Spencer G.
Civil Engineer (BS/MS, PE) → Technical GTM
NooksCivil and structural engineer (BS/MS, PE) with experience operating at the intersection of engineering, go-to-market strategy, and revenue systems for technical products.
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I began my career working on complex engineering problems, including early work on the Mars 2020 Rover at NASA JPL and several years in the AEC industry as a practicing engineer. That foundation informs how I approach systems design, technical discovery, and real world constraints. Today, my work focuses on designing and scaling technically informed GTM motions, defining ICPs, building qualification frameworks, implementing revenue analytics, and partnering cross-functionally with Product, Sales, and Marketing to translate technical capability into clear market execution. I’m most effective in environments where technical depth, systems thinking, and commercial clarity intersect, particularly within AEC, infrastructure, and industrial software contexts.
GTM Index
- NOOKSJOB
- Solutions Eng - Mid Market6M
Solutions Engineer - Mid Market
Nooks
Technical co-pilot to the mid-market team of 15 AEs to ensure trial win rate & secure the technical win
- POPLJOB
- BD Mgr (Technical GTM)1Y 10M
Business Development Manager (Technical GTM)
Popl
• Built and scaled a technical go-to-market system from first principles, growing the Business Development function from 1 → 6 reps and driving ~$1.1M in monthly pipeline and ~$250K in monthly revenue through a repeatable outbound engine • Designed and implemented analytics-driven performance infrastructure, including KPI dashboards and conversion modeling to evaluate pipeline quality, funnel efficiency, and activity effectiveness, resulting in 91% average quota attainment across the team • Owned Popl’s conference and event GTM strategy from a systems and ROI perspective, evaluating 1,000+ industry events annually and deploying teams to 144 conferences based on CAC efficiency, pipeline yiel…
- BD Team Lead (Foundational…2Y 4M
Business Development Team Lead (Foundational GTM, Player–Coach)
Popl
• Architected and executed Popl’s foundational outbound and revenue motion, validating ICPs, testing channels, and refining value propositions to establish a scalable, data-backed GTM engine • Consistently operated as a top-performing IC while building systems, achieving 320% quota attainment over two consecutive years, generating 80+ qualified opportunities per month and $600K+ in monthly pipeline at peak performance • Led ICP and segmentation analysis by combining Salesforce and Looker Studio data with qualitative buyer insights, prioritizing high-conversion verticals and informing targeting, messaging, and routing decisions • Developed Popl’s core value proposition frameworks, translatin…
- SDR LEADERS OF USAJOB
- Member2Y 6M
Member
SDR Leaders of USA
- VENTURE OUTJOB
- Founder & Operator (Side P…6Y 4M
Founder & Operator (Side Project)
Venture Out
•Designed and operated a repeatable event and logistics system, planning and executing 4+ annual group trips with 100–200 participants per event. •Built lightweight operations, vendor coordination, and marketing workflows to manage trip execution, communications, and participant experience end-to-end. •Coordinated a distributed team of organizers and vendors while maintaining clear scope, timelines, and financial accountability. •Established a consistent brand and community model generating ~$130K annually in ticketed revenue, operated alongside full-time professional roles. •Operated as a part-time, self-contained project and not a venture-backed startup.
- HIREFLYJOB
- Account Executive (Foundin…1Y 6M
Account Executive (Founding Technical GTM)
Hirefly
• First hire at Hirefly, responsible for establishing the initial go-to-market and revenue motion, generating $618K in closed revenue with $18K new customers and an average ACV of $34K. • Designed and executed data-driven outbound and qualification workflows, creating 14 scalable “plays” across CEO, VP Talent, and HR personas and performing structured outreach across 500+ target accounts. • Built early sales process infrastructure, including discovery frameworks, multi-step deal flows, pricing structures, and objection-handling approaches used to standardize execution. • Owned pricing and packaging experimentation, negotiating deal structures that improved sales efficiency and drove a 36% i…
- INSTRUMENTALJOB
- Senior Technical BD (Found…1Y 1M
Senior Technical Business Development (Foundational GTM Role)
Instrumental Inc.
• First BDR at Instrumental, responsible for establishing the initial outbound and qualification motion, including sequencing strategy, messaging frameworks, and call/email workflows. • Built and iterated on outbound infrastructure, creating reusable sequences, scripts, and templates that informed early GTM best practices and onboarding. • Consistently exceeded performance targets, driving 160% of quarterly quota while validating ICP assumptions and messaging through real customer conversations. • Partnered with sales and leadership to surface systematic learnings from outbound efforts, contributing to ongoing improvements in targeting, messaging, and process design.
