Senior GTM Engineer, Otter.ai

• 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 ZoomInfo — 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

Desirable

• 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 ZoomInfo — 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 → 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, ZoomInfo, 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