Job Description: GTM Engineer – Marketing & Sales Operations

Employment Type: Full-Time, Permanent
Location: Remote – Pan-India
Shift Timings: 5:00 PM – 2:00 AM IST (7:30 AM – 4:30 PM EST)
Reporting To: Revenue Operations Lead or as assigned by Management

Job Overview

We are looking for a GTM Engineer to act as an operational extension of our Go-to-Market (GTM) teams. This role focuses on identifying opportunities to improve pipeline generation and conversion, building automation, optimising workflows, and connecting systems and data to measurable revenue outcomes.

The ideal candidate will combine hands-on technical expertise in Salesforce, Hub Spot, and GTM tools with strong analytical skills, an AI-first mindset, and the ability to drive operational improvements independently.

Key Responsibilities1. GTM Strategy, Automation & Experimentation

- Identify opportunities to improve pipeline generation, conversion rates, and pipeline velocity.

- Design and run experiments involving outreach, lead routing, data enrichment, and qualification.

- Measure the impact of process improvements based on pipeline and revenue outcomes rather than activity metrics alone.

- Translate buyer intent, engagement, and behavioural signals into actionable workflows within the GTM technology stack.

2. Systems Ownership & Governance

- Own and manage Salesforce and Hub Spot as core systems of record.

- Configure and maintain field architecture, validation rules, Salesforce Flows, routing logic, and permissions.

- Manage the wider GTM technology stack, including enrichment, sequencing, routing, intent, and reporting tools.

- Maintain data integrity, deduplication, and governance to ensure reliable reporting and metrics.

- Build and maintain data enrichment workflows that provide sales representatives with relevant prospect information before engagement.

3. Pipeline & Revenue Intelligence

- Build dashboards, reports, and analyses that provide leadership with visibility into pipeline performance.

- Identify funnel gaps, stalled opportunities, and attribution issues,



and implement corrective measures.

- Support forecasting accuracy, pipeline hygiene, and governance across GTM teams.

- Connect system improvements and automation initiatives to measurable business and revenue outcomes.

4. Cross-Functional Collaboration & Enablement

- Partner with Sales, Marketing, and Customer Success (CS) teams to improve pipeline generation and conversion.

- Drive adoption of systems and processes by creating practical, user-friendly solutions.

- Collaborate with the Revenue Operations (Rev Ops) function to maintain shared systems, processes, and standards.

- Communicate effectively with US-based GTM teams and drive initiatives independently.

Required Qualifications & Skills

- 3–5 years of experience in Revenue Operations, Sales Operations, GTM Operations, or a closely related technical operations role within a B2B SaaS company.

- Demonstrated ownership of GTM systems, including building and optimising workflows rather than simply using existing tools.

- Proven experience improving pipeline generation, conversion rates, pipeline velocity, or other measurable revenue metrics.

- Strong hands-on Salesforce expertise, including independently building Salesforce Flows, validation rules, routing logic, and field architecture without depending on a separate administrator.

- Practical experience with Hub Spot workflows and marketing-to-sales handoff processes.

- Working knowledge of GTM tools for data enrichment, sales sequencing, lead routing, and buyer intent.

- Familiarity with enrichment platforms such as Apollo, Zoom Info, Clay, Sales Intel, or Lusha.

- Proficiency in SQL or equivalent data analysis techniques,



with the ability to transform unstructured or inconsistent data into reliable metrics.

- Experience using AI tools in production to build automations, streamline workflows, and improve operational efficiency.

- Ability to evaluate when AI-based solutions are appropriate versus simpler workflows, formulas, or rules.

- Strong analytical thinking and the ability to connect technical improvements to pipeline and revenue outcomes.

- Clear communication skills, a proactive mindset, and the ability to work independently with US-based teams.

Good to Have

- Experience building signal-to-action workflows using buyer intent, engagement, or behavioural data to trigger automated GTM activities.

- Experience with forecasting, revenue intelligence, and executive-level reporting.

- Exposure to Customer Success or post-sales operations, including renewals, customer health scoring, and expansion.

- Experience as the first or sole GTM Engineering or Revenue Operations hire in an organisation.

Ideal Candidate Profile

We are looking for an ownership-driven professional who combines technical execution, analytical thinking, and business understanding. The ideal candidate can independently build and optimise GTM systems, identify operational gaps, implement scalable automation, and demonstrate how their work contributes to pipeline growth and revenue performance.

Key: This is a hands-on builder role requiring practical Salesforce and Hub Spot expertise, automation capabilities, and a strong focus on measurable business outcomes.

. Skillset Required: Salesforce, Hub Spot, GTM stack, Apollo, Zoom Info, Clay, Sales Intel, Lusha, SQL, automation, AI tools, flows, validation rules, routing logic, field architecture, data integrity, deduplication, governance, reporting, analysis, forecasting hygiene, pipeline governance, outreach, routing, enrichment, qualification, signal-to-action pipelines, revenue intelligence, executive reporting, sales operations, revenue operations, cross-functional communication, proactive ownership, commercial acumen

📌 GTM Engineer – Marketing & Sales Operations (India)
🏢 r3 Consultant
📍 India