Responsibilities

• Map the operational framework: Define and map the end-to-end strategy for our AI-driven demand-generation and prospecting process — from signal identification and intent scoring to enrichment logic and outbound workflows — without performing the hands-on technical build.
• Translate business requirements for technical teams: Serve as the primary translator between frontline GTM leaders (Sales, SDR, Marketing, Partner, Product, CS) and technical/systems teams. Gather real-world use cases, analyze buyer behavior, and convert commercial objectives into clear functional requirements and system logic for engineers to execute.
• Align cross-functional strategy: Partner with Sales, SDR, Partner, Product and Marketing executives to ensure every AI demand gen initiative supports ICP targeting, pipeline goals, deliverability standards, and revenue metrics.
• Define system logic and guardrails: Establish the governance, brand-safety rules, and decision logic for AI workflows, leaving day-to-day tool configuration to systems teams and campaign execution to functional GTM teams.
• Track industry best practices: Monitor fast-moving trends in GTM AI, demand generation, and prospecting strategy to advise leadership on where to innovate and how to prioritize system investments. Partner with Industry analysts and key vendors to deliver ahead of the curve innovation.
• Measure prospecting effectiveness: Partner with analytics to measure the performance of prospecting frameworks and continuously optimize conversion pathways. Proactively assess frameworks on a regular basis and make recommendations for areas of opportunity in QBRs to consistently improve our demand generation engine.

Requirements

• 8 years of GTM/revenue operations or outbound prospecting experience, specifically in AI-driven demand generation and prospecting strategy.
• 6 years of designing and mapping end-to-end GTM process architecture (signal identification, intent scoring, enrichment logic, outbound workflows) across an enterprise-scale revenue organization.
• 5 years of experience influencing VP and SVP-level stakeholders across Sales, SDR, and Marketing to drive organizational pivots toward modern, AI-driven GTM models.

Preferred

• Hands-on outbound experience in B2B prospecting, SDR leadership, or outbound strategy, with a working knowledge of what drives prospect engagement and how sales teams operate day to day.
• Ability to analyze pipeline metrics, sales cycles, and conversion rates to ensure technical capabilities are directed toward real revenue outcomes.
• Proven capability designing decision trees and system logic (if-this-then-that triggers, data-enrichment waterfalls, signal prioritization).
• Deep familiarity with modern GTM AI concepts, LLM capabilities, and revenue tech stacks (i.e. Clay, 6sense, Salesforce, Sales Engagement Platforms, Outreach, SalesLoft).
• Experience writing clear BRDs, functional specs, or user stories for systems, IT, and software development teams.