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

Evan Inscoe shares how Pendo is rethinking sales efficiency, personalization, and the emerging role of the GTM engineer (aka GTM Eng).

What is Pendo?

Just kidding EVERYONE knows the answer to that one! But relevant to this topic, Pendo has a very large sales team - it has to be top 10 in NC if not top 5? Anyway, there’s a lot of folks in the go-to-market org.

What’s GTM Engineering?

As we’ve covered in these virtual pages, the 2023+ ‘AI Era’ is changing how everyone thinks about their organization. An output of that process is new titles and roles emerging like the now famous ‘Forward Deployed Engineer’. I was listening to Lenny’s podcast where they interviewed the CRO of Vercel (previously at Stripe and Google), Jeanne DeWitt Grosser, on how they have built their modern GTM back in January and while I had previously heard of GTM Eng and had an inkling what it was, I hadn’t heard it described so crisply and cleanly until she really laid it all out.

I’ve been asking a variety of folks in NC if they have this function with the hopes we could bring one to the NC Tweener audience and had zero luck, until now!

Who is Evan?

Evan Inscoe is a GTM Engineer and Enterprise Business Development Representative at Pendo, and one of the early operators defining what that role actually means. After graduating NCSU, he started at Pendo as an entry-level BDR. Pendo’s culture encouraged AI exploration and before long, Evan had built his own micro GTM automation set of tools that dramatically boosted his productivity.

That got the attention of his manager and now Evan builds systems for the WHOLE BDR/SDR team that combine intent signals, enrichment, custom dashboards, data, and extreme automation to help Pendo’s GTM team move faster and focus on what actually matters: conversations with customers.

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How I Know Evan…

We actually met through NC State. While he was a student at NC State, Evan took an entrepreneurship class where I came in as a guest speaker.

It was a class taught by Chris Little and I did a session (about Spiffy and hiring profiles). Evan already knew my name from the local startup scene. That class stuck with him, and later we reconnected

Fast forward: One evening I randomly saw Evan post to LinkedIn about his work at Pendo and how much he was loving being a GTM Engineer. <record scratch!> I reached out and..here we are.

It’s a very “Startup ecosystem” connection: entrepreneurship class → LinkedIn → Tweneer Talks podcast. Let’s GOOOO🚀!

Listen/Watch Our Interview:

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 NC’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.

How to watch:

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📌 What’s Next

Next on Tweener Talks, we’ll continue spotlighting founders who’ve built real companies in the NC, digging into the decisions that shaped their journeys, the tradeoffs behind growth, and what they’re building next.

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