Own the pipeline number and the system that produces it - how it's generated, measured, orchestrated across the business, and improved over time.
Drive measurable increases in qualified pipeline (Sales) and account expansion (CS upgrades and adoption) as the primary outcomes of this role.
Run a continuous experimentation system with clear hypotheses, rapid launches, instrumented measurement, and fast keep-or-kill decisions.
Identify, test, and scale new acquisition channels, growth motions, and ecosystem opportunities.
Automation, AI & Signal-Based Systems
Design and build automation and AI-powered solutions across GTM systems - including signal-based workflows that act on buyer intent, engagement, and lifecycle events to improve speed, relevance, and conversion.
Build and support automated outbound and engagement workflows, including enrichment, qualification, routing, and Sales handoff, in alignment with GTM strategy and system governance.
Leverage AI to enable contextual personalization at scale across GTM motions - reducing manual effort, increasing seller efficiency, and improving message relevance and consistency.
Drive end-to-end implementation of GTM automation across platforms owned by GTM (e.g., Qualified, RB2B, HubSpot, Clay) - from design through deployment and optimization.
Where appropriate, develop proofs of concept and early-stage architecture to validate outcomes before accelerating production deployments.
Systems Architecture & Technical Execution
Map and audit the full prospect-to-customer journey to identify bottlenecks, data silos, and manual redundancies that constrain growth.
Evaluate and evolve the tech stack for how tools integrate into the broader data ecosystem and whether they unlock new growth capacity.
Maintain the infrastructure that allows Marketing, Sales, and Success to share a single version of the truth - with data flowing cleanly from top-of-funnel through Finance.
Act as the primary requirements leader for our external Salesforce/RevOps administrator.
Measurement & Continuous Improvement
Own the performance of GTM automation and AI-powered workflows - identifying opportunities to improve efficiency, speed-to-lead, and conversion.
Use funnel performance and system insights to continuously optimize workflows, targeting, and engagement logic.
Define and implement KPIs for GTM experiments, including A/B tests and pipeline attribution, and translate learnings into actionable recommendations that inform ongoing priorities.
Requirements
Growth Ownership Mindset
A track record of directly owning pipeline or revenue growth outcomes - not just supporting them. You've held the number and you know what it takes to hit it.
Strong experimentation instincts: you make fast, data-informed decisions about what to scale, optimize, or kill.
You think like a growth architect first. Systems, automations, and tooling are levers you pull - not the job itself.
Energized by ambiguity and a bias toward action in lean, high-ownership environments.
Technical Aptitude
Ability to visualize how data flows through a complex GTM system and spot where it leaks.
Hands-on experience designing and building automation workflows across GTM systems, with strong fluency in APIs, integrations, and workflow orchestration tools.
Deep familiarity with CRMs (Salesforce/HubSpot) and the surrounding GTM ecosystem - marketing automation,
Additional Information
As our Founding GTM Engineer, you will own a number. Specifically: qualified pipeline generated for Sales, and upgrades and adoption expansion for Customer Success. Everything else - the systems, the automations, the data flows, the tooling - exists in service of those outcomes.
You'll scale impact across our frontline GTM teams - Marketing, Sales, SDR, Customer Support, and Account Management - by building the technical infrastructure and growth programs that make every rep more effective and every motion more measurable. Success is measured in outcomes: pipeline growth, expansion revenue, conversion improvements, and hours shifted from low-value admin work to high-impact customer engagement.
How You'll Operate
First, you architect. Map every motion that touches revenue - starting with the pipeline at OTS today: inbound, outbound, content, product signals, customer success. Identify where leverage exists and build visibility into what's actually driving qualified pipeline, accelerating deals, unlocking expansion and upgrade opportunities, and increasing the ARR capacity per GTM team member.
Then, you orchestrate. Build a cohesive growth operating system where programs reinforce each other. Pipeline generation becomes measurable, repeatable, and materially more effective.
Then, you compound. Increase velocity through AI-native workflows, rapid experimentation, and modern GTM tooling. Identify winning motions early, scale what works, and develop signal-based "always-on" systems that trigger high-value actions automatically.
Onthestage · New York, NY