GTM Engineer

✨ Why This Role Matters

The GTM Engineer sits at the intersection of go-to-market strategy and AI-powered execution. Every customer-facing role in the GTM org has a workstream from lead to action that requires constant coaching, iteration, and refinement against defined best practices — and today that burden falls almost entirely on overburdened managers. We need a dedicated owner to build, deploy, and improve production-grade AI agents against well-defined work streams, while also bringing consulting-caliber strategic analysis to territory design, signal-based outbound, enrichment, and GTM measurement.

This is a senior IC role — equal parts strategist and builder.

As a GTM Engineer at Scribe, you will diagnose what's working (and what isn't) across the revenue org, make opinionated recommendations backed by data, and build the systems and automations that execute on those recommendations. You'll own some of our most important AI tooling and enablement, and be the team's resident expert on how AI changes the way modern GTM teams operate.

Reporting to the Director of GTM Operations, you'll have the chance to move fast, work across functions, and influence everything from sales plays to customer expansion and enterprise pricing.

• Analyze GTM performance across Sales, Marketing, and CS — surface what's working, flag anomalies, and deliver opinionated recommendations to the revenue org

• Own agent design and AI-enabled development — build and maintain a structured, data-driven agentic universe with clear iteration and roadmap management

• Use AI tools and agents to surface insights, recommend GTM strategic moves, and design systems and process around an AI-enabled GTM team

• Design measurement frameworks that connect outbound activity to pipeline to ARR — ensuring every play is trackable and every dollar is attributable

• Partner with GTM leadership and cross-functional leaders on strategic planning, audience design, and performance reviews

• Own Agentic Go-to-Market workflows as an innovator, pioneer, and advocate, pushing for new ways to implement new workflows within the GTM organization

• Own Clay as a platform — lead enrichment strategy, maintain and scale playbooks, manage credit ROI, and drive best practice adoption across the team

• Drive agent-activation within Dust — build workflows, knowledge bases, and automations that make the revenue org faster, more consistent, and more informed

• Expand the use of AI-native tooling (Claude, OpenAI, and emerging GTM tools) across research, personalization, signal detection, and lead scoring

• Own and continuously improve the leads engine — identifying high-signal triggers, building enrichment workflows, and improving targeting precision over time

• Evaluate and implement new AI tools that push Scribe's GTM capabilities forward

• Rebuilt Scribe's territory model — a structured, defensible account universe with clear ICP segmentation, scoring, and audience design logic

• Improved signal-driven outbound automation in a repeatable AI- and data-driven outbound engine which continuously feeds the sales team with fresh activity

• Scale and iterate on a measurement framework that connects strategic GTM plays to pipeline and ARR — with consistent tagging, attribution, and reporting

• Elevated Enrichment — improved enrichment quality, clear credit ROI visibility by workbook, and best practices embedded across the team

• Activated AI in the GTM org — meaningful AI adoption in day-to-day revenue workflows, acting as a steward of the AI-driven change in the organization

• Delivered strategic recommendations that changed how the revenue team operates — not just analyzed data, but moved the needle

• 3–5 years experience in Revenue Operations, GTM Engineering, Finance, or other equivalent roles

• Hands-on Clay experience — you know how to build tables, manage enrichment strategy, think about credit efficiency, and translate data into targeting logic

• Fluency with AI-native GTM tools — Claude, Cursor, OpenAI, Dust, or equivalent; you're not a tourist in this space and can self-serve in these areas

• Consul…