The GTM Engineer bridge.
Harmonic Security closed the $17.5M Series A in October 2024 and the motion runs into regulated enterprise security buyers where every cycle involves CISO, IT, and legal. Scott is building the Clay stack solo, which means the qualification layer between your campaigns and his outbound infrastructure is the seam most likely to leak. I run the GTM Engineer function alongside him so demand gen reaches reps already scored, routed, and ready.
Outbound in regulated security lives or dies on signal quality, not volume.
Generic intent data into a regulated enterprise security ICP returns noise. The accounts that look intent-positive on a third-party feed are rarely the accounts your champions are quietly evaluating. Demand gen efficiency comes from a waterfall enrichment layer that scores accounts on the signals that actually predict a CISO-led conversation, then routes only the qualified ones into Scott's Clay sequences. That sits on the same delivery model I used at AssetWatch (custom GPT giving leadership natural-language access to production Salesforce, 4 weeks).
Three things only an internal builder can fix.
Third-party intent flattens regulated buyers
Most intent platforms score on volume of research, which favors categories with public buying conversations. Security buyers research quietly. Optimizing on the generic signal sends reps to the wrong accounts.
Persona-level routing does not exist yet
A CISO, an IT director, and a legal reviewer each need a different opening message and a different sequence rhythm. If demand gen hands AEs a single persona for the account, the response rate gets averaged into mediocrity.
Qualification work falls on one GTM engineer
Scott can build Clay sequences, but he cannot also architect the enrichment waterfall, the scoring model, and the routing logic while shipping the rest of the stack. A second pair of hands closes that gap.
A qualification layer that hands Scott's Clay stack accounts worth working.
- Weeks 1 to 2
Audit the path from inbound to outbound sequence
Where does enrichment fire, where does scoring happen, and which accounts make it to Clay sequencing today. Output the 3 to 5 changes that would lift response rates without changing campaign spend.
- Weeks 3 to 4
Ship the enrichment and persona-routing layer
Waterfall enrichment on every inbound account. Scoring weighted for regulated-security signal quality. Persona-level routing so CISO, IT, and legal each enter the right sequence. Built to hand to Scott as documented infrastructure.
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.