTMEs do all day? 10:31 Customer Meeting 11:24 The 3 Responsibilities of a GTM team 12:23 The 2 GTM Teams and Revenue Loop (Internal vs Forward Deployed) Subscribe for more Science of Scaling: 🔗 Subscribe to The Science of Scaling Newsletter for weekly data-backed sales insights: Cold Calling Essentials: 👉 ICP Expansion Guide: 👉 The 30-Minute Battlecard Builder: 👉 The Revenue Leader’s Guide to Scaling: 👉 About HubSpot: HubSpot is a customer platform that provides education, software, and support to help businesses grow better. The platform includes marketing, sales, service, commerce, operations, and website management products that start free and scale to meet our customers’ needs at any stage of growth. Today, thousands of customers around the world use HubSpot’s powerful and easy-to-use tools and apps to attract, engage, and delight customers. ⚠️ Disclaimer: The videos on our YouTube channel are for informational purposes only, and are not intended as an endorsement for any of the products or services that we feature. #ScienceOfScaling #StoriesOfScale #StartupStory