Head of GTM Engineering Everett Berry returns to join Kyle Norton (CRO at Owner.com) for a rapid-fire Q&A on how Clay structures its ops, automates everything from QBR decks to redlines, and experiments with the next wave of AI-native sales tools.

Thanks for tuning in! Catch new episodes every Wednesday. 

Subscribe to Topline Newsletter.

Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech.

Join the free Topline Slack channel to connect with 600+ revenue leaders to keep the conversation going beyond the podcast!

 

Chapters & Timestamps

00:00 — AI Q&A Format: Everett Berry returns to talk AI and GTM

01:02 — Inside Clay’s GTM Engineering Team: structure, size, and stack

06:08 — Reporting Lines: How GTM engineering fits under Clay’s leadership

06:26 — Matrix Org Design: RevOps, Finance, and cross-functional ops

09:05 — Balancing Self-Serve vs. Sales-Led Growth

10:54 — When to Add a CRO-type role

13:12 — Clay’s Favorite AI Tools: Dust, Crosby, Granola, and Gong

15:39 — How Legal Ops Got Automated with Crosby

18:44 — Top Internal Clay Use Cases: content creation and sequencing

19:41 — Clay’s Sequencer and the Future of Sales Engagement

20:27 — The “Pane of Glass” Future for Reps

24:33 — Custom-Built Sales Stacks and Telephony Gaps

26:30 — The Rise of Text- and DM-Based Selling

28:49 — New Frontiers: WhatsApp, iMessage, and automation in DMs

32:02 — Does AI Replace Sales Reps? Not so fast.

33:47 — Creative, Expert-Level Selling in the AI Era

40:47 — Education, Creativity, and the Future of Work

42:51 — How to Convince Your CEO to Invest in AI

45:48 — When to Hire a GTM Engineer (and why the “Golden List” matters)

48:21 — Closing Thoughts: It’s a great time to build in GTM