How we run sales
SMB is self-serve; enterprise is worked by a person. One motion, one team: a GTM Engineer who builds the outbound machine and books the meetings.
Sales at Intempt is one motion: enterprise outbound. The split is by deal size, and it is deliberate.
- SMB is self-serve. It arrives through ads, the free tools, the recipes, and the product, converts on a surface, and never needs a salesperson. That is Marketing plus Product & Growth, and it is designed to run without Sales touching it.
- Enterprise is worked by a person. Those accounts do not find us on their own and do not self-serve a six-figure decision. They get researched, written to, and booked by hand, with AI agents doing the sequencing underneath.
Sales owns the second one, end to end.
The one motion: enterprise outbound
A GTM Engineer runs it: define the target accounts, build and enrich the lists, write the outbound, run the sequences, and take the first call. The role is named after the discipline Clay created, the person who builds the go-to-market machine rather than grinding a list by hand, pointed at enterprise.
The machine does the volume; the person does the judgment. AI agents handle research, personalization, and sequencing; the GTM Engineer owns which accounts are worth it, what the message says, and whether a booked meeting is actually qualified. When a play works it becomes a system. When it does not it is killed fast.
The team
| Role | Owns |
|---|---|
| GTM Engineer | Enterprise outbound end to end: target accounts, lists, messaging, sequencing, and the booked meeting. One number: qualified meetings booked and pipeline created |
The founder (Sid) holds this motion today and runs it until the GTM Engineer is hired. There is no SDR and no AE: the same seat builds the list, works it, and books it.
How it connects to the rest
The surface boundary that splits Marketing from Product & Growth is about self-serve. Sales runs alongside both: it is the enterprise lane for accounts that will never self-serve. A booked enterprise meeting is the handoff into a real sales conversation, the same way an activated free workspace is the self-serve one.
How it is graded
One number: qualified enterprise meetings booked, and the pipeline behind them. We grade it weekly with the sales health score, next to the product and growth and marketing health scores, and a meeting only counts when it is a real, qualified conversation, not a calendar hold.
Who we sell to
Enterprise and mid-market inside the ICP: SaaS, eCommerce, DTC, or B2B growth teams with a Marketing, Growth, RevOps, or Sales buyer, large enough that the decision is worked rather than self-served, with real interest in CDP, lifecycle automation, experimentation, or sales tooling. The smaller end of that same ICP arrives self-serve and is not a Sales target.
The marketing health score
A 100-point weekly scorecard for the Marketing team's long game: awareness and founder brand, owned content and SEO and AEO, and partnerships.
The sales health score
A 100-point weekly scorecard for the Sales team's one motion: enterprise outbound, from target accounts to a qualified booked meeting and the pipeline behind it.