GTM Engineer

Analytics, Data, and Decision Infrastructure:

• Own the analytical foundation for the lead-to-opportunity funnel, including the data model, metric definitions, source-of-truth logic, transformations, and dashboard architecture.
• Build reliable reporting for volume, conversion, velocity, acceptance, aging, leakage, pipeline value, and target-account penetration across source, campaign, segment, persona, account tier, channel, and owner.
• Evaluate lead-scoring efficacy, routing performance, outreach productivity, and handoff quality using cohort, trend, and root-cause analysis; translate findings into prioritized actions.
• Create data-quality monitoring, reconciliation, and reporting QA so leaders can trust funnel insights and understand metric lineage.
• Develop recurring early-pipeline outlooks and decision-ready performance narratives that clearly identify risks, opportunities, and recommended interventions.

AI, Automation, and GTM Engineering:

• Design, build, and operate production-ready AI workflows for account and contact research, enrichment, prioritization, personalization, qualification, routing QA, SDR preparation, next-best action, and performance diagnosis.
• Connect AI capabilities to GTM systems and structured data using low-code tools, integrations, APIs, and agent-based platforms; design for repeatability rather than one-off experimentation.
• Define prompts, structured outputs, evaluation criteria, exception handling, human-in-the-loop controls, and monitoring for accuracy, adoption, and business impact.
• Apply appropriate governance for data security, permissions, transparency, and responsible use while continuously testing and improving workflow performance.
• Identify high-value automation opportunities, quantify expected benefit, and measure realized gains in conversion, speed, quality, and team capacity.

Lead Lifecycle, Scoring, and Routing:

• Own the operational design for lead capture, enrichment, deduplication, scoring, grading, prioritization, routing, acceptance, recycling, and disqualification.
• Translate GTM policy into scalable Salesforce fields, validation rules, ownership logic, queues, automations, and service-level agreements.
• Continuously improve scoring and routing using observed conversion outcomes, fit and intent signals, rep capacity, and territory rules.
• Define qualification and handoff standards across Marketing, SDRs, and Account Executives, with clear ownership, required context, and closed-loop feedback.

Targeting and SDR Operating Systems:

• Operationalize ICP, segmentation, territory, and target-account strategies into measurable account and contact universes, coverage plans, and activation workflows.
• Administer and optimize Salesforce, Salesloft, Lusha, Clay, Nooks, Qualified, and LinkedIn Sales Navigator, including integrations, cadences, task logic, data flows, and operating standards.
• Partner with SDR leadership to define capacity, activity, quality, and pipeline goals and provide analytical coaching insights by rep, channel, cadence, segment, and persona.
• Ensure automated, inbound, and outbound interactions enter the funnel with accurate ownership, context, qualification, and attribution.

Cross-Functional Leadership and Governance:

• Serve as the operational and analytical partner to Marketing, Sales Development, Sales, and GTM Systems for lead-to-pipeline performance.
• Lead requirements gathering, process design, solution configuration, testing, release management, documentation, enablement, and adoption measurement.
• Drive alignment on lifecycle definitions, service levels, data standards, and prioritization, balancing near-term commercial needs with scalable architecture.