GTM Engineer 30-60-90 Day Plan (Template)
A good GTM engineer 30-60-90 day plan is: days 1–30, learn the buyer and set up infrastructure; days 31–60, launch campaigns and book the first meetings; days 61–90, prove one repeatable motion with numbers and automate it. Use the template below to onboard a new hire, or as a candidate to show a hiring manager exactly how you'd start.
Days 1–30: Learn and set up
Goal: understand who buys and why; have sending infrastructure ready.
- Listen to 10+ recorded sales calls and read closed-won and closed-lost notes.
- Interview the founder (or top AE) on the ICP, the top three objections and why customers buy.
- Audit the CRM: fields, duplicates, how leads are routed.
- Set up secondary sending domains, authentication (SPF, DKIM, DMARC) and inbox warm-up.
- Build the first TAM list and score it against the ICP.
- Write three message angles based on what buyers actually said.
Done when: infrastructure is warm, the first 500 accounts are scored, and the founder signs off on messaging.
Days 31–60: Launch and learn
Goal: first meetings booked; learn which angle and signal work.
- Launch two or three small campaigns, each testing one signal or angle.
- Review replies daily; iterate copy weekly.
- Set up routing so positive replies reach the right person within minutes.
- Build a simple dashboard: sends, replies, positive replies, meetings, cost per meeting.
- Sit in on the meetings you book to hear what's resonating.
Done when: qualified meetings are booking every week, and one angle clearly beats the rest.
Days 61–90: Prove and automate
Goal: one repeatable motion with numbers the team trusts.
- Double down on the winning signal and angle; cut the rest.
- Automate the repeatable parts: list refresh, enrichment, first-line research, routing.
- Add a second signal or channel (e.g., LinkedIn alongside email).
- Document the system so someone else could run it.
- Present results and a plan for the next quarter.
Done when: the motion runs weekly with little manual work, and you can forecast meetings from it.
If there are no meetings by day 60
Check in this order: deliverability (are emails landing in inboxes?), list quality (right companies and people?), then messaging. Fix messaging before switching ICPs.
Copy-paste version
## 30-60-90: [Name], GTM Engineer at [Company]
### Days 1–30: Learn & set up
- Listen to 10+ sales calls; interview founder on ICP, objections, why customers buy
- Audit CRM; set up domains, SPF/DKIM/DMARC, warm-up
- Build & score first 500-account TAM list
- Draft 3 message angles; founder sign-off
### Days 31–60: Launch & learn
- Launch 2–3 campaigns (one signal or angle each)
- Daily reply review, weekly copy iteration
- Routing live; dashboard live
- Target: [X] meetings booked
### Days 61–90: Prove & automate
- Scale the winner, cut the rest
- Automate list refresh, enrichment, research, routing
- Add a second signal or channel
- Document the system; present results + next-quarter plan
FAQ
How fast should a GTM engineer book the first meeting? New sending domains need a few weeks of warm-up, so most first campaigns launch in weeks 3–5.
Should candidates bring a 30-60-90 plan to interviews? Yes. A one-page plan tailored to the company is one of the strongest signals you can send.
Want a GTM engineer who walks in with this plan? Book a call → · Interviewing now? Introduce yourself →
Related: What does a GTM engineer do? · Hiring your first GTM engineer at seed · GTM Engineering guide