Gtm Engineer (Gtm Engineer)

Bloom; Sydney; Hybrid; AUD 120,000 - 160,000; Full time

Benefits offered by this job

Hybrid work set up

Paid Parental leave - 12 weeks primary

Birthday leave and personal days

Job summary

ELMO Software is seeking a GTM Engineer to map and optimize the go-to-market process, build automated, AI-assisted workflows, and measure impact on pipeline and rep productivity.

You will own end-to-end GTM workflow design, scoring, routing, and integration with Salesforce and other tools, partnering with Revenue Operations and Sales Leadership to drive efficiency and growth.

Qualifications

• 4+ years in revenue operations, sales operations, marketing operations or similar systems-focused GTM role in B2B SaaS.
• Strong hands-on Salesforce experience: data model, flows and automation.
• Experience with workflow automation and enrichment platforms and AI agents.

Responsibilities

• Map the GTM motion end to end and quantify bottlenecks; turn steps into a prioritized roadmap.
• Build lead, contact and account scoring with intent and engagement; define routing rules.
• Automate manual tasks, deploy AI-assisted workflows; prototype and prove value; document production workflows.

Skills

GTM automation

Salesforce

APIs/SQL

AI/workflows

Lead routing

Education

Bachelor's degree in related field

Tools

Gong

Marketo

HockeyStack

Job description

Job Description Introduction

Who we are…

Founded in 2002, ELMO Software is the trusted provider of HR technology solutions to 2,000+ mid-sized organisations and more than one million end users across Australia and New Zealand.With a comprehensive suite of ISO-certified solutions that span the full employee lifecycle, ELMO Software is designed to scale as organisations grow. Flexible and configurable, ELMO’s one-stop HRIS fits to your specific needs and workflows.Through powerful technology, automation, data and analytics, ELMO Software empowers HR professionals to play an integral role in company decision making.

Life & Culture

At ELMO you will be joining an epic team with the opportunity to make a big impact. We foster an authentic, collaborative, fun working environment and being an ELMOnian means you're part of an amazing team that will push you to grow, support you with challenges and allow you to shine. Some of our benefits include:

• Hybrid work set up
• Paid Parental leave - 12 weeks primary, 6 weeks secondary
• Birthday leave, YOU day each year, as well as connecting people leave (up to 2weeks working from anywhere)
• Inhouse Learning and Development initiatives
• ELMO Social and Diversity clubs
• Wellbeing initiatives
• Mental Health/EAP programs
• Flare Benefits (great discounts, novated leasing, salary sacrifice)

Our values

• Reimagine What's Possible - We believe innovation is human at its core. By staying open, fearless, and adaptive, we continuously push boundaries - while keeping people at the heart of everything we do.
• Obsess over Customers – Everything we do is designed to positively impact our customers.
• Help Others Thrive - Be they colleagues, communities or customers, we champion ways to help others thrive.
• Be Fearlessly Optimistic - We bring unwavering positivity to any challenge, as we know it will drive meaningful change.

Description

Position Overview

ELMO has no shortage of go-to-market signals. Intent, engagement, firmographic, conversation and product data all exist across the stack, but it sits in disconnected tools and reaches sales reps as noise. Too much of a rep's day goes on working out who to call and why, and too little on the conversation itself.

The GTM Engineer changes that. You will map how our go-to-market motion actually runs, then rebuild the revenue engine on top of it: connected tools, automated and AI-assisted workflows, scoring and routing, and signals surfaced to the right rep at the moment they are worth acting on. It is a hands-on role in a commercial team: the person who maps the process also builds the automation and measures whether it moved the pipeline. Your primary customer is the New Business sales team, SDRs and AEs.

Success looks like rep time shifted from research and admin to selling, higher meeting and pipeline yield per rep, signals reaching the right owner fast with nothing falling between tools, and a documented process showing how an account moves from first signal to booked meeting.

Key Responsibilities

Process mapping and roadmap

Map the GTM motion end to end as it really runs: how accounts, leads and contacts enter, are enriched, scored, routed, worked and converted, and where time, data and context are lost. Sit with reps and their leaders to quantify where effort goes, and turn bottlenecks and manual steps into a prioritised roadmap tied to pipeline outcomes.