- CARBON LIGHTHOUSEJOB
- Project Mgr10M
Project Manager / Implementation Engineer (Technical Delivery)
Carbon Lighthouse
• Owned end-to-end technical implementation and delivery for 13 complex commercial building retrofit projects spanning HVAC, lighting, and on-site solar, balancing engineering requirements, budget constraints, and customer objectives. •Served as the primary technical point of contact across contractors, property managers, and building engineers, coordinating scope, timelines, and execution across 15+ stakeholders per project. •Managed project workflows from scoping through commissioning, ensuring delivery aligned with energy performance targets, financial expectations, and client success criteria. •Identified expansion opportunities through implementation work, supporting additional service…
- TETRA TECHJOB
- Project Eng II6M
Project Engineer II
Tetra Tech
•Led structural engineering analysis and design across 15+ concurrent projects, delivering solutions on time and within budget while balancing technical requirements, codes, and client constraints. •Designed a wide range of structural systems using AutoCAD and structural analysis tools, including residential and commercial buildings, garages, bridges, foundations, anchorage systems, and transportation and water infrastructure. •Applied engineering standards and building codes across steel, concrete, masonry, wood, and asphalt systems to ensure constructability, safety, and regulatory compliance. •Collaborated with senior engineers, project managers, and external stakeholders to translate de…
- Project Eng I1Y 9M
Project Engineer I
Tetra Tech
•Prepared and reviewed detailed engineering documentation, including 20+ page plan sets, 100+ page structural calculations, and technical specifications across 29 distinct structural projects. •Supported structural design efforts by applying building codes, engineering standards, and best practices to steel, concrete, and foundation systems. •Gained hands-on experience progressing designs from concept through permitting and construction documentation, building a strong foundation in technical rigor and delivery discipline.
- JET PROPULSION LABORATORY, NASAJOB
- Mechanical Eng1Y 2M
Mechanical Engineer
Jet Propulsion Laboratory, NASA
•Owned and operated the Single Station Testbed, planning and executing 95+ qualification and validation tests supporting multiple internal customers and programs. •Designed, analyzed, and commissioned ground support equipment (GSE), taking hardware from concept through fabrication, testing, and operational deployment. •Diagnosed and resolved 20+ system-level issues across mechanical, operational, and facility interfaces to bring complex test systems into commissioning. •Authored 35+ standard operating procedures (SOPs) and command sequences to enable repeatable, safe test execution across diverse user groups. •Coordinated schedules, workflows, and technical communication across engineers, t…
- Job: Nooks — Solutions Engineer - Mid Market · 2026-02 – present — Technical co-pilot to the mid-market team of 15 AEs to ensure trial win rate & secure the technical win
- Job: Popl — Business Development Manager (Technical GTM) · 2024-04 – 2026-02 — • Built and scaled a technical go-to-market system from first principles, growing the Business Development function from 1 → 6 reps and driving ~$1.1M in monthly pipeline and ~$250K in monthly revenue through a repeatable outbound engine • Designed and implemented analytics-driven performance infrastructure, including KPI dashboards and conversion modeling to evaluate pipeline quality, funnel efficiency, and activity effectiveness, resulting in 91% average quota attainment across the team • Owned Popl’s conference and event GTM strategy from a systems and ROI perspective, evaluating 1,000+ industry events annually and deploying teams to 144 conferences based on CAC efficiency, pipeline yiel…
- Job: Popl — Business Development Team Lead (Foundational GTM, Player–Coach) · 2023-10 – 2026-02 — • Architected and executed Popl’s foundational outbound and revenue motion, validating ICPs, testing channels, and refining value propositions to establish a scalable, data-backed GTM engine • Consistently operated as a top-performing IC while building systems, achieving 320% quota attainment over two consecutive years, generating 80+ qualified opportunities per month and $600K+ in monthly pipeline at peak performance • Led ICP and segmentation analysis by combining Salesforce and Looker Studio data with qualitative buyer insights, prioritizing high-conversion verticals and informing targeting, messaging, and routing decisions • Developed Popl’s core value proposition frameworks, translatin…
- Job: SDR Leaders of USA — Member · 2023-07 – 2026-01
- Job: Venture Out — Founder & Operator (Side Project) · 2019-08 – 2025-12 — •Designed and operated a repeatable event and logistics system, planning and executing 4+ annual group trips with 100–200 participants per event. •Built lightweight operations, vendor coordination, and marketing workflows to manage trip execution, communications, and participant experience end-to-end. •Coordinated a distributed team of organizers and vendors while maintaining clear scope, timelines, and financial accountability. •Established a consistent brand and community model generating ~$130K annually in ticketed revenue, operated alongside full-time professional roles. •Operated as a part-time, self-contained project and not a venture-backed startup.
