The Revenue Leadership Podcast with Kyle Norton E45: The inside scoop on GTM engineering with Clay’s Everett Berry
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Sep 3, 2025 Everett Berry, Head of GTM Engineering at Clay, shares his unique journey from software engineer to revenue leader. He delves into how successful revenue teams leverage AI, emphasizing the importance of prompt iteration and segmentation. Berry also discusses the challenges AI SDRs face and offers actionable steps for CROs to gain real adoption. Plus, he highlights the foundational role of quality data in AI implementation, shedding light on the need for effective organization and strategy to optimize revenue processes.
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Unexpected Career Path To GTM Engineering
- Everett Berry describes his varied path from building retail foot-traffic cameras to growth roles and finding Clay at a meetup.
- He used Clay to enrich GitHub data for targeted outbound that drove highly successful campaigns.
Embedded GTM Engineer Model Works For Consumption
- Clay runs an embedded "go-to engineer" model that embeds technical experts with customers to scope and implement.
- This Palantir-style approach fits no-code, consumption-driven products where success is usage and outcomes.
Automate Routine Sales Busywork
- Automate routine sales busywork like pre-call research, follow-ups, and stage updates to free reps for product expertise.
- Use automation to proactively suggest next steps so reps focus on deeper customer conversations.
