GTM Engineering
beginnerThe role track for go-to-market engineers, the people who build the pipeline machine rather than work it by hand. No code: define the ideal customer as data, build and enrich account lists, score them with a model you can explain, chain AI research into outreach that is relevant rather than personalised-by-mail-merge, automate the handoffs with no-code tools, route and clean the CRM, and measure the whole engine in numbers a sales meeting cannot argue with. Six weeks, one graded capstone: your documented GTM engine.
What you'll learn
~41 h guided · about 9 weeks at 5 h/week · +10 h on projects
- Explain why ChatGPT and Claude generate answers rather than looking them up like a search engine
- Describe the seven stages of a go-to-market engine and what flows between them
- Choose list sources by coverage, freshness and cost against each ICP field
- Separate fit, which is how well an account matches the ICP, from intent, which is whether it is likely to buy now
- Place any outreach message on the four rungs of the ladder and say what each rung costs and earns
- Describe an automation as a trigger, a sequence of steps and a set of failure paths, before choosing a tool
- Define one number per stage of the engine and the leak between each pair of stages
- Adopt the "brief a colleague, don't query a search box" mental model
Curriculum
0/38 lessonsAI Foundations — optional basics (free)
Week 0 · 20 lessons
Beyond the chatbox: what AI assistants really are
How the model "thinks" — and why it changes how you ask
The capability map: what AI does brilliantly
The limits: hallucination, freshness, and what never to trust it with
Your first real win: turn a 30-minute task into 3
Context is everything: give it what it needs to know
Give it a role and a goal
Constraints and format: define what "good" looks like
Show, don't tell: examples and templates
Iterate like a pro: steer, don't restart
Documents and reports: summarise, extract, and draft better
Spreadsheets and data: Excel formulas, analysis, and charts
Presentations: from blank page to a solid deck
Long, messy input: transcripts, threads, notes, and screenshots
ChatGPT, Claude, Copilot, Gemini: which to reach for, and when
Make smarter decisions: AI as your thinking partner
Chaining steps: multi-part tasks done reliably
Your prompt library: reusable templates that save hours
Staying safe: privacy, accuracy, and company data
Capstone: do a real task end-to-end (graded) → your certificate
Week 1 — The GTM engine: from ad-hoc outbound to a system
Week 1 · 3 lessons
The GTM engine: a map of the machine
Defining the ideal customer profile as data, not a paragraph
Build your GTM research assistant: a prompt that profiles an account without inventing
Week 2 — Lists and enrichment
Week 2 · 3 lessons
Building account lists that match the ICP: sources, filters, dedupe
Enrichment waterfalls: layering sources, verifying, and knowing when to stop
Practical: enrich 25 accounts in a spreadsheet with an AI chain and a verification column
Week 3 — Scoring and prioritisation
Week 3 · 3 lessons
Fit and intent: a scoring model you can explain
Signals: hiring, funding, tech stack, job changes, and what they do not mean
Practical: build a scoring sheet and rank a list, then check it against reality
Week 4 — Personalised outreach at scale
Week 4 · 3 lessons
The personalisation ladder: from mail-merge to research-backed relevance
Prompt chains for outreach: research → angle → draft → check
Deliverability and compliance: domains, warm-up, spam law, unsubscribe
Week 5 — Automation and routing (no code)
Week 5 · 3 lessons
Workflow automation with no-code tools: triggers, actions, and where AI sits
Lead routing, CRM hygiene, and the data model that keeps the machine honest
Practical: build a no-code workflow from form fill to routed, enriched CRM record
Week 6 — Capstone: your GTM engine
Week 6 · 3 lessons
Measurement: funnel metrics, attribution, and the dashboard that survives a sales meeting
Documenting the engine: runbooks, owners, and failure modes
Capstone: deliver your documented GTM engine
What you'll build
1 project · ~10 h · each graded against a rubric
Capstone: Your Documented GTM Engine
beginner · ~10 h
ChatGPT/Claude/Copilot/GeminiSpreadsheetsA no-code automation toolYour CRM
What we track
Everything below is graded by Nova and kept on your record — the thing an employer can open, run and verify.
- Every lesson completed →
Mastery per lesson from the spaced-retrieval cards, and your streak.
- Every exercise, graded →
Nova grades each one and keeps the grade — no self-marking.
- Every project, scored against a rubric →
The score, the feedback and the repo, on your portfolio for an employer to run.
- Your skill report →
The placement assessment maps your level topic by topic and updates as you re-check.
- The certificate →
Issued on completion, verifiable by anyone at /verify, addable to LinkedIn.
Get started
A senior, self-paced track — no placement test. Jump straight into lesson 1, free.
Featured Projects
Capstone: Your Documented GTM Engine
About
The people behind this track
Nova grades every submission; these are the humans who wrote the brief and stand behind it.