GTM Manager

CLAUDIO AVERSA

Newport Coast, CA 951-***-**** **********@*****.*** linkedin.com/in/ray-aversa

GTM operator and systems builder with 9+ years across B2B SaaS enablement, startup GTM buildout, and B2C growth. At Ontra (4+ years), built a 27-tool GTM AI suite, led a BDR team to 158% annual attainment (12/12 months), and cut onboarding ramp by 50%. As Director of Growth at ScoutUs Pro (3+ years, concurrent), built GTM infrastructure from zero: sourced and managed development teams through 3 platform rebuilds, ran full-cycle sales as founding AE, created 12+ investor pitch decks and all quarterly investor communications, and produced the business canvas, user flows, and persona documentation that became the company’s strategic foundation. Currently evolving custom GPTs into autonomous AI agents via Zapier and n8n using a crawl-walk-run deployment model.

TECHNICAL SKILLS

Languages: Python, JavaScript/TypeScript, SQL (MySQL), HTML/CSS

AI & LLM: OpenAI API, Claude API, Gemini API, prompt engineering, agent design, structured outputs, evaluation patterns

GTM Systems: Salesforce (SOQL, reporting, API automation, account hierarchy), Marketo, HubSpot, Outreach, Gong, ZoomInfo, Apollo

Automation: Zapier (Agents, webhooks, Code), n8n, Clay, Make, Serper.dev, Jina Reader, FullEnrich, Preqin

Data: Snowflake, Tableau, Google Analytics, SEMrush, Ahrefs

Enablement: Highspot, Notion, WorkRamp; Figma, Adobe CC, Canva; Asana, JIRA, Confluence

PROFESSIONAL EXPERIENCE

GTM Enablement Manager, Sales Ontra Remote Aug 2025 – Present

•Built and operationalized a 27-tool GTM AI suite spanning onboarding and daily execution (call prep, cold call simulators, sequencing, account research, territory intelligence), sustained through playbooks, live training, and coaching loops.

•Led global BDR performance: 12/12 monthly goals hit, finishing 158% above plan (135% stretch). Zero churns, zero PIPs across the entire year.

•Shipped workflow automations: AE Account Ranking (Claude), Regulatory Update Scanner (Gemini), Preqin data scanning (Gemini Sheets triggers) turning market changes into a GTM action queue.

•Rebuilt onboarding and coaching instrumentation — cut ramp from 10–12 weeks to 5–6 weeks, establishing a 30–35 day benchmark to first meeting with measurable checkpoints.

•Designed and revamped 8-week BDR-to-AE Bridge Program — currently hosting the accelerator and managing applications for BDR AE pipeline.

•Serve on AI Committee, Signal/Intent Team, and Business Transformation Team beyond JD scope. Act as pseudo-BDM providing coaching, deal strategy, and account intelligence to sellers.

•Designed predictive performance indicator (Next-Month Scheduled, r 0.52) with day-15 checkpoints embedded into weekly operating cadence.

Director of Growth ScoutUs Pro Remote (Newport Coast, CA) Apr 2023 – Present

[Concurrent with Ontra. Global sports recruitment platform — baseball, soccer, boxing, MMA, esports across 144+ countries. DBA Global Scouting Database, Inc.]

•GTM from Zero: Served as sole GTM operator for 3+ years — built all business canvas documentation, buyer personas, user stories, user flows, competitive analysis, and go-to-market positioning across two platforms (Pro + College).

•Founding AE: Ran full-cycle demo pitches to baseball scouts, agents, and team reps in year one with zero existing collateral. Built initial outreach cadences and talk tracks from scratch.

•Investor Relations: Created 12+ pitch decks across multiple PPM rounds. Drafted all quarterly investor letters (Pulley distribution). Built financial models and projections for investor presentations.

•Dev Team Sourcing: Sourced, vetted, and managed 3 separate development teams across 3 full platform rebuilds. Served as connective tissue across transitions, leading to current CTO (ex-Microsoft) salvaging and rebuilding the platform.

