GTM Operations Engineer

Air is the leader in Enterprise Readiness. Our mission is to establish readiness as a real-time condition that is continuously achieved. Today, a dangerous Readiness Gap exists between what the front line needs and what is delivered. Our AI-native platform, Air Enterprise Readiness, aligns development, production, delivery, and sustainment into one coordinated execution system for government agencies and industrial suppliers. By revealing true capacity, exposing real constraints, coordinating resources, and executing at the speed of operational demands, the front line gets what it needs to succeed.

This is a hands-on, systems-first role for a scrappy, self-starting engineer who owns the GTM operations tech stack end-to-end. You are equal parts architect and builder — as comfortable designing the data model as you are on the keyboard building custom objects, Flows, and the integrations that connect our platforms. You own the systems our revenue engine runs on — Salesforce, Planhat, and the sales-intelligence tools around them — and lead the transformation from a legacy CRM into a scalable, automated, audit-ready platform that can carry three go-to-market motions to an S-1.

You thrive on the "so what" behind the request. When the field asks for a field, you ask what decision it drives; when a process is manual, you replace it with automation. You turn ambiguous business requirements from Sales, the Deal Team, Finance, and the account leads into clean technical designs — and you build them. You are the first line of defense for the platform, and you take pride in creating order out of multiple GTM systems across the funnel.

This role owns the systems and architecture layer of Rev Ops that powers a well-structured data foundation.

This is a full-time position based in our Arlington, VA office and may require up to 10% travel.

• GTM Tech Stack Ownership & Hands-On Build: Own and personally build the Go-to-Market technology stack — Salesforce (system of record), Planhat (CSP), Slack, and connected sales-intelligence tools (e.g., Zoom Info, Linked In Sales Navigator, Gov Win, Leadership Connect). You architect the solution and then build it yourself — custom objects, Flows, validation, and the cross-platform integrations and data-enrichment pipelines that keep records complete — while keeping the org healthy (security and sharing model, access, vendor coordination).
• CRM Architecture & Data Model: Re-architect and maintain the Salesforce foundation — account hierarchy and higher-order customer structure, territory management, profiles and role hierarchy, contacts and leads, activity tracking, and dynamic sales stages by deal type (Standard/Direct, Capture, Partnership, BD, Corp Dev).
• Automation & Workflow Engineering: Design and build scalable automation with Flows, validation rules, and approval routing that replace manual, error-prone processes; leverage modern AI and workflow tooling to increase operational velocity across the GTM team.
• Integrations & Platform Engineering: Build and maintain integrations across the stack (Slack, marketing-influence and lead tracking, downstream Finance/order handoffs) via native connectors, middleware, or APIs; own the technical workflows that let deals move without friction.
• Deal-Support Systems Foundation: Lay the groundwork for the system plumbing behind quote-price-configure (QPC), booking and order management, and deal governance / approvals so the platform is ready to support a formal Deal Desk as Rev Ops scales.
• Data Integrity & System of Record: Own automated data-hygiene routines, duplicate management, and closed-won field governance (contract #, type, product class/type, effective date, owner/secondary owner,…