Responsibilities

• 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.
• 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.
• 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.
• 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

• 5+ years of experience in GTM Operations, RevOps, Sales/Marketing Systems, Growth, or Automation Engineering.
• Proven experience designing and building automation workflows across GTM systems.
• Hands-on experience with AI-powered technologies, agents, or autonomous GTM systems.
• Strong technical fluency, including experience with Salesforce, APIs, integrations, and workflow orchestration tools.
• Excellent communication skills with the ability to translate between business and technical stakeholders.
• Strong analytical, organizational, and project management skills with the ability to manage multiple priorities in a fast-paced, cross-functional environment.

Preferred

• SQL proficiency for self-serve data analysis, debugging, and validation.
• Hands-on experience with HubSpot, Salesforce, Qualified, RB2B, Clay, or similar enrichment and analytics platforms.
• Experience building internal tools or lightweight UIs to unify data across systems.
• Background in B2B SaaS.