•Marketing & Agency Mgmt: Managed social media through multiple transitions (removed underperformers, ran it personally, sourced and onboarded current agency). Created sport-specific outreach decks for HS athletic directors. Designed campaigns to 172+ scholarship/funding orgs.

•Partnerships: Sourced and vetted partnerships for INSPIRR, 3MotionAI, and PR firms. Built outreach templates for scholarship grants and athletic funding organizations.

•In-Person: Presented ScoutUs College pitch at Van Nuys HS to coaches and parents. Created deck, delivered presentation, trained team for independent delivery at scale.

Senior Sales Enablement Specialist Ontra Remote Feb 2025 – Aug 2025

•Rebuilt BDR onboarding with micro-certifications, WorkRamp, and live call labs. H1 cohort avg attainment: ~225%.

•Built Gemini-based outreach email assistant and reusable prompt templates — later evolved into agent-style workflows.

•Instrumented pipeline analytics (activity meeting opportunity scorecards) for data-driven coaching.

Senior Associate, Business Development Ontra Los Angeles, CA Jan 2022 – Feb 2025

•President’s Club back-to-back (2024, 2025); multiple 130%+ attainment years. Deep domain expertise across private markets workflows.

•Partnered with RevOps on territory mapping, account tiering, and SFDC reporting automation — reduced manual admin ~25%.

•Pipeline engine: ~35+ cold calls/day, ~60 personalized emails/day; multithreaded into Tier A/AA accounts.

Product Marketing Manager / Growth Engineer CaliBlendz (Founder) Venice, CA Sep 2019 – Dec 2021

•Owned end-to-end funnel: grew leads 5K 31K, generated ~$360K year-one revenue, improved conversion +33%, organic traffic +47%, LTV 1.3 4.1.

•Implemented CRM/marketing automation workflows for lead capture, segmentation, follow-up timing, and attribution.

Sales & Marketing Specialist Dave’s Auto Accessories Los Angeles, CA Feb 2017 – Sep 2019

•Improved monthly sales $12K $43K through funnel optimization. Audited HubSpot/Marketo workflows; reduced fallout 31 7/month.

SELECTED GTM ENGINEERING PROJECTS

•Territory Intelligence Agent (Claude): account research workflow to standardize outreach inputs.

•AE Account Ranking & Product Fit Reports (Claude): automated ranking and product-fit reporting.

•Prospecting & Qualifying Leads Tool (3-phase): parent ranking subsidiary ranking persona matching.

•Regulatory Update Scanner (Gemini): automated monitoring into GTM-ready signal outputs.

•Preqin Data Scanning (Gemini Sheets): market/firmographic changes surfaced into GTM action queue.

•GTM AI Suite (27 tools): GPT workflows across BDR, AE, CS, Enablement — operationalized through onboarding and adoption loops.

•GPT-to-Agent Operationalization (Zapier Agents): crawl-walk-run migration from GPTs to governed automations.

•Account Intelligence Workflow (Zapier + RevOps, in progress): SFDC query web search LLM extraction SFDC write-back.

•JARVIS Agent Ecosystem (Zapier, late-stage): multi-agent workflows for pipeline intelligence, data quality, intent routing.

•GTM Processing Agent (React + Supabase): webhook-driven orchestration — GTM Hackathon Runner-Up (Top 2/100).

•AI Website Chatbot: Russell Brunson/ClickFunnels framework prototype (Qualified-style conversational AI).

AWARDS, CERTIFICATIONS & EDUCATION

•President’s Club Winner (2024, 2025) — Ontra

•Ontra AI for Productivity Winner (2026)

•External GTM Hackathon Runner-Up (Top 2 of 100 projects) — competed solo

•Stanford Online — Artificial Intelligence Professional Program (Enrolled 2026)

•CSPO — Certified Scrum Product Owner (Scrum Alliance)

•B.S. — Cal Poly Pomona (Dean’s List 2014–2017)

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