GTM & CS Ops Engineer

gaiia

9d•Remote

About The Position

This role exists to bridge the gap between Go-To-Market (GTM) and Customer Success (CS) operations, preventing the typical seam that occurs when revenue systems are split. The GTM & CS Ops Engineer will work with both the GTM team (focusing on data, scoring, and automations for the front of the funnel) and the CS team (focusing on post-sale processes like handoffs, delivery, and visibility). The goal is to ensure both teams operate with consistent, clean data from the outset. This position also involves direct pipeline generation responsibilities, utilizing the systems and tools built and maintained by the engineer to influence pipeline growth.

Requirements

4+ years in revenue operations, sales operations, or a similar systems-facing GTM role, ideally within B2B SaaS.
Hands-on CRM administration: workflows, custom properties, data model design, and reporting.
Strong analytical skills - able to build the reporting view rather than request it.
Proven ability to design a cross-team process, document it, get people to follow it and hold that standard with a sales team without becoming a blocker.
Self-motivated and results-oriented, with strong judgment about what to fix or automate before being asked.
Excellent communications skills, comfortable working with sales, CS, PMO and leadership teams as partners.
Hands-on experience with Clay and Hubspot.

Nice To Haves

Exposure to outbound engagement platforms (Amplemarket).
Experience building a sales to post-sales handoff process from scratch at a company under 200 people.
SQL or reporting fluency beyond dashboard configuration.
Experience in telecom or OSS/BSS domains.

Responsibilities

Support the design and upkeep of lead and account scoring models, incorporating new signals such as intent, engagement, technographic, and trigger events.
Track the correlation between scores and actual outcomes (pipeline, win rates, cycle time) and identify when signals become less predictive.
Maintain and audit data quality across systems and tools to prevent reporting or handoff issues.
Document the sales process, train teams on it, and ensure adoption.
Leverage signals to build micro-campaigns that directly contribute to pipeline generation.
Meet a direct pipeline generation target by using scoring models, enrichment, and signals.
Build and refine automated enrichment flows for account and contact records.
Build and maintain lead routing, sequence triggers, task creation, and stakeholder notifications across the GTM stack.
Manage the orchestration layer connecting HubSpot, Clay, Gong, and Amplemarket for automatic data updates and transfers, including handoff records for CS.
Instrument the lifecycle to capture stage transitions, ownership changes, and milestones as data.
Document automations to ensure maintainability.
Define and enforce handoff standards for seamless context transfer to CSMs and PMO.
Build assignment and routing logic for accounts across lifecycle stages.
Establish a change order process for tracking and pricing scope changes after signature.
Provide PMO with capacity and resourcing views for staffing against pipeline.
Surface adoption and delivery signals into account plans for early risk and expansion identification.
Build forecasting mechanics for accurate achievement prediction.
Develop models to drive future pipeline and revenue goals.
Create standard status and cycle time reporting for leadership visibility.
Maintain internal documentation for process knowledge.
Assist with compensation planning, models, and payouts.