GTM Engineer

📋 Description

• • Own and improve the Go-to-Market (GTM) systems architecture centered on HubSpot, ensuring CRM hygiene, pipeline integrity, and scalable workflows for sales and marketing operations.
• • Design and automate enrichment, routing, scoring, and account research workflows using HubSpot, LLMs, APIs, webhooks, SQL, Google Sheets, and lightweight scripts to eliminate manual processes and reduce SaaS sprawl.
• • Build AI-native GTM workflows that leverage LLMs for account research, call summarization, CRM auto-updates, personalization, deal hygiene, and flagging stale deals, missing fields, next-step gaps, or renewal risks.
• • Integrate insights from AI-powered tools like Fireflies into HubSpot and other GTM systems to automate data capture and improve decision-making accuracy.
• • Develop internal tools such as pricing calculators for Cygnal and Shade, renewal health scoring models, pipeline hygiene bots, and deal desk dashboards to standardize and streamline revenue operations.
• • Unify deal data across HubSpot, Google Drive, call transcripts, proposals, pricing calculators, and signed contracts to create a single source of truth for deal tracking and reporting.
• • Maintain and refine pipeline stages, lifecycle definitions, attribution logic, and CRM data standards to ensure reliable forecasting and revenue reporting.
• • Build and maintain dashboards for pipeline health, conversion rates, forecasting accuracy, campaign performance, and revenue efficiency to support leadership decision-making.
• • Analyze funnel metrics to identify operational bottlenecks and recommend data-driven improvements to GTM motion and conversion rates.
• • Partner with Sales, Product, and Leadership to align GTM processes with business goals, forecasting needs, and pipeline coverage targets.
• • Dogfood Gray Swan’s own products—Cygnal and Shade—within internal sales and customer-facing workflows to validate product effectiveness and surface real-world use cases.
• • Collaborate with Product and Sales teams to translate internal usage of Cygnal and Shade into customer-facing demonstrations, feedback loops, and security-aligned sales practices.
• • Ensure the company’s GTM motion reflects the same AI security standards applied to customer deployments, reinforcing product credibility and trust.
• • Evaluate AI-generated outputs for accuracy, personalization quality, and failure modes to maintain high data integrity and operational reliability in automated workflows.
• • Replace redundant SaaS tools with headless or internal automations to reduce costs, complexity, and technical debt in the GTM tech stack.
• • Support deal operations infrastructure including proposal generation, pricing workflows, deal desk reviews, approvals, and contract reconciliation processes.
• • Improve reporting across new business, expansion, renewals, and strategic accounts by standardizing metrics, automating data pulls, and enhancing visibility into revenue drivers.
• • Operate with high ownership in a fast-paced startup environment, building durable systems before scale creates operational friction.
• • Work independently across technical systems while maintaining clear communication with cross-functional stakeholders in Sales, Marketing, and Product.
• • Embrace ambiguity by building functional systems from partial structure, prioritizing root-cause solutions over manual patches.
• • Apply AI tools thoughtfully to augment research, data quality, analytics, and workflow execution without introducing bias or inaccuracies.
• • Maintain low ego and high ownership, moving seamlessly from strategy to execution across technical and operational domains.