The Revenue Formula The rise of the GTM engineer
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Jan 14, 2025 The discussion centers around the intriguing role of Go-to-Market (GTM) engineers, a position that's gaining traction in the SaaS sector. The hosts clarify common misconceptions, emphasizing that GTM engineers optimize strategies rather than just filling gaps. They explore how AI can revolutionize marketing efforts and streamline sales processes. With less than 200 professionals holding this title, the conversation highlights the critical intersection of technical skills and sales acumen, showcasing the evolving landscape of revenue generation.
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The Rise of the GTM Engineer
- Companies struggle to leverage microservices and AI for go-to-market activities.
- The go-to-market engineer role emerges to address this gap, combining technical and sales expertise.
A Hybrid Role Precedent
- Tony and Mikko previously created a hybrid role combining RevOps and sales experience.
- This role successfully bridged technical and frontline sales activities, prefiguring the GTM engineer.
Starting with SDRs
- Start with SDR tasks as an entry point for the GTM engineer role.
- This offers a clear path to positive ROI by potentially maintaining output with reduced headcount.