The lanes between Sales, CS, and RevOps have dissolved. What you do this Tuesday is six different jobs. Solve, Stack, Split is how I take on the GTM problem that costs the most. Every week I share it in the open: what I built, what broke, and what I learned. Built by an operator, not an engineer.
free · weekly · receipts only
THE GTM LOOPthree moves, one loop
── THE OPERATOR'S APPROACH
Every GTM problem, one loop.
The builder-operator doesn't hire the org chart or buy another tool and hope. They take the problem that costs the most and run it through the loop, Solve, Stack, Split. Here is the shape of it, and the same loop runs in every function.
── THE SHIFT
GTM has evolved.
The operator builds, not buys.
PROBLEM · 01SOLVE
The stretched team
Do more with fewer people.
APPROACH Build the workflow, not the hire.
PROBLEM · 02STACK
The tool graveyard
Bought the stack. Nothing changed.
APPROACH Buy the plumbing, build the edge.
PROBLEM · 03SPLIT
The busywork tax
Prep eats the day, not the work.
APPROACH Cut the drag, keep the judgment.
PROBLEM · 04SYSTEM
The blind number
Forecast and pipeline run on a guess.
APPROACH Build the system that shows the signal.
── THE OPERATING MODEL
The rise of the GTM Builder-Operator.
The GTM Loop · Solve · Stack · Split
OUTCOME · A
The system gets built.
The workflow runs itself.
OUTCOME · B
The number moves.
Win rate, cycle, pipeline, retention.
── RUN IT IN EVERY FUNCTION
The same loop, Sales to RevOps.
Everyone is bolting AI onto outbound. The real shift is running the same loop on every function's most expensive workflow. That's what nobody is doing.
FUNCTION · SALES
Reps sell, agents prep.
Agents research accounts, draft the briefs and outreach, and score the pipeline. Reps spend their hours in conversations, not prep.
FUNCTION · CUSTOMER SUCCESS
Act on the canary, not the postmortem.
Models watch usage and health, surface churn and expansion signals early. CSMs move before the renewal, not after the loss.
FUNCTION · MARKETING
Steer the system, not the calendar.
AI drafts and personalizes on-brand at scale, newsletter to landing page. Marketers direct the engine instead of filling a content queue.
FUNCTION · REVOPS
Architect the engine, not the spreadsheet.
Data, scoring, and workflows wired into one loop that learns. Ops builds the system every other function runs on.
── RECEIPTS
Not theory. Receipts.
Fifteen years, four companies, scale-ups and turnarounds. What the company grew into, and the part I built. Click any one for the full story.
Same operator, same method every time: find the seam that costs the most, then build. The playbooks and skills on this site are these builds, genericized so you can run them yourself.
[ HB ]HEATH BARNETT
── THE OPERATOR
Written from the seat, not the sidelines.
I'm Heath, a VP Revenue who's built and rebuilt go-to-market at Uber, Airwallex, Notch, and Mixmax. Most AI-GTM content is thinly disguised ads and Claude-generated infographics. Built GTM is the opposite: the real systems I build, the numbers they moved, and the plays you can run yourself. Front row seat to the builder-operator era.
One edition a week. What I built, what broke, what I learned.
free · weekly · receipts only
-- FROM THE PEOPLE I'VE BUILT WITH
What operators say.
I worked for Heath as VP of Revenue for several years, and he stands out as one of the best sales leaders I've worked with across multiple industries. At Mixmax he led the transition from a sales-led to a product-led-sales motion, wearing countless hats and handling all of them expertly, and he brought the team along with him. Driving short-term growth is one thing; building an engine that delivers consistency is what Heath is incredible at.
MW
Morgan Wible
Mixmax
One of the strongest sales leaders across UberEats US and Canada. He built teams that became high-performing within weeks, and operates at a strategic level on segmentation, ideal clients, and messaging.
AP
Amee Parekh
Uber Eats
Heath led our North America SME sales team with exceptional skill. His deep understanding of the cross-border payments landscape helped the business find product-market fit and propelled our sales to new heights.
RK
Rahul Kumar
Airwallex
Heath is one of the rarest sales leaders I've learned from. He takes a holistic approach to go-to-market and understands every customer-facing department has a role in growth. I believe he's creating the blueprint for sales leaders to become holistic revenue leaders.
AC
Arthur Castillo
Heath was my VP of Sales at Mixmax and a joy to work with, more friend than boss. He knew his sales fundamentals inside out, vouched for his team, helped during deals, and made my transition into being an AE super easy. He has the energy of a hungry SDR years into an established career, and it's inspiring to see.
KJ
Karan Jiandani
Mixmax
A standout sales leader and a major piece of US/CAN Uber Eats' success. He built the Dallas office, hired world-class leaders and reps, and set the cultural norms and coaching standards.
CW
Chris Wallace
Uber Eats
Heath is a GTM hero among sales leaders. He is always willing to roll up his sleeves and lead the initiatives most sales leaders would not. His passion is undeniable.
JD
Jennifer Dougherty
Airwallex
Heath doesn't just talk GTM strategy, he executes. He aligns big-picture vision with real, tangible results, all while building high-performing teams that actually want to be there. He's a force in the best possible way.
MM
Mandy McEwen
In four and a half years and eleven managers at Uber, Heath stood out. Data-driven, leads by example, and made sure every action had a purpose and the numbers to back it.
CT
Cullen Trevino
Uber Eats
Heath executes across sales, marketing, strategy, and ops. I love his fail-fast, test-and-iterate approach. He would be an excellent addition to any GTM team.
Three pillars. The newsletter is the weekly playbook. The Show is operators on the record. Operator School is where the playbook becomes something you can run.
BUILT GTM└─the operator's playbook for the AI era
The NewsletterLIVE
One edition a week. Receipts only.
└─Build Log· what I shipped, the receipt, the stack
└─Lens· a GTM/AI essay that takes a position
└─Field· what other operators are shipping
└─Signal· what's coming, what to bet on
The GTM ShowLIVE
Operators, on how they actually build.
└─Interviews· the seat, on the record
└─Teardowns· a system pulled apart, live
└─Show tools· companions you can run
Operator SchoolUMBRELLA
Learn to build it yourself.
└─Courses· foundations, signal-based GTM, ground your AI
└─Playbooks· battle-tested, scar-approved plays
└─Skills· wired to your stack, not vibes
└─Tools· interactive tools + tool teardowns
Also on the shelf: AI Workshops for teams, and Partner if you want Heath in the room. Everything here runs in production, or it doesn't ship.
Good teams run GTM. Operators build it.
Start with the newsletter. One edition a week. The scar, the build, the signal.