The GTM Engineer bridge.
Harmonic Security closed the $17.5M Series A in October 2024 and the motion now sells into security, IT, and legal stakeholders inside regulated enterprise accounts. Scott is the GTM engineer building the Clay stack solo, and multi-buyer routing in a regulated vertical is the kind of plumbing that lags the product by 2 or 3 quarters. I run alongside him so the signal-to-pipeline layer ships now, not after the next hire ramps.
Multi-buyer enterprise deals do not survive single-owner routing.
A security deal with a CISO, a head of IT, and a legal reviewer is 3 distinct conversations on 3 distinct timelines. If the SFDC routing layer assigns the account to one owner and treats the other stakeholders as contacts, the deal moves at the speed of whoever happens to be most responsive. That is not a coverage problem you fix with more AEs. That is the routing and stage layer underneath, and it sits one rung below the kind of SFDC infrastructure work I just shipped at AssetWatch (custom GPT giving leadership natural-language access to production Salesforce, 4 weeks).
Three things only an internal builder can fix.
Multi-buyer deals routed as single-owner accounts
When the system assigns a CISO, IT lead, and legal reviewer to one AE without per-stakeholder ownership, the deal stalls on whichever buyer the AE is least equipped to engage. Forecast confidence drops with every multi-buyer cycle.
Regulated-vertical signals are scarce and high-fidelity
Inside security and regulated enterprise, intent data is noisier than most categories and a single high-fidelity signal is worth 20 generic ones. Without a scoring layer that weights signals correctly, AEs work the wrong accounts.
1 GTM engineer cannot own the build and the run forever
Scott is building the Clay stack now. As the motion scales, the same person cannot architect the next layer and maintain the current one. A second set of hands closes that gap without adding headcount.
A multi-buyer routing and signal layer your forecast can defend.
- Weeks 1 to 2
Map Harmonic's enterprise motion against SFDC routing
Audit how multi-stakeholder deals flow today. Identify where routing flattens security, IT, and legal into one owner. Output the 3 to 5 routing changes that would unstick the deals slipping today.
- Weeks 3 to 4
Ship the routing and scoring layer alongside Scott's Clay stack
Per-stakeholder ownership written into SFDC. ICP scoring weighted for regulated-buyer signal scarcity. Outbound sequences fire on high-fidelity intent. Same delivery model I shipped at AssetWatch in 4 weeks, tuned for security enterprise.
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 Harmonic Security. 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.