Senior GTM Engineer

About the role

We are a B2B AI SaaS company in active transition from a product-led growth model to a combined PLG + sales-led motion. Our CRM, data, and workflow infrastructure was built for self-serve — it was not built for an outbound sales team running MEDDIC-qualified opportunities across four market segments. This role closes that gap.

Responsibilities

• Own the end-to-end data enrichment pipeline using Clay and ZoomInfo — from ingestion and deduplication through CRM sync.
• Define and enforce data governance standards: required fields, input formats, ownership rules, and freshness SLAs.
• Instrument lead scoring, ICP scoring, and routing logic to ensure MQLs land with the right rep, at the right time, with the right context.
• Build PLG → SLG handoff data flows: surface self-serve product signals (PQLs) in Salesforce as first-class pipeline inputs.
• Design and maintain the integration architecture across the GTM stack using Zapier, Workato, or equivalent iPaaS tooling.
• Automate high-friction manual processes — rep task creation, deal stage alerts, stall detection, Slack notifications for pipeline events.
• Build and maintain Outreach sequence infrastructure: template governance, A/B testing frameworks, performance attribution back to Salesforce opportunities.
• Ensure reliable, low-latency data sync across Salesforce, Outreach, ZoomInfo, Clay, and downstream tools.
• Evaluate, pilot, and operationalize AI tools that drive measurable rep productivity — call summarization, email generation, deal coaching, CRM auto-fill.
• Establish a structured evaluation framework for AI vendors — measuring adoption, productivity delta, and ROI before committing to contracts.

Requirements

• 4+ years in GTM Systems, Sales Operations, or Revenue Operations with end-to-end ownership of systems and workflows.
• Proven ownership of a data enrichment pipeline using Clay and/or ZoomInfo — from ingestion and deduplication through CRM sync.
• End-to-end iPaaS experience (Workato, Zapier, Tray.io, or equivalent) — you build and maintain the integrations yourself.
• Hands-on Outreach administration: sequence governance, template management, A/B testing, and performance attribution.
• Strong analytical instincts — you instrument what you build and proactively surface what is broken before someone files a ticket.
• Experience translating business requirements into technical system configurations independently.
• Comfortable owning a personal backlog and roadmap in an environment with limited process infrastructure.

Preferred Qualifications

• Experience supporting a PLG → SLG transition, including building PQL-to-pipeline workflows.
• Hands-on work with LLM APIs or AI productivity tools in a GTM context (call intelligence, CRM enrichment, email generation).
• CPQ administration experience; DocuSign CLM or eSignature integration experience.
• Salesforce Advanced Administrator or Platform App Builder certification.
• Experience with MEDDIC or MEDDPICC and translating the framework into enforced CRM data models.
• Background in B2B SaaS RevOps at a company that scaled from Series A/B through the growth stage.

Benefits

Not specified.

Schedule

Not specified.

Pay

$150,000 to $165,000 USD per year.