GTM Engineer

This is a fully remote position, open to applicants in California, +2 more states.

📋 Description

• Take ownership of the commercial object model pertaining to routing, territories, and approvals.

• Transform Salesforce into a platform where agents can reconcile state and representatives can inspect and approve.

• Integrate Salesforce, Gong, Clay, product usage, and the warehouse via APIs and webhooks.

• Develop the reporting framework for pipeline coverage, conversion rates, ramp velocity, and forecast accuracy.

• Manage GTM systems as production infrastructure ensuring observability, error handling, and data-quality validation.

• Construct and maintain the GTM agent fleet from prototype to daily operational use.

• Capture agent decisions, failures, human edits, and subsequent outcomes.

• Lead the evaluation, experimentation, and iterative improvement processes.

• Create the PLG-to-Enterprise signal layer from product usage through intent scoring to BDR/AE routing.

• Manage Clay enrichment and outbound data infrastructure.

• Provide account context to representatives prior to QBRs, renewals, and expansion signals.

• Develop churn-risk and expansion detection mechanisms alongside Deployment and CX teams.

• Automate quote workflows and discount approval routes while implementing pricing guardrails.

• Identify ineffective sales processes with frontline sellers and implement fixes within two weeks.

• Take ownership of projects from discovery and prototyping through rollout, adoption, and iteration.

• Assess adoption and revenue impact, discontinuing solutions that are underutilized.

• Present the VP with build-vs-buy recommendations supported by functional prototypes.

• Provide field evidence to Product for enterprise roadmap decision-making.

⛳️ Requirements

• A minimum of 6 years of experience in RevOps, GTM engineering, sales operations, or a closely related applied technical field.

• At least 3 years of experience specifically in RevOps or GTM engineering.

• Demonstrable builds, including Salesforce integrated with related GTM systems, enrichment pipelines, routing logic, and agent workflows in production.

• Experience with data warehouses, BI tools, or event-driven systems is essential.

• Proficiency in Clay is highly preferred; alternatively, the ability to demonstrate proficiency during the interview is required.

• Familiarity with enterprise sales motions in the $100K to $2M ACV range.

• A background in analytics engineering, finance, or data science is an advantage.

🏝️ Benefits

• Competitive salary range of $175K–$225K.

• Equal opportunities for success.

• A diverse and inclusive workplace environment.

• Future communication regarding job opportunities for up to 4 years, with consent.