The GTM Engineer by Clay

How First-Party Signals Become Your GTM Moat

Verkada gets a quarter of its revenue from marketing-sourced leads. Here's how its growth team built a GTM system around signals no competitor can buy.

Jul 27

15

Clay Tripled Enterprise ARR in Nine Months. Here's How

How Clay grew from $1M to $100M ARR: the marketing and growth systems behind its self-serve and sales-led split, from Bruno Estrella and Davide Grieco.

Jul 15

13

1

March 2026

How we dropped cost-per-lead from $250 to $25 with ads in Clay

Most B2B companies waste half their paid ad budget showing ads to the wrong people like existing customers, open opportunities, or agencies who can’t…

Mar 16 • The GTM Engineer

58

5

2

February 2026

How Clay automates deck creation

Customer success and sales teams spend hours building decks for every client interaction.

Feb 17 • The GTM Engineer

45

3

December 2025

Why black-box account scoring kills your pipeline

(and what to do about it)

Dec 4, 2025 • The GTM Engineer

28

2

4

November 2025

You’re thinking about marketing ROI all wrong

Lessons from building a B2B brand and a billboard campaign

Nov 10, 2025 • The GTM Engineer

60

1

4

8:36

October 2025

How we built Clay’s GTM engineering function

And how to do it yourself

Oct 30, 2025 • The GTM Engineer

126

3

10

The blueprint for AI GTM adoption

A three-level framework from Clay and Hg

Oct 15, 2025 • The GTM Engineer

52

2

5

The Clay guide to Conversational Data

How we use Clay to mine millions of pages of call transcripts to generate revenue

Oct 8, 2025 • The GTM Engineer

26

3

2

September 2025

How to do early career hiring the right way

Lessons from our early career program The Wheel

Sep 25, 2025 • The GTM Engineer

15

Five unsolved GTM problems

and how we're trying to solve them at Clay

Sep 3, 2025 • The GTM Engineer

27

3

3

August 2025

How GTM engineering can help you find what to read next — and some other surprising applications

Workbooks that find the best pizza, help you with salary negotiations, rate clothing sustainability, and more

Aug 27, 2025 • The GTM Engineer

13

3