What Even Is a GTM Engineer (And Why Startups Pay $260K) w/ Florian Kaspar

Authority in the Wild · Sep 22, 2026 · 56m

In January 2026, Florian Kaspar was setting up Clay and other go-to-market tools inside someone else's startup. By September he had taken his years in recruiting and bet them on a single job title: GTM engineer. He now runs Pipebuilders, a headhunting business that places only that role, and he hosts the Pipebuilders podcast, where he interviews the people who do the work.Florian sits between founders who want AI inside their sales and the small group of people who can build it, so he sees the job offers, the salaries, and the hires that fall apart.I came in as the skeptic, because to me GTM…