Senior GTM Engineer

The Opportunity 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.

The GTM Engineer is a builder first. You will own the technical plumbing that connects our go-to-market systems — ensuring data flows cleanly, workflows run reliably, and our reps spend time selling instead of wrestling with tooling. This is a founding operational role: you will set the architectural standards others build on.

Your Impact Data Enrichment Hygiene 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. Workflow Automation Integrations 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. AI LLM-Powered Automations Evaluate, pilot, and operationalize AI tools that drive measurable rep productivity — call summarization, email generation, deal coaching, CRM auto-fill.

, auto-populating MEDDIC fields from call transcripts, generating next-step suggestions from deal history). Establish a structured evaluation framework for AI vendors — measuring adoption, productivity delta, and ROI before committing to contracts. We're Looking For Someone Who: Has 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. 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.

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.

ai We are in the business of shaping the future of work. Our mission is to make conversations more valuable. ai is the world’s leading tool for meeting transcription, summarization, and collaboration.