Building GTM Infrastructure | Founder @ Harochi | Speaker | Obsessed with Clay | 4.95 Uber Rating | Ultra Runner | Ex-Google

Most companies fail to scale because their GTM systems break before the business does.

At Harochi, we design GTM Infrastructure: modular systems that unify CRM, enrichment, outbound, inbound, and reporting so revenue teams run on clarity instead of chaos.

Our work replaces fragmented campaigns with enterprise-grade infrastructure that:
• Aligns CRM data with how the business actually operates
• Automates enrichment, scoring, and lead routing
• Connects outbound + inbound so nothing slips through
• Creates executive dashboards that guide decisions in real time

This isn’t lead gen. It’s infrastructure. And once you’ve seen intelligent systems that never stop improving, traditional methods won't cut it anymore.

Macklin Buckler

5 years ago I was getting destroyed while cold calling in Berlin. Today I'm a HubSpot For Startups GTM Mentor.

I was one of the first US-focused reps at Leapsome, calling from 2pm to 11pm CET.

Hundreds of rejections a week... maybe a handful of good calls if I was lucky.

At Google, prospects at least listened to what I had to say before turning it down. 

But at an early-stage startup, you get 15 seconds before they hang up.

I thought I was good at sales. Looking back, I was just good at selling something people already wanted.

The startup world humbled me. But it also taught me that sales is pattern recognition, and as long as you apply what you learn across hundreds of tries, you can succeed.

A couple years later, I started harochi as a lead gen agency.

Then I found Clay and spent well over 1000 hours in it. From there, I dove into n8n, which sharpened my systems thinking.

Somewhere along the way, I stopped being just a salesperson. I became someone who thinks and builds like an engineer.

My breakthrough came when Ilija at HeyReach.io handed me an assignment I wasn't ready for: build their entire inbound system.

They were getting thousands of inbound leads per month but had no real way of handling it. 

Every prospect needed to be identified, researched, scored on lead and company level, routed to the right rep, then pushed to HubSpot with custom fields filled in.

We even designed a PLG motion for Tier 3 leads who would've otherwise slipped through the cracks, which we completely personalized using Twain so they still felt acknowledged.

The end product was 10+ Clay tables and the infrastructure to scale their inbound as they grew from $3M to $10M ARR.

Over the last 2.5 years, I've built systems for cybersecurity, fintech, and SaaS startups facing the same problems (long sales cycles, complex buyer committees, and GTM infrastructure that needs to work at scale).

Now with HubSpot For Startups, I get to take everything I've learned and help other founders solve these problems before they become expensive mistakes.

From getting hung up on in Berlin to building harochi alongside Mustafa El-Seidy to now mentoring founders on GTM.

If you keep showing up, the path reveals itself.

#HubSpotforStartups

Link is in comments

We just onboarded to cybee.ai for endpoint security at harochi.

I had looked at seven different providers (two had minimum seat requirements we couldn't meet, one never responded to our emails or booking request, and the rest felt like shopping for McAfee or Norton in 2008 (minus the cool boxes software used to come in))

Cybee feels different. It's built with founders in mind, which is why there's no clunky onboarding or forced demos. 

You just sign up and start scanning.

The endpoint security market is crowded, but somehow the players don't feel serious. They either ignore you or force you into larger contracts than what you need.

Anyway, just a shoutout to cybee.ai. This isn't a sponsored post nor are they our clients... Just wanted to recognize them. 

Hekuran Doli Kristian Kabashi

I told a founder yesterday their landing page made the product look like a Slack integration.

Wasn't trying to be harsh, but if we're gonna work together I need to be able to say what I actually think.

He's solving a real problem and the product works. 

It's a good start.

But the way it was presented made it look like something you'd find on Product Hunt in 2017 with 47 upvotes.

What I didn't say out loud: running outbound in this state won't fix his revenue problem. It'll just burn through his TAM faster.

I've seen this pattern enough times now. 

Companies who win aren't always the ones with the best product. They're able to explain what their prospect's world looks like today versus what it could look like six months from now.

If you can't paint that picture clearly (and most can't), volume doesn't matter.

Most companies treat their CRM like a filing cabinet.

You put data in and pull reports out.

But what if you could talk to it using ElevenLabs?

Next Friday I'm demoing a workflow at the GTM x AI breakfast that turns HubSpot into something you can have a conversation with.

Here's how it works:
- Natural language input (you ask a question in Slack)
- The system queries your CRM using AI to translate your question into the right filters
- It returns a voice reply

The workflow uses HubSpot's API, n8n for orchestration, and LLMs to handle the translation layer.

It's faster than building reports, and it's how ops should actually work.

I'm presenting alongside ElevenLabs, Fabian Hartmann, and Taimoor Tariq. February 20 at HubSpot's office in Berlin.

If you're obsessed with GTM like me, I hope to see you there!

Seth D. Killian

Architect a career that doesn't suck your life away | Sales & Marketing Ops Professional | Founder & Advisor | SaaS | Leadership | Results Driven | Productivity

🚨 Disclaimer: Opinions shared are my own and not reflective of my employer's views or objectives. 🚨

I’m Seth Killian, a results-driven Revenue Enablement & Operations leader passionate about driving growth in high-velocity SaaS environments. My mission? To scale revenue by aligning Sales, Marketing, and Ops into a seamless, high-performing machine. I know that when you combine the right strategy, talent, and technology, growth becomes unstoppable.

Throughout my career, I’ve been at the intersection of strategy and execution, from scaling sales orgs to launching innovative go-to-market initiatives. Whether building out SDR teams that drive $60MM+ in pipeline, implementing cutting-edge sales enablement tech, or optimizing cross-functional alignment, I’ve consistently delivered measurable impact and growth.

A few career highlights:

- Led a SDR team that delivered 105% revenue growth, with 70% of CW deals originating from my unit.

- Managed a comprehensive product launch during the pandemic, driving market penetration and adoption.

- Co-Founded and scaled a marketing agency to acquisition within a year, leading to a successful exit.

- Spearheaded the launch of new enablement technologies and developed data-driven reporting for actionable insights.

Currently, I lead Enterprise Business Development at ECi, where I’m focused on building operational excellence and driving scalable revenue growth.

At the end of the day, I’m passionate about mentorship, team success, and helping others achieve their potential. I measure my success by the wins of those I coach and lead.

When I’m not optimizing go-to-market strategies, I’m spending quality time with my family, smoking meat on my Traeger, and getting lost in the latest Sci-Fi novel.

Let’s connect and talk about scaling your revenue engine.

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