GTM Architect

Zinonas Farhat

I started in sales — so I know firsthand how broken systems cost deals. That's why I transitioned to building GTM systems that make startups scale: from signal to pipeline, from chaos to a repeatable revenue engine.

View projectsBook Time with Me
€4M+
Pipeline generated
80%
Time saved from manual sales activities
YC & Antler
Startups I’ve built systems for
18+
GTM integrations shipped

Who I am

About me

Zinonas Farhat
GTM Architect

Zinonas Farhat

GTM Architect · Revenue Architecture & AI GTM Systems

I started my career in sales — cold-calling, self-sourcing pipeline, coaching SDRs. That experience showed me exactly where GTM systems break down and where revenue leaks. So I made the leap into building the infrastructure that fixes it.

Today I design and ship end-to-end GTM systems for B2B startups: AI-powered outbound engines, signal-based lead scoring, CRM architecture, enrichment pipelines, and intelligent routing. I've worked with YC, Techstars, Antler, and Plug N Play companies, as well as scaling teams like Sunday (250+ employees). My work sits at the intersection of sales intuition and technical execution — I don't just build workflows, I build systems that generate pipeline.

Clayn8nHubSpotSalesforceSignal-Based OutreachAI WorkflowsRevOps

Case studies

Projects

Outbound · Lead Scoring

AI-powered outbound engine at Sunday

Built a fully automated outbound system end-to-end: AI list-building and scoring in Clay and n8n that prioritises companies, identifies decision makers, enriches records, and syncs clean data directly into Salesforce.

Clayn8nSalesforceAI Agents
90%of manual prospecting time saved — accounts, leads & enrichments delivered to reps automatically
Routing

Intelligent lead routing & inbound capture

Built enrichment and scoring logic for demo & ad forms and website visitor traffic — auto-routing inbound leads to SDRs using Clay, n8n, Zapier, and Salesforce, replacing manual triage entirely.

n8nClayZapierSalesforceHubSpot
0 minmanual triage — fully automated routing
Scoring + Signals

Signal-based ICP scoring for B2B SaaS clients

Designed AI signal-based outreach systems in Clay (hiring, tech stack, funding triggers) sequenced via Smartlead and Heyreach for Relevance AI clients — consistently generating qualified pipeline from cold.

ClaySmartleadHeyreachHubSpot
€4M+pipeline generated across engagements
CRM Ops

CRM pipelines, dashboards & automation

Built custom pipeline views in HubSpot and Salesforce tailored to how reps and GTM leadership actually work. Created reports and dashboards surfacing the metrics that matter, and built automations and workflows that eliminate administrative work entirely.

HubSpotSalesforcen8nZapier
0 adminwork left for reps — fully automated workflows

Lines of work

What I build

OB

Outbound infrastructure

Build your full outbound system from scratch — ICP definition, AI list-building, signal-based scoring, multi-channel sequencing, and clean data sync into your CRM. No manual prospecting, just pipeline.

IB

Inbound capture & routing

Turn every demo request, website visitor, and ad form into a scored, enriched, auto-routed lead. Reps only see qualified opportunities — the system handles the rest.

CR

CRM architecture & hygiene

Design and own your CRM as the single source of truth. Custom lifecycle stages, routing rules, dashboards, and enrichment pipelines — built for how your team actually sells.

AI

AI agents & automation

Build AI workflows that replace repetitive GTM tasks — prospecting agents, event automation, Slack digest reporting, and anything else eating your team’s time.

EX

Expansion & lifecycle plays

Turn product usage data into upsell pipeline. Build lifecycle expansion workflows that monitor feature adoption, score upsell readiness, and surface next-step signals directly to CSMs.

EN

SDR & AE enablement

Having built pipeline as an AE myself, I know what reps actually need. I design tooling, CRM layouts, and workflows that cut admin work and let your team focus on selling.

Approach

How I operate

GTM Architecting
  • Signal-based outreach systems
  • Lead scoring & ICP modelling
  • Inbound capture & routing logic
  • Pipeline ownership & reporting
  • ABM orchestration
  • Lifecycle expansion plays
Technical
  • AI agents & workflow automation
  • CRM architecture (HubSpot, Salesforce)
  • Reports & dashboards
  • API integrations
  • Clay, n8n
  • Claude Code & Supabase
Sales & Strategy
  • Cold outreach & pipeline self-sourcing
  • SDR hiring & coaching
  • GTM strategy & ICP definition
  • A/B testing messaging & sequences
  • Sales enablement & tooling
  • RevOps process design

Tools & platforms

Tech stack

CRM & Sales
HubSpotSalesforceApollo.ioLinkedIn Sales Navigator
Enrichment & Data
ClayTrigifyTheirstackCrunchbase
Outbound
SmartleadLemlistHeyreachDialers
Automation
n8nZapier
AI & Code
Claude CodeSupabaseDustAPIs

Let's build a scalable GTM system

Open to Founding GTM Systems and growth infrastructure roles. Based in Paris — open to relocation & remote.

Send an emailLinkedInAsk for referencesBook a meeting