Own and optimize the GTM pipeline end-to-end, building GTM automation and AI-powered workflows that improve speed, relevance, and conversions across Sales, Marketing, and Success; lead experiments, channel tests, and data-driven lifecycle improvements.

• 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.