Senior GTM Engineer

Cacheflow; San Francisco (CA); On-site; USD 150,000 - 165,000; Full time

Job summary

Otter.ai is seeking a GTM Systems Engineer to own end-to-end data enrichment and integration workflows in a rapidly growing B2B SaaS setting.

You will build and govern data pipelines, manage iPaaS connections, and enable sales teams with AI-assisted automation and ME DDIC-driven insights.

Qualifications

• 4+ years in GTM systems, sales ops, or revenue ops with end-to-end ownership.
• Proven ownership of a data enrichment pipeline using Clay and/or ZoomInfo.
• End-to-end iPaaS experience and hands-on Outreach administration.
• Strong analytical instincts and ability to translate business requirements into tech setups.

Responsibilities

• Own data enrichment and hygiene pipelines across Clay, ZoomInfo, and CRM.
• Design and maintain GTM integrations with iPaaS tools and CRM sync.
• Instrument lead and MEDDIC scoring, routing, and PQL-to-SLG handoffs.
• Develop AI/LLM-powered automations for productivity and CRM completion.

Skills

GTM systems

Sales operations

Revenue operations

Data enrichment

Analytical mindset

Tools

Workato

Zapier

Tray.io

Salesforce

Outreach

Clay

ZoomInfo

MEDDIC

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 + sales‑led motion. Our CRM, data, and workflow infrastructure was built for self‑serve — it was not built for an outbound sales team running MEDDIC‑qualified opportunities across four market segments. This role closes that gap.

The GTM Engineer is a builder first. You will own the technical plumbing that connects our go‑to‑market systems — ensuring data flows cleanly, workflows run reliably, and our reps spend time selling instead of wrestling with tooling. This is a founding operational role: you will set the architectural standards others build on.

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 (e.g., auto‑populating MEDDIC fields from call transcripts, generating 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.

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

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.