Senior GTM Engineer, Revenue Operations

Worky; San Mateo (CA); Hybrid; USD 202,000 - 250,000; Full time

Benefits offered by this job

Dental insurance

Medical insurance

Vision insurance

Disability insurance

Life insurance

Equity + ESPP

Flexible PTO

Commuter benefits

Wellness benefits

Adoption and parental leave

Job summary

Freshworks is seeking a GTM-focused operator who can build AI-powered workflows at the intersection of Revenue Operations and Marketing Ops. You will connect signals from Salesforce, Marketo, and product usage data to drive account prioritization and engagement decisions.

You don’t need to be a traditional software engineer, but you must have built solutions end-to-end and be comfortable integrating APIs, webhooks, and automation platforms to accelerate revenue teams.

Qualifications

• Experience in Revenue Operations, Sales Operations, GTM Operations, GTM Systems, Revenue Technology, Marketing Operations, or a similar GTM function.
• Strong understanding of B2B revenue workflows including lead management, routing, enrichment, qualification, account prioritization, prospecting, and pipeline generation.
• A hands-on builder who has personally created automations, integrations, internal tools, or data workflows—not just managed the systems or processes around them.
• Experience working with GTM platforms such as Salesforce, Marketo, Clay, Outreach, Salesloft, HubSpot, or similar.
• Hands-on experience building AI/LLM-powered workflows or agents using Claude, OpenAI, Relevance, MCP, n8n, Workato, or similar tools.
• Comfortable working with APIs, webhooks, data integrations, automation platforms, or scripting to connect systems andbring ideas to life.
• Ability to partner directly with Sales, Marketing, SDR/BDR, and RevOps teams and translate business problems into working technical solutions.

Responsibilities

• Build AI-powered GTM Workflows: Design and deploy agents and automations across lead management, account research, routing, scoring, prioritization, personalization, seller briefings, and follow-up.
• Turn Buyer Signals into Action: Connect and enrich signals across web activity, intent, product usage, CRM history, engagement data, and third‑party sources to identify high-value accounts and recommend actions.
• Automate the GTM Stack: Build integrations and workflows across systems like Salesforce, Clay, Marketo, sales engagement platforms, enrichment providers, internal data sources, and AI tools.
• Build Agents and Internal Tools: Use LLMs, APIs, webhooks, automation platforms, and scripting to create tools that make sellers and revenue teams faster and more effective.
• Prototype and Iterate Quickly: Build solutions, get them into users' hands, measure their effectiveness, and iterate based on real-world feedback.

Skills

Revenue Ops

GTM Systems

Hands-on Builder

AI Workflows

APIs & Integrations

Tools

Salesforce

Marketo

Clay

Outreach

Salesloft

HubSpot

OpenAI

Claude

n8n

Workato

Job description

Company Description

Organizations everywhere struggle under the crushing costs and complexities of “solutions” that promise to simplify their lives. To create a better experience for their customers and employees. To help them grow. Software is a choice that can make or break a business. Create better or worse experiences. Propel or throttle growth. Business software has become a blocker instead of ways to get work done.

There’s another option. Freshworks. With a fresh vision for how the world works.

Freshworks Inc. builds uncomplicated service software that delivers exceptional employee and customer experiences. Our people-first approach to AI eliminates friction, helping businesses reduce complexity, lower cost-to-serve, and deliver faster, more human support through enterprise-grade yet easy-to-use CX and IT solutions. Nearly 75,000 companies, including Bridgestone, New Balance, Nucor, S&P Global, and Sony Music, trust Freshworks to power their Employee Experience (EX) and Customer Experience (CX) operations.

Fresh vision. Real impact. Come build it with us.

Job Description

At Freshworks, we're introducing AI across our GTM organization to accelerate how we understand buyers and act on revenue signals.

As a key member of the Web & Revenue Marketing team, you will build the agents, automations, and intelligence systems that help our frontline teams operate more effectively.

