2 min lesson
The 90-second build-something story
Walk through "The 90-second build-something story" in order, then name the proof that tells you it worked.
Step 1 of 2
The 90-second build-something storyone system, one number
Pick one GTM system you built end to end, not a project you helped with. The screener wants to hear ownership of the plumbing: a data flow, a routing engine, an enrichment pipeline that someone still relies on today.
- 1Open with the mess. Name the manual, broken workflow before the fix: "reps were enriching leads by hand in spreadsheets and 40% of inbound sat untouched past the first day."
- 2Name the system you built. Two sentences on the architecture - sources, the orchestration layer, where decisions got made. Concrete tools, not adjectives.
- 3Land one quantified metric. Match rate, time-to-route, leads handled per week, hours of toil removed. One number, stated as a delta from the old world.
- 4Close on durability. Say who still uses it and how it extended to a case you didn't originally build for. That sentence is what separates engineer from operator.
“Inbound from our startup program was being enriched by hand - reps copy-pasting from LinkedIn and roughly 40% of leads went stale before anyone touched them. I built a Clay-orchestrated pipeline: webhook capture, a three-provider enrichment waterfall, an ICP score and score-based routing into the right rep's queue with an SLA timer. Match rate went from about 55% to 91% and median time-to-first-touch dropped from a day to under ten minutes. It still runs and when we launched the partner program we reused the same scoring primitive with a different threshold.”