Head of GTM Engineering Everett Berry returns to join Kyle Norton (CRO at Owner.com) for a rapid-fire Q&A on how Clay structures its ops, automates everything from QBR decks to redlines, and experiments with the next wave of AI-native sales tools.
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Chapters & Timestamps
00:00 — AI Q&A Format: Everett Berry returns to talk AI and GTM
01:02 — Inside Clay’s GTM Engineering Team: structure, size, and stack
06:08 — Reporting Lines: How GTM engineering fits under Clay’s leadership
06:26 — Matrix Org Design: RevOps, Finance, and cross-functional ops
09:05 — Balancing Self-Serve vs. Sales-Led Growth
10:54 — When to Add a CRO-type role
13:12 — Clay’s Favorite AI Tools: Dust, Crosby, Granola, and Gong
15:39 — How Legal Ops Got Automated with Crosby
18:44 — Top Internal Clay Use Cases: content creation and sequencing
19:41 — Clay’s Sequencer and the Future of Sales Engagement
20:27 — The “Pane of Glass” Future for Reps
24:33 — Custom-Built Sales Stacks and Telephony Gaps
26:30 — The Rise of Text- and DM-Based Selling
28:49 — New Frontiers: WhatsApp, iMessage, and automation in DMs
32:02 — Does AI Replace Sales Reps? Not so fast.
33:47 — Creative, Expert-Level Selling in the AI Era
40:47 — Education, Creativity, and the Future of Work
42:51 — How to Convince Your CEO to Invest in AI
45:48 — When to Hire a GTM Engineer (and why the “Golden List” matters)
48:21 — Closing Thoughts: It’s a great time to build in GTM