We're looking for a GTM operator who is also a hands‑on builder—someone who deeply understands how revenue teams work and can turn those problems into AI-powered workflows and systems.

Our buyer signals currently live across Salesforce, Marketo, Outreach, product usage data, intent platforms, and other systems. You'll connect those signals, add context and intelligence, and build workflows that help revenue teams determine who to engage, why, when, and what action to take.

You may come from Revenue Operations, Sales Operations, GTM Systems, Revenue Technology, Marketing Operations, or a similar technical GTM function. You don't need to be a traditional software engineer, but you do need to be someone who has personally built solutions, not just managed the tools or processes around them.

You’ll have executive sponsorship, high‑impact problems to solve, and a blank canvas to help shape how AI is applied across the Freshworks GTM organization.

What You'll Do:

• Build AI-powered GTM Workflows:Design and deploy agents and automations across lead management, account research, routing, scoring, prioritization, personalization, seller briefings, and follow-up
• Turn Buyer Signals into Action:Connect and enrich signals across web activity, intent, product usage, CRM history, engagement data, and third‑party sources to identify high-value accounts and recommendactions
• Automate the GTM Stack:Build integrations and workflows across systems like Salesforce, Clay, Marketo, sales engagement platforms, enrichment provides, internal data sources, and AI tools
• Build Agents and Internal Tools:Use LLMs, APIs, webhooks, automation platforms, and scripting to create tools that make sellers and revenue teams faster and more effective
• Solve Frontline GTM Problems:Partner directly with Sales, SDR/BDR, Marketing Ops, Sales Ops, RevOps, and Demand Gen teams to understand workflow friction and translate business needs into working solutions
• Prototype and Iterate Quickly:Build solutions, get them into users' hands, measure their effectiveness, and iterate based on real-world feedback
• Make AI Workflows Reliable:Implement validation, guardrails, human-in-the-loop controls, monitoring, error handling, and other mechanisms needed to move successful prototypes into production

Qualifications

What We're Looking For

• Experience in Revenue Operations, Sales Operations, GTM Operations, GTM Systems, Revenue Technology, Marketing Operations, or a similar GTM function
• Strong understanding of B2B revenue workflows including lead management, routing, enrichment, qualification, account prioritization, prospecting, and pipeline generation
• A hands‑on builder who has personally created automations, integrations, internal tools, or data workflows—not just managed the systems or processes around them
• Experience working with GTM platforms such as Salesforce, Marketo, Clay, Outreach, Salesloft, HubSpot, or similar
• Hands‑on experience building AI/LLM-powered workflows or agents using Claude, OpenAI, Relevance, MCP, n8n, Workato, or similar tools
• Comfortable working with APIs, webhooks, data integrations, automation platforms, or scripting to connect systems andbring ideas to life
• Ability to partner directly with Sales, Marketing, SDR/BDR, and RevOps teams and translate business problems into working technical solutions

Nice to Have

• Experience with SQL, Python, JavaScript, or data warehouses
• Experience building account intelligence, enrichment, scoring, routing, or signal-based GTM workflows
• Experience taking AI or automation workflow from prototype through production and adoption

Additional Information

Please note this is a hybrid role with onsite expectations of 3x/week (Tues - Thurs) from our San Mateo, CA headquarters.

The annual base salary range for this position is$202,000 - $250,000.

Compensation is based on a variety of factors, including but not limited to location, experience, job-related skills, and level.

Freshworks offers multiple options for dental, medical, vision, disability, and life insurance. Equity + ESPP, flexible PTO, flexible spending, commuter benefits, and wellness benefits are also offered. Freshworks also offers adoption and parental leave benefits.

At Freshworks, we have fostered an environment that enables everyone to find their true potential, purpose, and passion, welcoming colleagues of all backgrounds, genders, sexual orientations, religions, and ethnicities. We are committed to providing equal opportunity and believe that diversity in the workplace creates a more vibrant, richer environment that boosts the goals of our employees, communities, and business. Fresh vision. Real impact. Come build it with us.