How Pendo’s Evan Inscoe Is Building the Future of Go-To-Market Engineering
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: https://www.linkedin.com/in/thescotwingo/
Tweener Times: https://www.tweenertimes.com/
X: https://x.com/scotwingo
Where to Find Evan Inscoe:
LinkedIn: https://www.linkedin.com/in/evaninscoe/
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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-entrepreneurs
- 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/content/technology-industry-group.html
LinkedIn: https://www.linkedin.com/in/thescotwingo/
Tweener Times: https://www.tweenertimes.com/
X: https://x.com/scotwingo
Where to Find Evan Inscoe:
LinkedIn: https://www.linkedin.com/in/evaninscoe/
---
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-entrepreneurs
- 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/content/technology-industry-group.html
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Triangle Tweener Talks is sponsored by:
Triangle Tweener Talks is sponsored by:
- Atomic Object: https://atomicobject.com/
