GTM Engineer

Role overview

This is a hands-on builder role at the intersection of GTM Operations, analytics, and GTM Engineering, focused on moving demand from targeting and lead creation through qualified early-stage pipeline. The GTM Engineer owns the data, AI workflows, systems, and operating processes that drive lead quality, conversion, speed, and SDR productivity in a B2B technology or SaaS environment. The position partners with Marketing, Sales Development, Sales, and GTM Systems to make lead-to-pipeline performance measurable and improvable.

Responsibilities

- Own the analytical foundation for the lead-to-opportunity funnel, including the data model, metric definitions, source-of-truth logic, transformations, and dashboard architecture. - Build reliable reporting for volume, conversion, velocity, acceptance, aging, leakage, pipeline value, and target-account penetration across source, campaign, segment, persona, account tier, channel, and owner. - Design, build, and operate production-ready AI workflows for account and contact research, enrichment, prioritisation, personalisation, qualification, routing QA, SDR preparation, next-best action, and performance diagnosis, using low-code tools, integrations, APIs, and agent-based platforms. - Own the operational design for lead capture, enrichment, deduplication, scoring, grading, prioritisation, routing, acceptance, recycling, and disqualification, translating GTM policy into Salesforce fields, validation rules, queues, automations, and service-level agreements. - Administer and optimise platforms such as Salesforce, Salesloft, Lusha, Clay, Nooks, Qualified, and LinkedIn Sales Navigator, including integrations, cadences, task logic, data flows, and operating standards. - Define qualification and handoff standards across Marketing, SDRs, and Account Executives, with clear ownership, required context, and closed-loop feedback.

Requirements

- 4+ years in GTM Operations, Revenue Operations, Sales Operations, Marketing Operations, GTM Engineering, Revenue Systems, or an equivalent technical GTM role in a B2B technology or SaaS environment. - Advanced analytical ability, including experience designing data models, metric definitions, dashboard architecture, and scalable reporting infrastructure for operational and executive decision-making. - Strong Salesforce proficiency across data modelling, process design, automation, reports, dashboards, permissions, and data-quality governance. - Demonstrated success building and operationalising AI-enabled workflows using low-code tools, integrations, APIs, or agent-based platforms, including prompt design, structured outputs, testing, evaluation, monitoring, exception handling, and human oversight. - Hands-on experience administering or optimising a sales engagement platform such as Salesloft or Outreach, plus experience designing lead lifecycle, scoring, routing, qualification, SDR, and early-stage pipeline processes. - Strong requirements gathering, process mapping, solution design, testing, documentation, and change management skills, with the ability to combine quantitative analysis and commercial judgement and influence cross-functional leaders.

Nice to have

- Experience with Lusha, Clay, Nooks, Qualified, and LinkedIn Sales Navigator. - Experience with SQL, BI tools, data transformation, reverse ETL, or warehouse-based reporting. - Experience building GTM applications, internal tools, or agents in a GTM Engineer capacity. - Experience supporting enterprise account-based or target-account motions, ideally in identity verification, fraud, cybersecurity, or financial services technology.

Benefits and work setup

- Salary range of $130,000 to $150,000 per year, with individual compensation varying based on experience, professional competencies, and geographic differentials.