Senior GTM Engineer

The Opportunity

We are a B2B AI SaaS company in active transition from a product‑led growth model to a combined PLG + sales‑led motion. Our CRM, data, and workflow infrastructure was built for self‑serve — it was not built for an outbound sales team running MEDDIC‑qualified opportunities across four market segments. This role closes that gap.

The GTM Engineer is a builder first. You will own the technical plumbing that connects our go‑to‑market systems — ensuring data flows cleanly, workflows run reliably, and our reps spend time selling instead of wrestling with tooling. This is a founding operational role: you will set the architectural standards others build on.

• Own the end‑to‑end data enrichment pipeline using Clay and Zoom Info — from ingestion and deduplication through CRM sync.
• Define and enforce data governance standards: required fields, input formats, ownership rules, and freshness SLAs.
• Instrument lead scoring, ICP scoring, and routing logic to ensure MQLs land with the right rep, at the right time, with the right context.
• Build PLG to SLG handoff data flows: surface self‑serve product signals (PQLs) in Salesforce as first‑class pipeline inputs.

• Design and maintain the integration architecture across the GTM stack using Zapier, Workato, or equivalent iPaaS tooling.
• Automate high‑friction manual processes — rep task creation, deal stage alerts, stall detection, Slack notifications for pipeline events.
• Build and maintain Outreach sequence infrastructure: template governance, A/B testing frameworks, performance attribution back to Salesforce opportunities.
• Ensure reliable, low‑latency data sync across Salesforce, Outreach, Zoom Info, Clay, and downstream tools.

• Evaluate, pilot, and operationalize AI tools that drive measurable rep productivity — call summarization, email generation, deal coaching, CRM auto‑fill.
• Build lightweight LLM‑powered automations (e.g., auto‑populating MEDDIC fields from call transcripts, generating next‑step suggestions from deal history).
• Establish a structured evaluation framework for AI vendors — measuring adoption, productivity delta, and ROI before committing to contracts.

• Has 4+ years in GTM Systems, Sales Operations, or Revenue Operations with end‑to‑end ownership of systems and workflows.
• Proven ownership of a data enrichment pipeline using Clay and/or Zoom Info — from ingestion and deduplication through CRM sync.
• End‑to‑end iPaaS experience (Workato, Zapier, Tray.io, or equivalent) — you build and maintain the integrations yourself.
• Hands‑on Outreach administration: sequence governance, template management, A/B testing, and performance attribution.
• Strong analytical instincts — you instrument what you build and proactively surface what is broken before someone files a ticket.
• Experience translating business requirements into technical system configurations independently.
• Comfortable owning a personal backlog and roadmap in an environment with limited process infrastructure.

• Experience supporting a PLG to SLG transition, including building PQL‑to‑pipeline workflows.
• Hands‑on work with LLM APIs or AI productivity tools in a GTM context (call intelligence, CRM enrichment, email generation).
• CPQ administration experience;
  Docu Sign CLM or eSignature integration experience.
• Salesforce Advanced Administrator or Platform App Builder certification.
• Experience with MEDDIC or MEDDPICC and translating the framework into enforced CRM data models.
• Background in B2B SaaS Rev Ops at a company that scaled from Series A/B through the growth stage.

Otter.ai is an equal opportunity employer. We proudly celebrate diversity and are dedicated to inclusivity.

Salary Range: $150,000 to $165,000 USD per year.

This salary range represents the low and high end of the estimated salary range for this position.