GTM engineering course: a free eight-week learning path

Week 1: GTM foundations

Learn the vocabulary (ICP, TAM, persona, fit, intent) and how a B2B revenue team is organized. Then write the ICP for your chosen company as fields: industry, size band, region, tech, ownership. If a rule cannot be checked against data, rewrite it until it can.

Week 2: Data and enrichment

Learn why no single provider finds everyone, how a waterfall works, and why verification is a separate step. Pull 200 accounts that match your ICP, find one or two contacts per account on free tiers, verify them, and write down coverage and what each verified email would cost at scale.

Week 3: Scoring

Turn your ICP into a 0 to 100 fit score. Use an AI model to read each website and answer two or three yes or no questions that matter. Then plot the scores. If most accounts land in the same band, the score is not separating anything, so change the weights and try again.

Week 4: Buying signals

Pick one signal that would make an account more likely to buy, such as a relevant job posting. Pull a week of events, match them to your scored list by domain, and keep only the ones that fit. The point of the week is learning that most raw signals do not survive the match.

Week 5: Email infrastructure

Buy a cheap test domain, set up a mailbox, and configure SPF, DKIM, and DMARC. Run it through a deliverability checker and start warmup. You will not send cold email from it this week. You will understand why nobody should send from a new domain on day one.

Week 6: Sequencing and copy

Write a four-step sequence for the signal from week four: short, plain text, no links in the first email. Load your matched leads into a free sequencer trial and check that every merge variable is filled on every lead. Sequencers like Instantly send blank variables without warning, and finding that before launch is a real GTM engineering skill.

Week 7: CRM, routing, and reporting

Set up a free CRM, sync your leads with their score and signal as fields, and build one report: leads, replies, and meetings by signal. Sketch how an inbound form fill would be enriched and routed.

Week 8: AI and code

Rebuild one earlier workflow in code with an AI coding agent like Claude Code: pull accounts, enrich, score, and write results to a database on a schedule. Read the open-source GTM skills to see how a production send path is guarded.

Clay runs free lessons on its own product through Clay University, which pair well with weeks two and three. Clay Bootcamp and Claymba are paid programs with cohorts and instructors, and the GTM agency landscape lists who runs them. Check each one's current price and syllabus on its own site.

The fastest path is still a GTM seat. Most GTM engineers came from SDR, sales ops, RevOps, growth, or marketing ops roles. What is a GTM engineer covers the role, the salary calculator covers pay, and the jobs tracker shows who is hiring now.