The GTM Engineer bridge.
Courier Health closed $50M in April with customers and therapies up 400%. You are selling into accounts where Field Access, Patient Services, and Marketing all weigh in, but the CRM gives you one pipeline to run them through. I run the GTM Engineer build while leadership hires so the system catches up to the deals you are already running in your head.
The seller is the integration layer, and that does not scale past your current quota.
On a biopharma deal with three buyers, you are doing the work the system should do. Tracking who is in what stage, when to loop in the next lane, what the right next step is per stakeholder. That works at your current deal volume because you are good at it. It does not survive doubling headcount and 400% therapy growth. The fix is a workflow layer that runs the routing so you run the conversation.
Three things only an internal builder can fix.
You carry the buyer map, not the CRM
Field Access timelines, Patient Services workflows, and Marketing HCP plays each have a different rhythm. Right now you remember which is where. New AEs joining behind you cannot. That gap shows up first in ramp time.
Cross-lane triggers are a Slack message
When the Patient Services thread needs Field Access in the loop, you trigger it manually. Every manual trigger is a deal-day you do not get back, and a step that does not happen when you are off.
Pipeline reviews flatten what you actually know
Your manager asks about a deal and gets one stage. You know it is three motions, two of which are stuck for different reasons. The conversation defaults to the average, and the real blocker stays buried.
A workflow layer that does the routing so you run the conversation.
- Weeks 1 to 2
Map your live deals to the 3-lane reality
Walk through your top 10 open opportunities. Identify per lane: who is in motion, who is stuck, who has not entered yet. The picture you already carry in your head, made legible to the system and to the AEs ramping next to you.
- Weeks 3 to 4
Ship lane-aware stages and handoff automation
Distinct stage models per Field Access, Patient Services, and Marketing. HIPAA-compliant triggers that fire when a lane needs another lane looped in. Forecast reporting that rolls up all three without flattening them, so pipeline reviews talk about what is actually happening.
Salesforce in plain English, shipped in 4 weeks.
AssetWatch leadership wanted natural-language access to pipeline, accounts, demo outcomes, and work orders without filing a RevOps ticket for every question. I shipped a custom GPT in ChatGPT Enterprise that translates English to SOQL and queries production Salesforce live. Two Knowledge files made it work: an auto-generated schema catalog covering 26 objects and 3,800+ fields, plus a hand-curated semantic layer encoding AssetWatch tribal knowledge, so "who owns this deal" returns the Solution Architect and "deal size" returns ARR, not the raw admin fields. Read-only, leadership-facing, 4 weeks. Tyler's team owns the maintenance now.
Same play I would run for Courier Health. Different stack, same fixed-fee discipline.
$15,000, fixed. 6 weeks. One invoice.
- Signal architecture
- Account list and buying-committee map
- Sequence build, live send, and deliverability infrastructure
Documentation and handoff included, not billed. If volume justifies it after the bridge, $25,000 / 90-day retainer extends the system. Your call, not mine.
Reply if this lines up with how your deals actually move.
Send me a sentence on the last deal where the lanes got out of sync, and I will reply within a day with a 1-page scope and an honest read on whether this fits the way you are running pipeline now.