A field guide in four sessions

How operators run
ABM with AI

How to pick 100 accounts, act on the right signals, and keep the motion running every week.

Most ABM stalls in the same places: a target list nobody trusts, signals nobody acts on, outbound that lands cold and a weekly review that fades after a quarter. Across four sessions, operators walk through how they fix each one, with tools a lean team can run before it needs 6sense or Demandbase.

Watch session 01 See all four sessions

What this series covers

The full operating motion

Session 01

A first list of 100 named accounts

Sized per rep, then cut by industry, firmographics and right to win

Session 02

Signals you can act on

Matched to your ICP and stacked before anyone reaches out

Session 03

Warmth across the buying committee

LinkedIn audiences and thought leader ads running before outbound

Session 04

A weekly review that runs from the CRM

Async by default, with lost reasons that tell you when to go back

Readiness check

Is this series for you?

Built for

Founders handing named accounts to their first AEs
Marketing teams running their first ABM campaign
Teams taking an existing product into a new market
Teams that tried ABM once and saw it stall after a quarter

Skip it if

You're still looking for product-market fit
You already run ABM with a RevOps team and an intent platform
You want a step-by-step tool tutorial

The series

Four sessions. Five practitioners.

Each session picks up the question the previous one left open, so watch them in order if you're building the motion from scratch.

The list

Build your 100-account target list

Mark Walker · Founder, AI GTM Studio · CEO, Inklined · Three-time CRO

The list Watch session →

You'll walk away with

How many named accounts to start with, and how to split 100 across two reps with 10 to 25 in focus each quarter
Three cuts that narrow a TAM to 100: industry with reference clients, firmographic limits, then right-to-win signals
Where to find right-to-win evidence: call transcripts, filings, earnings calls, job ads and executive LinkedIn posts

Threads into session 02

With 100 accounts named, the next question is which ones to contact this week and why.

The signals

Signals that trigger action

Karishma Rajaratnam · Product Marketing, Clay · ex-Vidyard, Chargebee

The signals Watch session →

You'll walk away with

How to pick signals that fit your ICP, such as job changes for VPs of sales or web intent for enterprise buyers
How stacking signals changes the next step, such as nurturing a new VP of sales whose team is shrinking
How to roll individual scores into an account score so one keen champion doesn't mislead you

Threads into session 03

A signal is worth less when nobody at the account has heard of you, so the buying committee needs warming before outbound starts.

The warmth

Warming the account before it's ready

Chris Winterhoff · Director, Deep Growth · B2B paid media

The warmth Watch session →

You'll walk away with

Why paid belongs in ABM: reaching every stakeholder, holding share of voice and staying visible during RFP no-contact rules
Which LinkedIn formats to use, including uploaded account lists and thought leader ads Chris has seen cost up to 50% less
How to measure it with cost per influenced deal and cost per engagement instead of last click

Threads into session 04

Targeting, timing and warmth only compound if they run on a cadence. A good quarter doesn't repeat on its own.

The rhythm

The operating rhythm

Kayla Campos · Founder, Revautex · Attio implementation · ex-Salesforce

The rhythm Watch session →

You'll walk away with

How to run the ABM review async from a CRM view, and when a 15 or 30 minute meeting is worth it
How to log lost reasons so each closed-lost deal gets the right re-engagement, whether it was timing or a competitor
How to reach the second and third decision-maker through your champion without going over their head

Your host

Kartik Krishnan

Founder, Expedite GTM

Kartik has spent 15 years building enterprise GTM across fintech, regtech and AI SaaS, at companies including Onfido, Founders Factory, Capdesk and Beamery, and five of those years running account-based programmes. About two years ago he set up Expedite GTM, a London consultancy that helps B2B SaaS and fintech teams move past founder-led sales and build pipeline through account-based marketing.

He hosts all four conversations and adds examples from his own work at Beamery, Onfido and recent Expedite GTM clients. Most pipeline problems he sees trace back to which accounts a team chose to go after.

2.7×

Average deal size increase after sales-marketing alignment

159%

Year-on-year increase in transaction volume at Capi

16×

ROI from GTM advisory on a Monolith event, within 30 days of it

The practitioners

Meet the speakers

Each guest covers one part of the motion, from the first account list to the weekly review.

An independent series with no sponsors or paid guests. Karishma works at Clay and Kayla's consultancy implements Attio, so both tools come up in their sessions.

Mark Walker

Founder, AI GTM Studio · CEO, Inklined

Mark has spent more than 20 years in commercial roles, including three Chief Revenue Officer seats at VC-backed and bootstrapped tech scale-ups where account-based marketing was a core playbook. He later founded a VC-backed software company built to support ABM motions. He now co-runs two businesses: AI GTM Studio, which helps tech scale-ups build AI into their go-to-market, and Inklined.

Session 01 · The list

Karishma Rajaratnam

Product Marketing, Clay · ex-Vidyard, Chargebee

Karishma leads product marketing for data products at Clay, covering its data platform and audiences feature. Before Clay she led marketing at Vidyard, and spent five years at Chargebee, joining before its first million in ARR and staying through to unicorn.

Session 02 · The signals

Chris Winterhoff

Director, Deep Growth · B2B paid media

Chris ran paid acquisition in-house for most of his career before moving agency-side, where he is now a Director at Deep Growth. His work is mostly B2B lead generation, so in ABM he treats paid as the supporting layer that keeps the whole buying committee warm while sales works the account.

Session 03 · The warmth

Kayla Campos

Founder, Revautex · Attio implementation · ex-Salesforce

Kayla started in sales and business development, including time at Salesforce, then moved into implementation work for startups and small businesses. Her consultancy, Revautex, sets up Attio with the integrations and automations that keep sales and marketing working from the same record.

Session 04 · The rhythm

Start with a focused conversation

Find out what to fix first

Expedite GTM builds this motion for B2B SaaS and fintech teams. In 30 minutes, we'll pinpoint your biggest gap and tell you honestly whether we're a fit.

Book a 30-minute call

01 · The list

Right 100 accounts?

02 · The signals

Acting on the right ones?

03 · The warmth

Known before outbound?

04 · The rhythm

Running every week?