Willy Hernandez

10 years on the sales floor. Now I build the systems reps actually need | Founder & Go-To-Market Engineer

San Francisco4.5k followers

The GTM Factory

ex-CS50

ex-Codecademy

Spent 10 years carrying a quota. Cold calls, discovery decks, forecasting calls.
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I know exactly what it feels like when pipeline dries up and the tools just sit there looking Few years ago I started asking a different question: what if I could build the system instead of just use it? So I learned Python, JavaScript, how pipelines actually break. Not to become an engineer, but to make the pieces work Now I run The GTM Factory. Certified Clay Artisan Partner, Clay bootcamp Teaching Assistant. I build AI-powered GTM systems for B2B sales teams -- the kind of pipelines I'd actually want to work a territory What I build:- Data enrichment waterfalls that maximize coverage on every record- CRM integrations and cleanup (HubSpot, Salesforce, Clarify)= AI research agents that qualify leads and generate account intelligence 24/7- Signal-based outbound engines across email, LinkedIn, and calls- Inbound automation that enriches, qualifies, and routes leads instantlyIf your team is spending more time researching than selling, let's talk.

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GTM Index

THE GTM FACTORYJOB
1. Founder & GTM Eng
  11M
PARTNER UPJOB
1. Head of GTME
  9M
CLAYJOB
1. Teaching Assistant
  1Y 1M
APOLLO.IOJOB
1. Community Lead
  2Y 9M
HARVARD ONLINESCHOOL
1. Computer Science
  1Y 4M
CS50JOB
1. GTME Student
  6M
CODECADEMYJOB
1. GTME Student
  5M
AMPERSANDJOB
1. Founding GTME and Business…
  1Y 4M
MAKEJOB
1. Strategic Account Executiv…
  11M
SALESFORCEJOB
1. Account Executive, Commerc…
  1Y
MULESOFTJOB
1. Account Executive, Commerc…
  1Y

Job: The GTM Factory — Founder & Go-To-Market Engineer · 2025-11 – present · 9 mo — Founder of The GTM Factory and it's a boutique consultancy focused on Go-To-Market Engineering. I live at the intersection of sales, revenue operations, automation, & light software engineering. Process first, tools second. Every engagement starts with mapping the motion, then we build the automation around it. What I build: → GTM automation workflows using Clay as the orchestration layer → Multi-source data enrichment waterfalls that maximize coverage on every record → CRM integrations and data cleanup (HubSpot, Salesforce, Clarify) → AI research agents that qualify leads and generate account intelligence 24/7 → Signal-based outbound engines across email, LinkedIn, and calls → Inboun…
Job: Partner UP — Head of GTME (Head of GTM Engineering) · 2026-01 – present · 7 mo
Job: Clay — Teaching Assistant – Clay 101 Cohort #25, #26, AI Cohort #4, Bootcamps · 2025-09 – present · 11 mo — As a TA of 390~ students, I support new Clay users in mastering the fundamentals of go-to-market data workflows. The cohort curriculum covers: - Building from a source of truth - Enriching data with waterfall logic - Prompt engineering for GTM use cases - Exporting data into downstream systems - Leveraging AI formulas inside Clay My role includes guiding participants through lessons, troubleshooting tables, and sharing best practices from my own two years of Clay experience and certifications.
Job: Apollo.io — Community Lead · 2024-01 – present · 2y 7mo — Helping organizations in Apollo community with GTM strategies!
Job: CS50 — GTME Student · 2025-06 – 2025-12 · 6 mo — Taking courses to strengthen my programming skills for GTME practices. :) Completed: - C - Intro to Python 3 - Intro to JS (ES6)
Job: Codecademy — GTME Student · 2025-06 – 2025-11 · 5 mo — Taking courses to strengthen my programming skills for GTME practices. :) Completed: - C - Intro to Python 3 - Intro to JS (ES6)
Job: Ampersand — Founding GTME and Business Operations (Founding GTM) · 2024-01 – 2025-05 · 1y 4mo — Ampersand is the best way to build deep product integrations with your Enterprise customers' GTM stack. Our team has previously built well-loved, large-scale developer infrastructure at Google, Meta, AWS, and other fast-growing startups. We are lucky to have several category-creating investors/entrepreneurs/customers with us on our journey. Sign up on withampersand.com for developer access, or contact me directly if you want to know more (willy @ withampersand.com)
Job: Make — Strategic Account Executive (OEM) · 2022-07 – 2023-06 · 11 mo — Led evaluations, POCs, and solution engineering with marquee/unicorn SaaS companies for Make.com's embedded product. I was deeply exposed to developer challenges during this period, creating a foundational shift in how I want to enable developers with customer connectivity challenges. This led me to my current role at Ampersand.
Job: Salesforce — Account Executive, Commercial - Mulesoft · 2021-06 – 2022-06 · 1y — Led evaluations for back-office integrations, OEM, and APIM. Fun ride at the Ohana.
Job: MuleSoft — Account Executive, Commercial · 2021-06 – 2022-06 · 1y
School: Saint Mary's College of California — Bachelors of Science in Business Administration, International Business
School: Harvard Online — Computer Science · 2025-06 – present
School: Universitat Ramon Llull — International Business, International Business
School: Diablo Valley College — General Education, Business Administration and Management, General

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ClayHubSpotSalesforceMakeautomationSystems ThinkingGo-to-Market StrategyCold CallingSales PresentationsSystem RequirementsBusiness RequirementsResource PlanningOrder ManagementNetSuiteBusiness SystemsIntegrationpythonArtificial Intelligence (AI)Problem SolvingCommunicationElectronic Data Interchange (EDI)SAP Electronic Data Interchange (EDI)Sales

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Willy Hernandez

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