Senior GTM Engineer

Otter.ai • Mountain View, CA

1d • $150,000 - $165,000

About The Position

The GTM Engineer is a builder first. You will own the technical plumbing that connects our go-to-market systems — ensuring data flows cleanly, workflows run reliably, and our reps spend time selling instead of wrestling with tooling. This is a founding operational role: you will set the architectural standards others build on.

Requirements

• Has 4+ years in GTM Systems, Sales Operations, or Revenue Operations with end-to-end ownership of systems and workflows.
• Proven ownership of a data enrichment pipeline using Clay and/or ZoomInfo — from ingestion and deduplication through CRM sync.
• End-to-end iPaaS experience (Workato, Zapier, Tray.io, or equivalent) — you build and maintain the integrations yourself.
• Hands-on Outreach administration: sequence governance, template management, A/B testing, and performance attribution.
• Strong analytical instincts — you instrument what you build and proactively surface what is broken before someone files a ticket.
• Experience translating business requirements into technical system configurations independently.
• Comfortable owning a personal backlog and roadmap in an environment with limited process infrastructure.

Nice To Haves

• Experience supporting a PLG → SLG transition, including building PQL-to-pipeline workflows.
• Hands-on work with LLM APIs or AI productivity tools in a GTM context (call intelligence, CRM enrichment, email generation).
• CPQ administration experience; DocuSign CLM or eSignature integration experience.
• Salesforce Advanced Administrator or Platform App Builder certification.
• Experience with MEDDIC or MEDDPICC and translating the framework into enforced CRM data models.
• Background in B2B SaaS RevOps at a company that scaled from Series A/B through the growth stage.

Responsibilities

• Own the end-to-end data enrichment pipeline using Clay and ZoomInfo — from ingestion and deduplication through CRM sync.
• Define and enforce data governance standards: required fields, input formats, ownership rules, and freshness SLAs.
• Instrument lead scoring, ICP scoring, and routing logic to ensure MQLs land with the right rep, at the right time, with the right context.
• Build PLG → SLG handoff data flows: surface self-serve product signals (PQLs) in Salesforce as first-class pipeline inputs.
• Design and maintain the integration architecture across the GTM stack using Zapier, Workato, or equivalent iPaaS tooling.
• Automate high-friction manual processes — rep task creation, deal stage alerts, stall detection, Slack notifications for pipeline events.
• Build and maintain Outreach sequence infrastructure: template governance, A/B testing frameworks, performance attribution back to Salesforce opportunities.
• Ensure reliable, low-latency data sync across Salesforce, Outreach, ZoomInfo, Clay, and downstream tools.
• Evaluate, pilot, and operationalize AI tools that drive measurable rep productivity — call summarization, email generation, deal coaching, CRM auto-fill.
• Build lightweight LLM-powered automations (e.g., auto-populating MEDDIC fields from call transcripts, generating next-step suggestions from deal history).
• Establish a structured evaluation framework for AI vendors — measuring adoption, productivity delta, and ROI before committing to contracts.

Benefits

• We are in the business of shaping the future of work. Our mission is to make conversations more valuable.
• With over 1B meetings transcribed, Otter.ai is the world’s leading tool for meeting transcription, summarization, and collaboration.
• Using artificial intelligence, Otter generates real-time automated meeting notes, summaries, and other insights from in-person and virtual meetings - turning meetings into accessible, collaborative, and actionable data that can be shared across teams and organizations.
• The company is backed by early investors in Google, DeepMind, Zoom, and Tesla.
• Otter.ai is an equal opportunity employer. We proudly celebrate diversity and are dedicated to inclusivity.
• Otter.ai is committed to providing reasonable accommodations for candidates with disabilities in our hiring process. If you need assistance or an accommodation during any stage of the recruitment process, please contact [email protected] at least 3 business days before your interview.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed