Director of GTM System and Applied AI

About the role

Sprout Social is looking to hire a Director of GTM Systems and Applied AI to lead our Revenue Operations systems function. In this role, you will lead a team to own the non-Salesforce tech stack and drive our GTM AI roadmap, engineering, and Center of Excellence governance. This is a hands-on-keyboard leadership role; you will personally build and prototype AI workflows alongside your engineers, rather than just directing them. Why join Sprout's Revenue Operations team? At Sprout Social, our Sales and Customer Experience team is the driving force behind how today's most innovative brands use Sprout to power the future of customer connection. We sell and support the leading social intelligence platform for businesses, helping organisations unlock the full value of social data to drive strategic decisions. Through powerful social intelligence and trusted partnership, we enable teams to build authentic relationships and drive meaningful business impact. As the strategic engine of our go-to-market organization, Revenue Operations builds the infrastructure that turns data into action. We specialize in architecting world-class processes and delivering the operational clarity that allows our teams to move with speed, anticipate market shifts, and optimize the entire customer lifecycle for sustainable growth. In this role, you will collaborate with the brightest minds in the industry to support global giants like Salesforce, Airbnb, and Equifax. Just as importantly, we believe in the power of our people. You'll find a culture that honors your ambition, encourages you to explore new horizons, and provides the framework for you to build a career that matters. If you're ready to champion innovation and accelerate your impact, this is where you can do your best work.

Responsibilities

• Own the GTM Tech Stack: Manage the architecture, configuration, and governance of all non-Salesforce platforms (Outreach, Gong, ZoomInfo, Fullcast, Openprise, etc.).
• Drive Salesforce Strategy: Serve as the GTM business owner for CRM requirements; partner tightly with IT to prioritize the RevOps backlog and keep Salesforce aligned with revenue operations.
• Lead and contribute to the GTM AI Roadmap & COE: Direct GTM AI Engineers building custom workflows; establish the Center of Excellence (COE) standards for AI governance, UAT, and build vs. buy decisions.
• Build & Prototype : Take a hands-on role in developing and launching AI workflows, automations, and integrations - writing requirements, prototyping in agent frameworks, and getting into the API/data weeds when needed.
• Govern Data Quality: Maintain system integrations, routing, and enrichment workflows to ensure clean, reliable data across the full stack in partnership with the Data/BI and IT teams.
• Optimize & Consolidate Tooling: Run a structured system intake model with clear SLAs, and strategically consolidate redundant software to build a leaner tech stack.
• Champion Team Leadership: Lead, unblock, and develop a high-performing team (GTM AI Engineers, Business Analyst, and GTM Systems Admin).

Requirements

• The minimum qualifications for this role include:
• 7+ years in GTM systems, sales operations, or revenue operations, with meaningful time both owning systems hands-on and leading technical teams.
• Experience managing technical ICs (engineers, analysts, or systems specialists) and providing meaningful technical direction.
• Strong Salesforce fluency as a business stakeholder and power user with the ability to write clear requirements and evaluate technical tradeoffs.
• Experience managing or partnering with an IT or technical team as the business owner of a shared system.
• Direct hands-on experience with two or more of our core stack: Claude, Gong, ZoomInfo, Lusha, Cognism, LeanData, Openprise, or Fullcast.
• Technical fluency to direct AI engineers credibly (understanding CRM data models, enrichment architecture, API integrations, and custom builds vs. integration platforms).
• Demonstrated track record of deploying AI or automation in a GTM context, shipping workflows revenue teams actually use.
• Strong data orientation with an understanding of data design, reliability, and governance standards.
• Preferred qualifications for this role include:
• Familiarity with agent frameworks or platforms (Claude Agent SDK, n8n, Vercel AI SDK).
• Hands-on experience with Fullcast and/or Openprise.
• Proven track record of driving software stack consolidation in B2B SaaS.
• Experience with Marketing Automation (Marketo, HubSpot) and lead lifecycle design.
• Direct hands-on experience with Salesforce CPQ or Revenue Cloud.
• Familiarity mapping sales methodologies (MEDDPICC) into C

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