Responsibilities

• TAM Mapping and Targeting Strategy: Define and maintain the addressable account universe. Build ICP models, account scoring frameworks, segmentation logic, and tiering to ensure GTM efforts focus on the highest-fit, highest-intent accounts.
• Signal Detection and Intent Monitoring: Build systems to monitor first-party, second-party, and third-party signals across the TAM. Identify buying triggers such as job changes, hiring patterns, category engagement, website activity, partner referrals, and lookalike account behavior, then operationalize them into timely GTM actions.
• Account-Based GTM Infrastructure: Design and build the core infrastructure behind the account-based motion, including targeting workflows, enrichment pipelines, trigger-based prospecting systems, and lifecycle automations that support a sales-led GTM model.
• Systematic Pipeline Generation: Build scalable outbound and pipeline generation systems from scratch: enrichment logic, signal-triggered campaigns, AI-assisted personalization, routing logic, and human review checkpoints, all tied to a single output: qualified pipeline.
• Tiered GTM Workflows: Design differentiated workflows for Tier 1, Tier 2, and Tier 3 accounts. Build systems that support deeper personalization and multi-threading for high-priority accounts, while enabling efficient automation and scaled touches across the broader account base.
• Outbound Infrastructure: Own the technical backbone of the outbound motion, from account research and enrichment waterfalls to prospecting logic, sequencing infrastructure, and workflow automation.
• Lifecycle Automation: Build full-funnel lifecycle systems that connect signals, account stages, outreach, and follow-up motions across marketing and sales. Ensure accounts move intelligently through the funnel based on behavior, fit, and engagement.
• Tech Stack Ownership: Evaluate, implement, and optimize the GTM tool stack across data enrichment, sequencing, CRM, website tracking, routing, and automation. Build a tightly integrated system that is reliable, flexible, and high leverage.
• Data Integrity and Systems Reliability: Own data quality end-to-end. Build and maintain enrichment logic, deduplication rules, sync architecture, and system hygiene so the GTM engine runs on accurate, trustworthy data.
• Experimentation and Performance Analytics: Run hypothesis-driven experiments across targeting, signals, workflows, and sequencing. Build reporting that surfaces which signals, systems, and motions are generating pipeline so the team can invest more in what works.
• Cross-Functional Feedback Loops: Build feedback loops between sales, marketing, and RevOps that continuously improve ICP targeting, scoring, messaging, and workflow design. Use closed-won/lost data, rep feedback, and engagement patterns to refine the system over time.