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Who runs Xeme

Rasul Shaikh

Founding forward-deployed engineer at UNKAPPED, AI GTM engineer since 2020, official Clay Creator. Pune, works remote.

“You bought the AI. You bought the GTM tools. The number still hasn’t moved. That’s the gap I work in.”

I sit inside a client's team, in the systems they already pay for, and turn the tools they've already bought into systems that run in production. Then I stay until they run without me.

LinkedIn rasul.in Substack ops@xeme.co
Rasul Shaikh
$550K
closed-won at RemoteState
$3.5M
total pipeline at RemoteState
25+
systems in production across roles
2024
official Clay Creator since

All figures come from the roles listed below, not from Xeme clients.

01How I work

GTM treated like a software system.

Nothing gets built before it's aimed: map the TAM, define the ICP and personas, pick the signals worth chasing, then build the system that executes it. Strategy that doesn't ship is a slide.

Speed

If an experiment takes a week, rebuild the process until it takes days.

Always on

Repeated human GTM work becomes a system that keeps running.

Zero friction

Seven tools and two approvals to ship one campaign? Remove the handoffs.

Learning loops

Find the bottleneck, test one hypothesis, ship, measure, repeat.

  • 3 companies with GTM engines built from scratch, no added headcount
  • 25+ systems in production
  • 4 hours to under 3 minutes lead qualification, with a pre-discovery brief on the AE's desk before the call
  • 1.5%+ positive reply rate, sustained across 150+ domains
  • About $0.04 a lead for factuality-first enrichment that fails closed when data can't be verified
  • 500+ personalized ABM landing pages, tracked to the page view, not the click
  • Website visitor identification wired end to end: RB2B to n8n to Clay to HubSpot to sequence

02Track record

GTM systems built from scratch, in-house.

Sep 2026 to now

Founding Forward Deployed Engineer

UNKAPPED, applied AI and GTM engineering firm, San Francisco. Remote.
  • Embedded in client teams across cybersecurity, DevTools, cloud and AI-native software, taking the AI and GTM tools they already bought into production: data wired, access fixed, agents connected to the CRM and the inbox, evals and human approval built in.
  • Pre-discovery brief engine: 8 n8n workflows, a 5-provider enrichment waterfall, a B2B gate, a Google Sheets mirror and a branded PDF brief. 698 unit tests, 143 end-to-end. Inbound qualification from 4 hours to under 3 minutes.
  • Clay outbound engine with a credit cap and a QA gate: 53 automated tests, 1,200+ ready-to-send copies across 3 segments. Campaign infrastructure from Clay to PlusVibe by API across 300+ mailboxes, with a do-not-contact webhook and Slack alerts on interested replies.
  • Meeting intelligence, live: recordings from Google Meet, Granola, Fireflies, tl;dv and a notes form are saved once and merged into one meeting (31 recordings became 15 meetings so far), tagged by call type, matched to the client in HubSpot and summarised as a Slack card in shadow mode for review. Unsure calls go to a person, marked unsure. 15 live n8n workflows, 1,159 tests, zero-retention AI, client names kept only in the database.
  • The team's GTM playbook as a web edition, A4 PDF, Claude skill and Slack bot.
Aug 2026 to Sep 2026

Senior GTM Engineer

OneGTMLab, on the DefenderMate engagement (CTEM security). Remote.
  • Ran the end-to-end GTM build: ICP and scoring model, Clearcue signal watchers, a Reclaim to HubSpot meeting-completed gate and an RB2B visitor webhook.
  • Built Relay, a reply triage engine. It captures LinkedIn (HeyReach) and email (Smartlead) replies, stores each once in a multi-tenant Supabase schema with row-level security and an audit log, and has Claude Haiku classify tone and meeting intent and draft a reply. A person decides. Nothing is sent automatically.
  • Dashboard on Vercel, an MCP connector for the client's own Claude, 16 Supabase Edge Functions, 34+ schema migrations, 183 commits in 16 days.
Oct 2025 to Aug 2026

AI GTM Engineer

Omnibound AI, AI search marketing platform, Dallas. Remote.
  • Owned revenue engineering end to end as a one-person function: Clearcue, Apify, Firecrawl, Claude Code, n8n, Supabase, Clay and HubSpot. Campaign deploy time from 2 weeks to under 3 days.
  • Shipped a 7-stage LLM personalization pipeline, an agentic account research pipeline, an RB2B visitor engine (RB2B to n8n to Clay to HubSpot), 500+ programmatic ABM pages and an event engine.
  • The ABM pages were built on AI share-of-voice data: whether AI assistants name the company when its buyers ask about the category. Every visit tracked in Supabase.
  • 95%+ deliverability and a 1.5%+ positive reply rate across 150+ domains and 300+ mailboxes.
Apr 2023 to Jun 2025

BDR to AE to Founder's Office GTM Lead

RemoteState, software development firm. Noida.
  • Full-cycle AE (Jul 2023 to Jan 2025): $550K closed-won, $2M BANT-qualified pipeline, $3.5M total pipeline. Promoted from Senior BDR after four months.
  • GTM Lead in the Founder's Office (Feb to Jun 2025): scored 3,000+ accounts with Clay and a Python composite scorer, built the Clay to HubSpot enrichment pipeline, and cut lead qualification from 48 hours to 9.6 with an AI scoring model.
  • $180K ARR growth in six months, with weekly A/B tests on copy, timing and signal type reported to the founders.
Sep 2024 to now

Clay Creator

Clay, official creator program. Remote.
  • Builds B2B GTM systems in Clay: enrichment waterfalls, ICP scoring, signal routing and CRM sync, with credit caps and QA gates so runs stay cheap and nothing ships unreviewed.
Dec 2022 to Apr 2023

Fractional Head of Growth

FalconWise Tech, cybersecurity and third-party risk. Dubai, hybrid.
  • Built the ABM engine from zero outbound pipeline: Apollo, Persana and GPT workflows across 5 data sources. 10+ SQLs a month at a 30% engagement rate, targeting accuracy up 45%.
  • Campaigns to CISOs, CTOs and heads of security across MENA, and a co-marketing channel with 3 regional vendors that brought 25% of pipeline.
Jun 2022 to Dec 2022

Senior BDR, APAC

CareerLabs, EdTech. Pune.
  • Rebuilt outbound on Reply and HubSpot: SQL conversion from 16% to 27%, response time from 4 hours to 2.4, 50+ remote demos at a 65% show rate.
2020 to 2022

Earlier

The foundation years.
  • Business development at Skill-Lync (HubSpot and custom API lead scoring, research time per lead down 50%). Relevel business development program and CSP certification. Government service. BCA, Computer Science, Sabarmati University.

03Tools

What I build with.

If your stack already includes some of these, the build starts from what you have.

AI and automation

Claude Code, Codex, Anthropic API, OpenAI API, Gemini, MCP servers, OpenRouter, n8n, Modal, Apify, Firecrawl

Signals

Clearcue, Trigify, PhantomBuster, TheirStack, Common Room, Bombora, RB2B

Outbound and enrichment

Clay, Sales Navigator, Smartlead, Instantly, HeyReach, Findymail, ZeroBounce

CRM and calls

HubSpot, Salesforce, Attio, Pipedrive, Fathom, Sendspark

Data and AI search

Python, Playwright, SQL, Supabase, PostgreSQL, Vercel, GA4, Ahrefs, Semrush, Mixpanel

Build the system. Ship it. Let it run.

If you have a pilot that worked in the demo and stalled after, bring it to the call and say where it stalled. Replies within one business day.

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