The GTM Engineer & AI’s Role in Sales Operations

Sep 13, 2026 · Topline
🎧 PodShort 59 min squeezed to 3 SaaS HoarderSH New
Episode artwork
Jenna Gurtuwa
Founder and CEO at GoNimbly
Sam Jacobs
Host and CEO at Path
AJ Bruno
CEO at Quotapath
Asad Zaman
CEO at Sales Talent Agency
Topline
59 min squeezed to 3
Full episode from Topline
Quotable Moments

They're [AI first companies] growing so quickly that we basically allow them to spike and come down, and spike and come down, and spike and do specialized resources. So I want them to build it out.

Jenna GurtuwaFounder and CEO at GoNimbly
08:26

We've grown in spite of our operations. Like we've reached this... like we're killing it even though we don't have the infrastructure.

Jenna GurtuwaFounder and CEO at GoNimbly
04:31

The GTM engineer is like a support function to the sales team. And like doing things in a little silo.

Jenna GurtuwaFounder and CEO at GoNimbly
00:57
Key Insights
  • The GTM engineer role has evolved from basic process automation to a more complex need for strategic thinking and technical execution, particularly in the context of scaling AI initiatives.
  • Companies that have achieved product-market fit and are experiencing rapid growth often have lagging operational infrastructure, creating a need for specialized GTM engineering to bridge the gap.
  • While product is paramount, effective go-to-market motion is crucial for scaling, especially for fast-growing companies where inbound demand outpaces existing sales infrastructure.
  • The 'AI first' companies are facing immense growth and hiring pressure, highlighting the challenge of keeping pace with their operational demands.
  • Prioritizing top-of-funnel initiatives is often the most effective way to demonstrate ROI quickly for GTM engineering projects, as the feedback loops are faster.
  • The perception that 'sales is broken' is a recurring theme, but the reality is that the proportion of good versus struggling sellers remains relatively constant, with new tools improving efficiency but not necessarily the fundamental seller skill ratio.
  • Companies with strong product-market fit and significant growth are attractive to top sales talent and can afford to invest in robust operational infrastructure, which in turn fuels further growth.
  • The GTM engineer role is best suited for proactive, strategic problem-solving and building foundational capabilities, rather than being relegated to a reactive, siloed sales support function.
Metrics Mentioned
  • $2 million project (Jenna Gurtuwa mentions a $2 million project she worked on at Twilio.)
  • $100 million ARR target (Jenna Gurtuwa mentions she would change her name if GoNimbly hit $100 million ARR.)
  • $100 million revenue goal (Jenna Gurtuwa's mentor had a $100 million revenue goal for the company.)
  • $5 million GTM business (Jenna Gurtuwa mentions her GTM business is around $5 million.)
  • 70% of work is client-facing (Jenna Gurtuwa mentions 70% of her GTM business is client-facing.)
  • $100 per hour contract work (Jenna Gurtuwa mentions her contract work can be around $100/hour.)
  • 70% of work is client-facing (Jenna Gurtuwa states 70% of her GTM business is client-facing.)
  • $100 per hour contract work (Jenna Gurtuwa mentions contract work can be around $100/hour.)
  • 20 reps (Jenna Gurtuwa mentions if a company doesn't have 20 reps, she questions if they need her services.)
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