GTM Engineer - TAM, Whitespace & Prioritized Prospecting

Toast

9d•$94,000 - $192,000•Hybrid

About The Position

Toast creates technology to help restaurants and local businesses succeed in a digital world, helping business owners operate, increase sales, engage customers, and keep employees happy. The Revenue Productivity team is looking for a GTM Engineer for TAM, Whitespace & Prioritized Prospecting to own our Clay implementation and the prospecting intelligence layer that feeds pipeline generation. You'll build and maintain the systems that map our total addressable market, surface whitespace, and deliver prioritized, signal-driven prospect lists that help reps spend more time on the right accounts.

Requirements

6+ years in Revenue Operations, Sales Operations, or GTM Engineering, with at least 2 years focused on prospecting infrastructure, account intelligence, or pipeline generation tooling
Hands-on experience building and owning Clay workflows at scale: including enrichment waterfalls, scoring logic, and CRM sync or equivalent experience with a comparable data orchestration platform
Deep familiarity with third-party signal providers (intent data, firmographics, technographics) and how to activate those signals in prioritized outreach and territory planning
Agent building: Demonstrated experience designing, building, and deploying AI agents and agentic workflows that transformed real work
Strong understanding of the B2B sales process end-to-end — you've embedded with sales teams, understand how reps prioritize their day, and can build tooling that surfaces the right account at the right time
Strong SQL skills and comfort working directly in a data warehouse environment (Snowflake, BigQuery) for enrichment validation, pipeline QA, and model iteration
Systems thinker who can connect tools, trace data flows, and build integrations that scale — comfortable with APIs, Salesforce flows, and no-code/low-code automation tooling

Nice To Haves

Experience with identity resolution and deduplication tooling (Ringlead, Openprise, or similar) to ensure enriched records are clean before entering the CRM
Familiarity with outbound sequencing platforms (Outreach, Salesloft) and how to connect Clay-enriched signals into automated sequence enrollment
Experience contributing to or owning territory design and quota planning models using TAM data
Background in a high-growth SaaS or fintech environment where you've scaled prospecting infrastructure from scratch across multiple segments or geographies

Responsibilities

Build and maintain Clay workflows to map intent signals, build outbound lists and identify whitespace across segments and territories
Enrich and score accounts using third-party signals (intent data, firmographics, technographics) to create prioritized prospect lists
Partner with Sales and SDR teams to deliver dynamic, targeted outreach sequences based on account tier and buying signals
Own the data pipeline from Clay into CRM and Sales Assistant, ensuring enrichment is accurate, deduplicated, and actionable
Continuously refine scoring models based on conversion data and sales feedback
Develop a 3rd-party signal integration roadmap identifying which external data sources (intent, news, firmographic changes) should be layered into prospecting workflows and how
Partner with Sales leadership and RevOps to provide data-backed inputs into quota planning and territory design