Deep Dive Into How to 10X BDR/SDR Productivity Starring Pendo's First GTM Engineer, Evan Inscoe!

Описание: What does a go-to-market engineer actually do, and why is this role suddenly showing up everywhere?

In this episode, we unpack one of the fastest-evolving roles in modern startups. Evan shares how he went from using ChatGPT as a college student and new BDR to helping build AI-powered systems inside one of the Triangle’s best-known software companies.

The conversation covers how AI is changing outbound sales, why intent signals matter more than generic research, how tools like Clay, Cursor, Cloud Code, Lovable, n8n, and Supabase fit into a modern GTM stack, and why great go-to-market engineering is about making humans better, not replacing them.

Highlights Covered
What a go-to-market engineer is and why the role is growing fast
How Evan turned experimentation as a BDR into a new AI-focused role at Pendo
Why intent signals + research create stronger outbound outreach than either one alone
How Pendo uses AI to make BDRs faster, more focused, and more effective
The difference between SDR inbound signals and BDR outbound signals
How tools like Clay help enrich leads, personalize messages, and trigger outreach quickly
Why the CRM still matters as the source of truth in an AI-heavy workflow
How Evan builds internal dashboards using Salesforce, Supabase, Lovable, n8n, and Cloud Code
Why GTM engineering is likely to split into multiple specialties over time
How AI can increase sales productivity without replacing the people doing the work

If you’re a founder, operator, or revenue leader trying to understand where AI fits into your go-to-market motion, this episode is a practical look at what that future already looks like inside a fast-moving North Carolina company.

Timestamps:
05:05 — Meet Evan Inscoe from Pendo
08:05 — Evan’s background and discovering AI early
10:28 — What a BDR actually does
13:04 — How Evan created his own path into GTM engineering
16:29 — What the go-to-market engineer role looked like at the start
19:05 — Breaking down the BDR workflow
21:40 — Where Pendo is today after nine months of GTM engineering
23:00 — How Pendo uses Clay
24:45 — What counts as an intent signal
26:00 — Inbound vs outbound signals
31:00 — Why CRM still matters
35:20 — Measuring impact and efficiency gains
36:00 — Building dashboards with Lovable, Supabase, and n8n
42:35 — Tools Evan recommends most
43:40 — Driving adoption across the team
45:20 — Where GTM engineering is headed next
48:00 — Why AI won’t replace BDRs
48:45 — Evan’s next big project

Where to Find Scot Wingo:
LinkedIn:   / thescotwingo  
Tweener Times: https://www.tweenertimes.com/
X: https://x.com/scotwingo

Where to Find Evan Inscoe:
LinkedIn:   / evaninscoe  

#TriangleTweenerTalks #NorthCarolinaStartups #GoToMarket #GTMEngineering #AI #SalesTech #StartupGrowth #B2BSaaS #Pendo #Clay #SalesAutomation #RevOps #Founders #StartupPodcast #TriangleNC

---

This episode of Tweener Talks is hosted by Scot Wingo, presented and produced by NC Tweener Fund, with creative assets and design support from Walk West.

We couldn’t share posts like this without our amazing sponsors:

Platinum:
NC IDEA: https://ncidea.org

Gold Sponsors:
Balentine: https://www.balentine.com/triangle-en...
EisnerAmpner: https://www.eisneramper.com
Robinson Bradshaw: https://www.robinsonbradshaw.com

Silver Sponsors:
Automated Consulting Group: https://automated.co
Bank of America: https://business.bofa.com/en-us/conte...