The GTM Engineer bridge.
Courier Health closed $50M, doubled headcount, and grew customers and therapies 400% in a year. The next quarter is positioning at scale across Field Access, Patient Services, and Marketing as three distinct lanes, not one flat funnel. I run the GTM Engineer function while you hire so the layer under your messaging actually distinguishes them.
PMM lives downstream of how pipeline gets built.
If Field Access, Patient Services, and Marketing all show up as one flat pipeline in Salesforce, the messaging that lands is the lowest common denominator across all three. That is not a positioning problem. That is a CRM workflow problem masquerading as one. The fix is the stage taxonomy and lane-handoff layer underneath, which is what your full-time GTME hire will eventually own. I run it while you hire.
Three things only an internal builder can fix.
3 buyers, 1 funnel
When the system flattens lanes, PMM is forced to write to the lowest common denominator. Field Access, Patient Services, and Marketing each need distinct positioning. The deck cannot fix what the workflow flattened.
Lane handoffs die without triggers
A Patient Services stakeholder who needs to loop in Field Access mid-cycle does not get a system to do it. They get an internal Slack message and a hope.
HIPAA reporting cuts across lanes
Compliant pipeline reporting on three distinct buyer lanes is plumbing PMM cannot ship alone. It needs RevOps and GTME, and you are hiring both.
A multi-lane CRM workflow that does not flatten your buyers.
- Weeks 1 to 2
Map Courier Health pipeline by lane
Audit Salesforce. Are Field Access, Patient Services, and Marketing showing up as distinct stage models, or are they tags on one pipeline? Most early-stage biopharma SaaS is the latter.
- Weeks 3 to 4
Ship the HIPAA-compliant lane workflow
Stage taxonomy per lane. Automated hand-off triggers between lanes. Unified reporting that rolls up all three without flattening them. PMM positioning gets a system that can distinguish what your decks need to.
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 maps to where you are.
Send me a sentence on how the pipeline reads today, and I will reply within a day with a 1-page scope and an honest read on whether this fits.