Senior GTM Engineer

Otter.ai; Mountain View (CA); On-site; USD 150,000 - 165,000; Full time

Job summary

Otter.ai is seeking a Revenue Operations/GTM Systems lead to own data enrichment, CRM integration, and workflow automation. You will build and govern data pipelines using Clay and ZoomInfo, connecting Salesforce and Outreach, and enforcing MEDDIC data models to improve pipeline quality.

You will pilot AI-driven productivity tools, automate multi-step processes, and own a roadmap in a fast‑growing PLG-to-SLG environment. Strong analytical and independent configuration skills are essential.

Qualifications

• Has 4+ years in GTM Systems, Sales Operations, or Revenue Operations with end-to-end ownership of systems and workflows.
• Proven ownership of a data enrichment pipeline using Clay and/or ZoomInfo.
• End-to-end iPaaS experience and the ability to build and maintain integrations.
• Hands-on Outreach administration: sequence governance, template mgmt, A/B testing, attribution.
• Strong analytical instincts; instrumenting what you build and surfacing issues proactively.
• Experience translating business requirements into technical system configurations independently.

Responsibilities

• Own end-to-end data enrichment pipeline from ingestion to CRM sync and governance.
• Design and maintain GTM integrations across the stack (Salesforce, Outreach, ZoomInfo, Clay).
• Pilot and operationalize AI tools to improve rep productivity and CRM auto-fill.
• Lead the MEDDIC data model enforcement and CRM data hygiene initiatives.

Skills

Data enrichment

iPaaS experience

Salesforce

Outreach administration

Analytical mindset

Requirements translation

Backlog & roadmap

Tools

Salesforce

Workato

Zapier

Tray.io

DocuSign CLM

Job description

The Opportunity

We are a B2B AI SaaS company in active transition from a product‑led growth model to a combined PLG plus sales‑led motion. Our CRM, data, and workflow infrastructure was built for self‑serve and was not built for an outbound sales team running MEDDIC‑qualified opportunities across four market segments. This role closes that gap.

Your Impact

Data Enrichment & Hygiene

• Own the end‑to‑end data enrichment pipeline using Clay and ZoomInfo, from ingestion and deduplication through CRM sync.
• Define and enforce data governance standards: required fields, input formats, ownership rules, and freshness SLAs.
• Instrument lead scoring, ICP scoring, and routing logic to ensure MQLs land with the right rep, at the right time, with the right context.
• Build PLG to SLG handoff data flows: surface self‑serve product signals (PQLs) in Salesforce as first‑class pipeline inputs.

Workflow Automation & Integrations

• Design and maintain the integration architecture across the GTM stack using Zapier, Workato, or equivalent iPaaS tooling.
• Automate high‑friction manual processes – rep task creation, deal stage alerts, stall detection, Slack notifications for pipeline events.
• Build and maintain Outreach sequence infrastructure: template governance, A/B testing frameworks, performance attribution back to Salesforce opportunities.
• Ensure reliable, low‑latency data sync across Salesforce, Outreach, ZoomInfo, Clay, and downstream tools.

AI & LLM‑Powered Automations

• Evaluate, pilot, and operationalize AI tools that drive measurable rep productivity – call summarization, email generation, deal coaching, CRM auto‑fill.
• Build lightweight LLM‑powered automations to auto‑populate MEDDIC fields from call transcripts and generate next‑step suggestions from deal history.
• Establish a structured evaluation framework for AI vendors – measuring adoption, productivity delta, and ROI before committing to contracts.

We're Looking For Someone Who

• Has 4+ years in GTM Systems, Sales Operations, or Revenue Operations with end‑to‑end ownership of systems and workflows.
• Proven ownership of a data enrichment pipeline using Clay and/or ZoomInfo – from ingestion and deduplication through CRM sync.
• End‑to‑end iPaaS experience (Workato, Zapier, Tray.io, or equivalent) – you build and maintain the integrations yourself.
• Hands‑on Outreach administration: sequence governance, template management, A/B testing, and performance attribution.
• Strong analytical instincts – you instrument what you build and proactively surface what is broken before someone files a ticket.
• Experience translating business requirements into technical system configurations independently.
• Comfortable owning a personal backlog and roadmap in an environment with limited process infrastructure.

Preferred Qualifications

• Experience supporting a PLG to SLG transition, including building PQL‑to‑pipeline workflows.
• Hands‑on work with LLM APIs or AI productivity tools in a GTM context – call intelligence, CRM enrichment, email generation.
• CPQ administration experience; DocuSign CLM or eSignature integration experience.
• Salesforce Advanced Administrator or Platform App Builder certification.
• Experience with MEDDIC or MEDDPICC and translating the framework into enforced CRM data models.
• Background in B2B SaaS RevOps at a company that scaled from Series A/B through the growth stage.

Salary Range

Salary Range: $150,000 to $165,000 USD per year. This salary range represents the low and high end of the estimated salary range for this position.

Otter.ai is an equal opportunity employer. We proudly celebrate diversity and are dedicated to inclusivity.