GTM Engineer (GTM Engineer)

ELMO Software; Sydney; On-site; AUD 180,000 - 260,000; Full time

Benefits offered by this job

Paid Parental leave - 12 weeks primary

Birthday leave, YOU day each year

Inhouse Learning and Development

ELMO Social and Diversity clubs

Mental Health/EAP programs

Flare Benefits

Job summary

ELMO Software is seeking a GTM Engineer to map and optimize the revenue motion. You will build automation, scoring and routing using Salesforce and connected tools, enabling AI-assisted workflows for research and personalization.

This hands-on role partners with New Business sales, SDRs and AEs to drive faster, smarter engagement. You will own the end-to-end GTM process maps, define signal design, and instrument the funnel from activity to pipeline.

Qualifications

• 4+ years in revenue/marketing/sales operations or similar GTM role in B2B SaaS.
• Proven automation, routing or enrichment that improved rep productivity or pipeline.
• Strong Salesforce hands-on experience with data models and automation.
• Fluent in APIs, webhooks and SQL; able to build or direct AI coding tools.
• Experience with workflow automation and enrichment platforms (Clay/ Zapier/ Make/ n8n).
• Practical AI/LLM experience for research, prep and personalization.
• Process thinking to untangle multi-tool GTM processes.
• Proven understanding of B2B funnel metrics and measuring improvements.
• Clear communication with non-technical users and stakeholders.

Responsibilities

• Map the GTM motion end-to-end and quantify bottlenecks to improve pipeline.
• Build scoring and routing by territory, segment and capacity with SLA discipline.
• Automate enrichment, account research and sequencing triggers across tools.
• Deploy AI-assisted workflows and define production-grade plays.
• Connect Salesforce, Gong, Marketo and other tools to enable data-driven decisions.
• Document workflows, scoring rules and patterns for reuse across teams.
• Ensure compliance with ISO/security policies and privacy obligations.

Skills

Automation design

Salesforce

APIs & webhooks

SQL

LLMs & AI agents

Process mapping

Funnel metrics

Communication

GTM knowledge

Tools

Salesforce

Clay

Zapier

Make

n8n

Gong

Marketo

HockeyStack

Job description

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:

• 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
• 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.

Please note: Our internal Talent Acquisition team has got this covered, we’re not open to using an agency for this role.

Job 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.

Desired Skills and Experience

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.

Please note: Our internal Talent Acquisition team has got this covered, we’re not open to using an agency for this role.

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