- Job: Hirefly — Account Executive (Founding Technical GTM) · 2022-03 – 2023-09 — • First hire at Hirefly, responsible for establishing the initial go-to-market and revenue motion, generating $618K in closed revenue with $18K new customers and an average ACV of $34K. • Designed and executed data-driven outbound and qualification workflows, creating 14 scalable “plays” across CEO, VP Talent, and HR personas and performing structured outreach across 500+ target accounts. • Built early sales process infrastructure, including discovery frameworks, multi-step deal flows, pricing structures, and objection-handling approaches used to standardize execution. • Owned pricing and packaging experimentation, negotiating deal structures that improved sales efficiency and drove a 36% i…
- Job: Instrumental Inc. — Senior Technical Business Development (Foundational GTM Role) · 2021-01 – 2022-02 — • First BDR at Instrumental, responsible for establishing the initial outbound and qualification motion, including sequencing strategy, messaging frameworks, and call/email workflows. • Built and iterated on outbound infrastructure, creating reusable sequences, scripts, and templates that informed early GTM best practices and onboarding. • Consistently exceeded performance targets, driving 160% of quarterly quota while validating ICP assumptions and messaging through real customer conversations. • Partnered with sales and leadership to surface systematic learnings from outbound efforts, contributing to ongoing improvements in targeting, messaging, and process design.
- Job: Carbon Lighthouse — Project Manager / Implementation Engineer (Technical Delivery) · 2020-02 – 2020-12 — • Owned end-to-end technical implementation and delivery for 13 complex commercial building retrofit projects spanning HVAC, lighting, and on-site solar, balancing engineering requirements, budget constraints, and customer objectives. •Served as the primary technical point of contact across contractors, property managers, and building engineers, coordinating scope, timelines, and execution across 15+ stakeholders per project. •Managed project workflows from scoping through commissioning, ensuring delivery aligned with energy performance targets, financial expectations, and client success criteria. •Identified expansion opportunities through implementation work, supporting additional service…
- Job: Tetra Tech — Project Engineer II · 2019-07 – 2020-01 — •Led structural engineering analysis and design across 15+ concurrent projects, delivering solutions on time and within budget while balancing technical requirements, codes, and client constraints. •Designed a wide range of structural systems using AutoCAD and structural analysis tools, including residential and commercial buildings, garages, bridges, foundations, anchorage systems, and transportation and water infrastructure. •Applied engineering standards and building codes across steel, concrete, masonry, wood, and asphalt systems to ensure constructability, safety, and regulatory compliance. •Collaborated with senior engineers, project managers, and external stakeholders to translate de…
- Job: Tetra Tech — Project Engineer I · 2017-10 – 2019-07 — •Prepared and reviewed detailed engineering documentation, including 20+ page plan sets, 100+ page structural calculations, and technical specifications across 29 distinct structural projects. •Supported structural design efforts by applying building codes, engineering standards, and best practices to steel, concrete, and foundation systems. •Gained hands-on experience progressing designs from concept through permitting and construction documentation, building a strong foundation in technical rigor and delivery discipline.
- Job: Jet Propulsion Laboratory, NASA — Mechanical Engineer · 2016-07 – 2017-09 — •Owned and operated the Single Station Testbed, planning and executing 95+ qualification and validation tests supporting multiple internal customers and programs. •Designed, analyzed, and commissioned ground support equipment (GSE), taking hardware from concept through fabrication, testing, and operational deployment. •Diagnosed and resolved 20+ system-level issues across mechanical, operational, and facility interfaces to bring complex test systems into commissioning. •Authored 35+ standard operating procedures (SOPs) and command sequences to enable repeatable, safe test execution across diverse user groups. •Coordinated schedules, workflows, and technical communication across engineers, t…
- School: UC Berkeley College of Engineering — Bachelors of Science, Civil and Environmental Engineering
- School: UC Berkeley College of Engineering — Masters of Science in Civil and Environmental Engineering, Structural Engineering Mechanics and Materials
Skills
Playbooks
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