We do not expect you to blindly connect tools. We expect you to understand where automation ends and engineering judgment begins.

What the role actually involves

1) Architect and harden GTM automations

Build and maintain reliable workflows across marketing, sales, recruiting, and customer success functions.

This includes:

• triggers
• branching logic
• routing
• retries
• fallback paths
• failure alerts
• manual review logic
• auditability

You should think like a systems engineer, not just a workflow builder.

2) Own inbound automation

Design flows that capture, qualify, enrich, route, and follow up on inbound demand.

Examples:

• form submissions
• lead capture
• meeting-booking triggers
• enrichment flows
• dedupe-safe lead creation
• territory / segment based routing
• SLA-sensitive follow-up
• alerts only after successful downstream writes

Fast is not enough. Routing needs to be fast and correct.

3) Build outbound enablement workflows

Support SDRs and AEs with systems that reduce manual work and improve consistency.

Examples:

• sequencing triggers
• task creation
• account research pipelines
• personalization support flows
• field completeness checks
• stage-based nudges
• leadership alerts
• hygiene enforcement

The goal is not more workflow for the sake of workflow. The goal is cleaner execution with fewer misses.

4) Own data hygiene and governance

You will be the quality gate across GTM systems.

This includes:

• deduplication logic
• lifecycle stage definitions
• property governance
• naming conventions
• ownership rules
• access controls
• audit checks
• data quality reviews

You should care deeply about correctness. Silent data drift is a bug.

5) Build integrations with observability

Maintain integrations across internal and external systems using a mix of iPaaS, APIs, webhooks, and code where necessary.

You will also implement monitoring such as:

• run failures
• timeout alerts
• duplicate-action checks
• workflow uptime
• broken data-flow detection
• incident runbooks

A workflow that “usually works” is not production-grade.

6) Build the GTM truth layer

Create and maintain dashboards and operational reporting across the funnel.

Examples:

• inbound volume
• MQLs / SQLs
• routing SLAs
• pipeline creation
• speed-to-lead
• stage conversion
• workflow failure rates
• funnel leakage
• enrichment quality
• manual-review load

You should be comfortable building systems that are not only automated, but measurable.

7) Document systems that survive scale

Document:

• workflow maps
• integration dependencies
• business rules
• fallback logic
• owner-routing logic
• failure conditions
• governance rules
• change history

Good documentation should make the system easier to audit, extend, and debug.

What success looks like

In this role, success looks like:

• GTM workflows run reliably without silent failure
• duplicate actions are prevented
• unclear GTM requests are converted into structured logic
• routing is correct, fast, and auditable
• manual work reduces without increasing operational risk
• failures are visible early
• the team trusts the systems you build
• dashboards reflect reality, not guesswork

What we’re looking for

Must-have

1. Hands-on ownership of GTM automations across workflows, routing, lifecycle stages, enrichment, scoring, lists, dashboards, or system hygiene
2. Strong working experience with at least one orchestration / automation tool such as n8n, Make, Zapier, Workato, or Tray.io
3. Comfort with APIs, webhooks, and auth flows — not just tool-to-tool connections
4. Strong systems thinking and attention to detail; you think about edge cases, retries, validation, and failure paths before launch
5. Ability to convert messy GTM asks into structured logic and scalable workflows
6. Clear judgment on what should stay in low-code vs what needs custom logic or code
7. Reliability mindset — you do not ship workflows that “look right”; you ship workflows that hold up under real usage

Nice-to-have

1. Ability to script in JavaScript, Python, or TypeScript
2. Ability to use SQL for debugging, validation, or reporting
3. Experience building observability for automations — health checks, run alerts, diagnostics, dead-letter handling
4. Experience with AI-assisted GTM systems, agentic workflows, or LLM-based decision layers
5. Prior exposure to CRM hygiene, lifecycle governance, or GTM data-model design

Who will do well here

You will likely do well if you:

• enjoy messy problems and ambiguous requirements
• care about operational correctness
• naturally think in failure modes and edge cases
• like designing systems that other teams rely on
• can move between GTM context and technical implementation
• are comfortable being the person who says “this workflow is not safe to ship yet”

Who may not enjoy this role

This role may not be a fit if you prefer:

• purely admin-style RevOps work
• surface-level automation without debugging depth
• tool operation without systems thinking
• roles where requirements are always perfectly defined
• shipping fast without pressure-testing logic

Why this role is exciting

Most GTM teams talk about efficiency. Very few build the systems layer that actually enables it.

In this role, you are not a downstream operator. You are building the automation and control plane that GTM execution runs on. You will shape how leads move, how handoffs happen, how failures surface, how data stays clean, and how the revenue engine scales.

This is a strong role for someone who wants to sit at the intersection of:

• systems
• automation
• APIs
• GTM logic
• reliability
• scale

A meeting lands on your calendar

If they’re a yes, I book the chat. You show up — that’s the whole job-hunt.