Signals, scoring and routing

Build lead, contact and account scoring that combines fit (ICP, firmographic, technographic) with intent and engagement, and that reps trust enough to act on. Build routing and assignment by territory, segment and capacity, with speed-to-lead service levels that are measured and enforced. Define which signals warrant action, surface them in the tools reps already use, and retire signals that do not predict meetings or pipeline.

Automation and AI workflows

Automate the manual parts of the rep day: enrichment, contact discovery, account research, list building, task creation, sequencing triggers and CRM updates. Deploy AI-assisted workflows and agents for research, call preparation and personalisation at scale, with human review where it matters. Build trigger-based plays (intent spikes, job changes, hiring, web engagement, lapsed opportunities re-engaging). Prototype fast, prove value, then harden what works into documented production workflows.

Connected stack and measurement

Connect the GTM stack (Salesforce, Gong, Marketo, Demandbase, HockeyStack, enrichment and sales engagement tools) so data flows once and correctly, within the patterns set by the Lead Enterprise Solutions Architect. Protect data quality at the point of entry, aligned to the governed definitions and data contracts owned by Revenue Analytics & Data Foundations. Instrument the funnel from activity to pipeline created, report the impact of each build, and train reps and leaders on new workflows. Document every workflow, scoring model and routing rule in one discoverable place, and share reusable patterns across Growth & Revenue Operations.

Compliance

Ensure compliance with ELMO's information security and privacy policies, including Australian, New Zealand and UK privacy and anti-spam obligations for outbound and data enrichment.

Decision Rights and Boundaries

The role owns the GTM process maps, scoring and routing logic, signal design, and the automation and AI workflows supporting New Business sales, approved by the Senior Manager, Growth Strategy & Revenue Operations and agreed with sales leadership. The Growth Systems & RevOps team administers the core platforms and approves production CRM changes; the Lead Enterprise Solutions Architect sets integration patterns; Revenue Analytics & Data Foundations owns metric definitions and data contracts; Growth Marketing owns campaigns; and sales leadership owns adoption and performance. Nothing goes live without a documented owner, logic and measure of success.

Key Performance Indicators / OKRs

Rep productivity: more rep time on selling and less on research and admin, against a baseline set in the first 90 days. Meeting and pipeline yield: meetings booked and held per rep, and meeting to pipeline conversion, improving against baseline. Speed to signal: priority signals and inbound leads routed and actioned within the agreed service level. Scoring quality: scored accounts and leads convert measurably better than unscored, with models tuned on a set cadence. Adoption and documentation: workflows used by the sales team, and every build documented and discoverable.

Skills And Experiences

Positional Qualifications, Attributes and Skills

4+ years in revenue operations, sales operations, marketing operations or a similar systems-focused GTM role in B2B SaaS or a comparable business with an outbound motion. GTM Engineer is a new title; we care more about what you have built than what your role was called. A track record of building automation, routing, scoring or enrichment that measurably improved rep productivity or pipeline. Strong hands-on Salesforce experience: data model, flows and automation, lead and account management. Technical fluency: you understand APIs, webhooks and SQL, and can build with them, whether by writing the code yourself or directing AI coding tools to do it. Experience with workflow automation and enrichment platforms (Clay, Zapier, Make, n8n or equivalent) and sales engagement tools. Practical experience building with LLMs and AI agents, including prompt design and sensible guardrails. Process and systems thinking: you can untangle a messy, multi-tool process and design a simpler one. Strong grasp of B2B funnel metrics, and a builder's bias: ship a first version, measure it, iterate. Clear communication with non-technical users: you can explain a scoring model to a rep and win their trust in it.

Other highly regarded: Demandbase, Gong, Marketo or HockeyStack (or equivalents); experience as or alongside an SDR or AE; HR technology or workforce SaaS; experience in a function in transformation..

ELMO Software Pty Ltd is an equal opportunity employer, and we encourage applicants from diverse backgrounds to join our team. Handling sensitive employee data means strict adherence to our ISO 27001:2022 certified security policies, and we are committed to responsible, secure AI in line with ISO 42001