GTM Engineer

Posted yesterday

otmSan Jose (CA)

Sales Representatives of Services, Except Advertising, Insurance, Financial Services, and Travel Advertising Agencies

SENIORITY

Senior

SALARY

$85,000 to $100,000

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About the role

Name / Title: [Name], GTM Engineer

Salary Range: $85,000 to $100,000 Position Close Date: When Filled

Function: Revenue Operations / Growth Systems

How This Role Is Different: At many agencies, GTM engineering means building contact lists and running email sequences. At OTM, this role builds and maintains the automated systems that find, qualify, and contact target buyers. Success is measured by the pipeline those systems produce. This role supports client accounts and OTM's own sales. OTM is treated as a client, with the same standards, reporting, and priority as any other account. On the OTM account, the GTM Engineer works with Kerrie to build and run the sales pipeline. Strategists and sales leads define the ICP and messaging. The GTM Engineer builds the workflows that put them into practice, maintains the AI agents that run them, and reports on results. This role also grows the GTM engineering service line by recommending what to change and what to add.

Signature Moves:

Workflow Build: Build automated outbound, inbound, and account-based workflows for enrichment, scoring, routing, and outreach.
Signal Setup: Define buying signals (hiring, funding, technology changes, intent, website visits) and use them to trigger outreach.
Data Management: Keep data accurate and in sync across Clay, HubSpot, Apollo, and other tools.
Sales Support: Give sellers account research, meeting prep, and follow-up drafts so they spend their time selling.
Pipeline Reporting: Track pipeline, conversion, and results. Report what's working, what isn't, and what to do next.
Agent Maintenance: Build, maintain, and improve the AI agents used for research, personalization, and qualification.
Who Succeeds in This RoleThinks in systems and workflows.
Looks for ways to automate manual work.
Works independently in Clay, HubSpot, n8n, and APIs.
Checks data quality before it's used in outreach.
Measures work by pipeline and revenue, not activity.
Runs tests, reports results accurately, and adjusts.
Manages multiple accounts, including OTM, without letting any fall behind.
Explains technical systems clearly to non-technical clients and teammates.
Starts work without needing a detailed brief.
Documents what they build so others can maintain and reuse it.
Keeps up with GTM tools and AI capabilities, and recommends useful ones to the team.
Impact Areas Workflow Build (30%)Within 30 days of kickoff, every active account, including OTM, has a documented, automated workflow running and producing qualified pipeline against its quarterly target
Signal Setup (15%)Each quarter, every active account has defined buying signals triggering outreach, and signal-based outreach outperforms static lists on meetings booked.
Data Management (10%)Each month, contact and CRM data meets agreed accuracy and deliverability targets, with sync errors fixed within one week.
Pipeline Reporting (20%)Each month, every account receives a pipeline report with clear recommendations, and at least one test is run and documented.
Agent Maintenance (15%)Each quarter, every agent and workflow is documented, meets quality standards, and costs less in manual effort or tool spend than the prior quarter.
Sales Support (10%)Sellers receive a research brief before every first meeting, and follow-ups with next steps are logged within one business day.

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