This GTM Engineer Turned Cold Outreach Into a Scalable Machine

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Show Notes

Jorge Macias, founder of The GTM Engineering Company, reveals how he turned a side hustle helping cohort classmates with Clay and automation tools into a full-fledged GTM engineering agency working with high-growth startups. Jorge shares his journey from being an enterprise AE closing half-million-dollar deals to realizing he was more passionate about the process of selling than selling itself. He walks through three standout client projects: a review-scraping campaign for law firms where his team used Clay and Amplify to scrape the worst Google Maps reviews, match them to pain points his client could solve, and send personalized outreach with screenshots of the bad reviews; a CRM cleanup project that reverse-engineered personal email signups to uncover CIOs and CTOs of major companies hiding behind Gmail addresses; and a GitHub de-anonymization campaign using rio.dev to identify developers engaging with open-source repos and convert them into enterprise pipeline. The conversation covers how to manage founder expectations, why simpler workflows outperform complex ones, the dangers of GTM porn on LinkedIn, and how Jorge structures client engagements — from domain warmup and inbox ramp to campaign backlog planning and cross-training teams for independence.

Key Takeaways

• Most founders over-engineer their GTM workflows
• Cold outreach scales when treated as a system not a tactic
• AI automation should simplify not complicate outbound
• High-ROI GTM starts with clear strategy before tooling

Guest

Jorge Macias — Founder, The GTM Engineering Company

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