GTM Engineer / RevOps Lead

Adapt•San Francisco, CA

2d•Remote

About The Position

Adapt API is a venture-backed startup building the agentic operations layer for Property & Casualty (P&C) insurance. The company aims to modernize the insurance agency experience by replacing manual and error-prone workflows with a comprehensive agentic workflow layer. This role is crucial for building the infrastructure to scale the company's revenue team, making them more effective through AI-powered systems. The position is urgent, requiring the establishment of a solid foundation before the company doubles headcount or moves upmarket, which would multiply complexity.

Requirements

4+ years building GTM systems: 4+ years in GTM Engineering, Revenue Operations, or Sales Operations—at companies where you built the systems, not just managed them.
High-Agency Operator: You see a broken process and immediately start designing the fix. You don't wait to be asked—you come back with a proposal.
AI-native operator: LLMs, workflow automation, and AI-assisted outbound aren't buzzwords to you—they're the default toolkit. You've already replaced hours of manual work with intelligent systems. You move fast, make smart tradeoffs, and don't need perfect information to ship.
Sales leadership collaborator: Proven collaborator with sales leadership. You've worked directly alongside Sales leaders, earned their trust, and built systems they actually use and love—not systems that sit in a wiki.
Architect mindset: You design for scale from day one. You document, you stress-test, and you build things that outlast your tenure.
Fluent in the GTM stack: HubSpot or Salesforce, Apollo, Sales Navigator, Nooks, Outreach or equivalent—you know these tools deeply and know when not to add more.
Analytically sharp: You think in funnels and conversion rates. You build reports that drive decisions—not dashboards that look good in a QBR.

Nice To Haves

Experience in insurance, fintech, or infrastructure SaaS—you understand nuanced, compliance-adjacent sales motions.
You've consulted as an embedded GTM expert—you know how to earn trust fast and drive change across organizations.
You've been employee #1–15 at a startup. You know what it means to build the plane while flying it.

Responsibilities

Build with an AI-Native Approach: AI should be at the center of your strategy: LLMs, automation, AI-powered outbound, intelligent routing, dynamic reporting—if there's a task being done manually, your instinct is to ask why. Then automate it.
Build for Long-Term Scale: Design every system as if the team will 5x in 18 months—because it will. Architecture decisions made now echo for years. Build the foundation that compounds.
Own the Full GTM Stack: CRM (HubSpot), sequencing, prospecting tools (Apollo, SalesNav, Nooks), enrichment, routing logic—evaluate, implement, and continuously optimize the entire ecosystem.
Engineer the Outbound Engine: Go beyond configuring sequences. Design the full pipeline generation system—data flows, AI-assisted personalization, performance feedback loops, and experimentation frameworks.
Create the Intelligence Layer: Build reporting and forecasting that doesn't just describe what happened—it predicts what's coming. Pipeline health, conversion signals, leading indicators that give leadership a real edge.
Close the Loop with Product: Translate GTM signal into product roadmap input. Your data pipeline doesn't end at the sales dashboard—it feeds engineering priorities.