Director - RevOps and GTM Engineering

Forte Group; United States; On-site; USD 140,000 - 190,000; Full time

Job summary

Forte Group seeks a RevOps/GTM Engineering leader to own the sales, marketing, and GTM tech stack. You will architect the lead-to-cash funnel, define MQL/SQL definitions, and deliver data-driven insights to drive revenue with AI-powered automation.

You’ll own Salesforce config, dashboards, and compensation tooling, partnering with an internal AI team to ship scalable automations that improve pipeline velocity and forecast accuracy.

Qualifications

• 4–8 years in sales ops, RevOps, marketing ops, or GTM engineering.
• Experience applying LLM or AI agent tooling to real workflows.
• Active daily use of AI tools in your own work.
• Fluency in GTM mechanics: lead scoring, routing, MQL/SQL, forecasting, and comp plans.
• Hands-on Salesforce configuration (fields, flows, permissions).
• At least one shipped automation: Zapier/Make/n8n, Salesforce Flow, or API-based.
• Experience with sales compensation, quotas, or territory design.
• Track record of end-to-end funnel and revenue reporting with data accuracy.
• Strong SQL or data fluency for self-service analysis.
• Ability to write precise technical requirements for engineers.
• Independent work style with high ambiguity tolerance.
• Working Python fluency and API/integration comfort.
• Experience building AI agents or multi-step automations end-to-end.
• Experience with Clay, Gong, HubSpot, or similar GTM tools.

Responsibilities

• Map the lead-to-cash funnel end to end with all handoffs, scoring rules, and stage gates.
• Define pipeline stage criteria, lifecycle stages, MQL/SQL definitions, and forecasting cadence.
• Build and maintain executive revenue reporting and forecast accuracy dashboards.
• Own attribution and cost-per-outcome reporting across campaigns and channels.
• Track sales activity and marketing-to-sales handoffs, ensuring SLAs and data quality.
• Administer Salesforce: fields, flows, rules, permissions, and hygiene across leads to opportunities.
• Design territories and quotas with Sales leadership; translate comp plans into config.
• Administer sales compensation with Finance and payout calculations.
• Create onboarding ramps and playbooks for new hires; facilitate rapid enablement.
• Oversee GTM tech stack, integrations, enrichment, and AI tooling implementations.
• Connect deal signals and buying intent to CRM data for forecasting insight.
• Build self-serve dashboards for the team and leadership; run vendor evaluations.

Skills

GTM mechanics

LLM/AI tooling

AI tool adoption

Forecasting

Salesforce configuration

Automation engineering

Sales compensation

Funnel & revenue reporting

SQL/data fluency

Technical requirements writing

Independence in ambiguity

Python scripting

GTM tooling (Clay/Gong/HubSpot)

Tech consulting experience

High-growth stage experience

Tools

Zapier/Make/n8n

Salesforce Flow

Apex / API calls

APIs & Integrations

Python

Clay

Gong

HubSpot

Job description

Forte Group is hiring a leader for our RevOps and GTM Engineering.

This is one role, covering sales operations, marketing operations, the GTM tech stack, and AI adoption and development for the GTM function. You will be the operator who keeps the machine running, the innovator who decides how it should work, and the builder who, together with Forte Group engineers, ships the automations that make us excel.

You are the source of truth for commercial performance. When leadership asks “what is driving the pipeline?” or “where are deals stalling?”, you answer with data and arrive with a proposed fix, not just a number.

Why This Role Is Different

• This function is being built from scratch at an 800-person company, on a real GTM stack. You are not inheriting a legacy ops job with AI bolted on.
• Forte has already built a proprietary AI agent framework used across client delivery. You will be the first to turn it inward on our own revenue engine.
• Direct line to the CEO and the founder, with a real mandate and the runway to drive bold new ideas on how to expand revenue with AI tightly coupled to our operations.
• You do not build alone. A dedicated engineer partners with you on the heavier builds; you are expected to bring the ideas and act as the internal champion for AI in GTM. We want your point of view on how the sales motion can be enhanced, backed by how it actually gets built.

