Robert Moseley is the CEO and founder of GTM Engine, an AI platform that continuously listens to every call, email, and touchpoint on a sales opportunity, automatically populates the CRM with structured data, scores deal health, and runs a reasoning agent to execute deal work. GTM Engine is his ninth startup and the first he has founded. A self-described startup junkie, he began his career as a software engineer out of college at Jobs2Web — a startup that got acquired and gave him his first exit — and then spent roughly 17 years as one of the first go-to-market hires again and again, including at Moveworks (later acquired by ServiceNow for about $3B), Harvey, and Copy.ai. At each company he stood up the revenue systems from scratch and watched them fall apart at scale, concluding that process breaks not because it's badly designed but because it depends on human compliance — the frustration that led him to build GTM Engine to remove humans from CRM data entry entirely.
“You can put the best process in place ever, but if there's no way to legitimately enforce that process, it's going to break.”
“They're salespeople. They're supposed to be selling, not doing data entry. They spend like 20% of their time doing this stuff, just to do it poorly.”
“The C in CRM stands for customer, but you can't even give a reliable list of who your customers actually are, what they own, how much they're using it, who's using it. Can't do that.”
“Tools like Salesforce aren't really built for salespeople. They're built for reporting and dashboarding and leadership, but they're not built for salespeople to actually sell.”
“They become consumers of data instead of producers of data.”
“You can build 1,000% pipeline coverage, but if your conversion rate is a quarter of everybody else, that doesn't really matter. You're just burning through all your leads.”
“They spend so much time figuring out what's going to close that they have no time to actually impact what's going to close.”
“As much as salespeople like to think we can control the process, buyers control the process.”