The GTM Engineering Playbook

The traditional sales development model has already failed the unit economics test. GTM Engineering is the discipline of building automated, signal-driven outbound systems.

The Operating Model That Replaced the SDR Army

What's Inside:

• The unit economics case: fully loaded SDR cost ($139K–$150K/yr) vs GTM Engineering model cost — with named case study data showing 10× cost-per-meeting improvement
• The signal stack architecture: fit + intent + timing layers that produce 30–45% response rates vs 1–3% for static list outreach
• The waterfall enrichment architecture: how to push email coverage from 40–50% (single provider) to 95–98% (full waterfall)
• A 90-day GTM Engineering build plan: foundation, signal layer, and scale phases with specific tooling and workflow specifications