The GTM Engineer bridge.
Pigment closed the $145M Series D with ICONIQ Growth in April 2024, and the Americas motion is the growth lane. The pattern I see at enterprise-SaaS companies at this stage: the marketing team runs clean campaigns into a scoring and routing layer that ages out faster than the calendar can refresh it. I just shipped the upstream fix for Daylit (AR-agents/fintech infra, 6-signal HubSpot enrichment, 2-week build). I run the GTM Engineer function so the infrastructure under your campaigns gets built now.
Enterprise marketing at Series D is capped by the scoring and routing layer underneath.
You can run a clean campaign, hit the right CFO and Head of FP&A personas, and generate qualified inbound. If the CRM routes those leads to the wrong AE or scores a CFO the same as a finance analyst, the campaign that worked looks like it did not. At Pigment's stage, every demand-gen dollar deserves a path to pipeline that does not depend on a rep eyeballing a spreadsheet. The fix is the scoring and product-signal layer underneath HubSpot. I build it while the broader team scales.
Three things only an internal builder can fix.
Spreadsheet scoring ages out the day you ship it
If account scoring lives in Sheets and gets re-uploaded to HubSpot weekly, the model lags every new product release and every new buyer pattern. Your highest-fit inbound gets the same treatment as a generic enterprise-FP&A list.
Committee buyers need persona-aware routing
A CFO downloading a benchmarks report and a planning lead hitting a demo request are different stages of the same cycle. If routing does not know the difference, both get the same AE follow-up and the better signal gets wasted.
Product signal never reaches the campaign list
Pigment workspaces fire usage events daily. If those events do not auto-enrich the company record, your ABM list is identical to the one a competitor could buy off Apollo.
A demand-gen infrastructure layer that turns every Americas campaign dollar into a real path to pipeline.
- Weeks 1 to 2
Audit HubSpot scoring and routing against the Americas ICP
Map every reconciliation, scoring patch, and routing rule maintained by hand today. Identify which gaps exist because product and ICP signals never reach the CRM. Same audit I ran for Daylit before shipping the 6-signal enrichment.
- Weeks 3 to 4
Ship the Daylit-style 6-signal HubSpot enrichment, tuned for FP&A buyers
Product usage, workspace growth, finance-team expansion, ICP fit, and 2 enterprise-specific signals auto-write to the company record with an evidence chain. Scoring and routing read from clean inputs. The Sunday-night spreadsheet retires.
Six production signals, shipped in 2 weeks.
Daylit closed Series A and needed an AE-ready territory before the first NA hire ramped. I built the ICP signal layer. Six buying signals piped from raw data sources (theirstack, Crustdata, news APIs) through Anthropic evidence-chain classifiers into HubSpot, with Slack alerts on high-fidelity hits. The first AE walked into a defined territory, not a cold start. 2 weeks. Same fixed-fee discipline.
Same play I would run for Pigment. 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.