What You Will Own

1. GTM Architecture & Funnel Performance

• Map the lead-to-cash funnel end to end, including every handoff, scoring rule, and stage gate. Document what is actually happening versus what people believe is happening.
• Define and enforce pipeline stage criteria, lifecycle stages, MQL/SQL definitions, and forecasting cadence. Decide what to preserve and what to fix.
• Build and maintain executive reporting: revenue, margin, bookings, pipeline coverage, conversion by stage (Lead → MQL → SQL → Opportunity → Closed-Won), win rate, sales velocity, and forecast accuracy.
• Own attribution and cost-per-outcome reporting. Measure campaigns and channels against pipeline and revenue, not lead volume.
• Track sales activity (calls, emails, meetings) against quota attainment. Monitor marketing-to-sales handoff SLAs and resolve breakdowns.
• Report on trends: quarter-over-quarter shifts, rep ramp curves, and campaign performance decay.
• Find the source of every data discrepancy rather than flagging the symptom.
• Administer Salesforce: fields, flows, validation rules, permissions, and data hygiene across leads, contacts, accounts, and opportunities.
• Design territories and quotas with Sales leadership, and translate comp plan mechanics into system configuration.
• With Finance, administer sales compensation: commission modeling and payout calculations.
• Build onboarding and ramp systems for new hires: system access, playbooks, and training.
• Own the GTM tech stack and the underlying data model. Build and maintain integrations across systems, including enrichment, intent, call and conversation intelligence, and outbound tooling.
• Connect signals such as deal risk and buying intent from calls into CRM data and forecasting.
• Build self-serve dashboards for the team and leadership.
• Run vendor evaluation, testing, negotiation, implementation, and rollout. Pilot tools quickly and kill what doesn't earn its place.

4. AI & Automation

• Design and build automations for lead routing, scoring, enrichment, and outbound sequencing using n8n, Make, Zapier, Salesforce Flow, or custom scripts.
• Apply LLM tooling such as Claude to real sales workflows: qualification, lead research, CRM hygiene, follow-up, pipeline analysis, and forecasting.
• Measure the impact of every AI tool and automation against a funnel or productivity metric.
• Write precise technical specs and partner with Forte’s dedicated engineer and internal AI team on builds beyond your hands‑on ability.
• Track external RevOps and GTM engineering practices and bring recommendations to leadership.

What You Bring

Must-have

• 4–8 years in sales ops, RevOps, marketing ops, or GTM engineering, ideally in B2B technology or services.
• Experience applying LLM or AI agent tooling to a real workflow, such as prompt design, basic agent orchestration, or RAG in production. Prompting a chatbot for emails does not count.
• Active daily use of AI tools in your own work.
• Fluency in GTM mechanics: lead scoring and routing, MQL/SQL definitions, stage progression, forecasting methodology, and how comp plans interact with all of it.
• Hands‑on Salesforce configuration experience (fields, flows, validation rules, permissions), not just reporting and usage.
• At least one real, shipped automation you built yourself: a Zapier, Make, or n8n workflow, a Salesforce Flow with Apex or API calls, or a custom script.
• Experience with sales compensation, quotas, or territory design.
• A track record of owning funnel and revenue reporting end to end, with strong data accuracy standards.
• Strong SQL or data fluency, so you pull and interpret your own analysis instead of waiting on someone else’s dashboard.
• Ability to write precise, unambiguous technical requirements and work effectively with an engineer.
• Comfort operating independently with minimal direction and high ambiguity.
• Working Python fluency and comfort with APIs and integrations.
• Experience building AI agents or multi‑step automations end‑to‑end without engineering help.
• Experience with Clay, Gong, HubSpot, or similar GTM tooling.
• Background in technology consulting, IT staffing, or professional services.
• Experience at an early‑stage or high‑growth company where process is still being built and speed matters more than polish.

What Success Looks Like

30 days

You know the GTM stack cold: where the data lives, where it breaks, and where the manual bottlenecks are.

90 days

The lead-to-cash funnel is fully mapped. You have identified the biggest leaks and delivered a clear point of view and concrete plan for how the sales motion should be architected. At least one real automation is live and measurably reducing manual work or improving a funnel metric. Not a pilot deck, a shipped thing.

120 days

Redesigned lead scoring, routing, and stage logic are live in Salesforce. Core GTM tools are integrated into the sales process. You are the person leadership asks first about what is driving or blocking the pipeline, and you already have a fix in motion.

180 days

Leadership trusts the numbers coming out of the system. Reps spend less time fighting tools and more time selling. You have built a scalable foundation, with measurable AI impact, for the next stage of growth.