Jan Brochwicz

I just got promoted to GTM Lead. Almost a year ago I left Revolut to join Workflows.io my first ever startup, back when the whole company was 5 people. In June I moved up to Senior GTM Engineer. Now I'm going from being an IC to managing a team of 4 GTMes. The day to day is a massive shift. My calendar is suddenly filled up with a ton of meetings, and the responsibility is a lot bigger. But it's equally super exciting and a real learning curve, and honestly, I love it. No fancy inspiration LinkedIn content, just super proud and sharing the news! PS. Thank you Dan Rosenthal, Fivos Aresti, Lorenzo Amadei and Levi Bom for betting on me.

A year ago I sent this DM to Fivos Aresti asking for a coffee. He replied 17 minutes later. Today I'm a GTM Lead at Workflows.io running a team of 4. All it took was one message and a coffee chat. Here’s to year two.

If your ICP is "B2B SaaS, 100 to 500 employees, US based", you don't have an ICP. 𝗬𝗼𝘂 𝗵𝗮𝘃𝗲 𝗮 𝗳𝗶𝗹𝘁𝗲𝗿. At Workflows.io, early clients came to us with exactly that. We'd send thousands of emails and wonder why reply rates stayed flat. An ICP has 8 layers. That filter only covers the first. 1️⃣ Firmographics - Industry, business model, location, funding stage. - Build the list from 2+ databases like Apollo.io., AI Ark, DiscoLike. - Any two of them only overlap by 40 to 60%. 2️⃣ Technographics - Maybe you integrate with HubSpot but not Salesforce. That changes both your list and your message. 3️⃣ Account fit - Are they actually your target, or just mention keywords that will put junk in your CRM? - We check every account in Clay, and often under 10% of the list survives. 4️⃣ Tiers + disqualifiers - Tier your accounts, then backtest on your current customers. - If fewer than 80% land in Tier 1 or 2, fix the model first. 5️⃣ Segments + plays - Tier 1 gets the manual work: calls, warm intros, gifting. - Tier 2 is automated, with a human in the loop. - Tier 3 gets automated email and ads. 6️⃣ Buying committee - One company, three conversations. - The decision maker cares about ROI, the champion about an easier job, the user about their daily workflow. The last 2 layers change all the time, so they stay out of the tiers: 7️⃣ Signals - Who is moving right now: a buyer back on your website, a champion who just switched jobs. 8️⃣ Awareness - Every account gets a stage, from Identified to Selecting, that updates in the CRM as signals come in. Most teams stop at the waterline and call it an ICP.