Angelo Quiambao is the AI GTM engineer at Intellistack, the company most people still know as FormStack. Before that, a BDR at Qualified.
His Q1 came from two agents.
Solo outbound agent: 190 meetings, $15.4M sourced
Team co-pilot: 132 meetings, $13.7M sourced
Combined: 322 meetings, $29.2M
It took a long time to build, and it worked because a human outbound motion was already converting first. Automating a broken process gets you a broken process at volume.
Everyone Is Buying the Same Signals
Job changes, funding rounds, hiring spikes. The signal market sells the same feed to everyone, so the advantage lasts as long as it takes a competitor to buy the same subscription.
Our internal data is something no one else can query,
and what we have is a weapon.
External data is what agents and every other AI can find.
It's what makes it generic.
His internal version is worth stealing. In the first ten minutes of almost any recorded call, the prospect explains why they took the meeting. Run that across every recording you have and you get a trigger nobody else can replicate.
The Seven Layers
What an agentic motion actually needs. Skip one and it shows up later.
Targeting: the data, the ICP, the triggers
Routing: which agent handles what, and what it can decide alone
Content: generic sequences or hyper-personalised
Campaigns: the plays those agents run
Knowledge: battle cards, objection handling, value statements
Human in the loop: someone who knows good outbound sees a bad AI email instantly. Someone who doesn't just sends it.
Feedback: he asks his agents weekly what went well and what didn't, and keeps memory of every email that booked a meeting
Let Your Best Rep Build It
The instinct is to hand this to whoever sits above the reps. Angelo says the opposite: find what the top BDR does and scale that.
The rep knows dupe-checking a lead in Salesforce runs a particular way at your company. Those details separate an agent that works from one that burns your data credits.
GTM engineering is growing 200% year over year, so most people doing it are new to it. His answer on what they get wrong: the biggest myth is that you can automate everything.
Episode Highlights
00:00 Preview
00:15 Introduction to Go-To-Market Engineering
02:40 Understanding Intelestack and Its Evolution
05:21 The Role of Go-To-Market Engineers
07:52 Building Effective Outbound Agents
10:29 Layering the Go-To-Market Strategy
12:41 Identifying Triggers and Signals
15:27 Routing and Decisioning in Outbound Strategies
17:51 Content and Assets for Effective Outreach
19:46 Building Contextual Knowledge for Agents
21:30 Feedback Loops and Content Relevance
23:58 The Role of Human Oversight in Automation
26:21 Delivery and Compliance in Outbound Strategies
28:49 Leveraging LinkedIn and Cold Calling Effectively
31:04 Tracking Performance and KPIs
33:41 The Importance of Human in the Loop
36:06 Optimizing Feedback Loops for Continuous Improvement
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