Responsibilities
- Own the pipeline number and the system that produces it — how it’s generated, measured, orchestrated across the business, and improved over time.
- Drive measurable increases in qualified pipeline (Sales) and account expansion (CS upgrades and adoption) as the primary outcomes of this role.
- Run a continuous experimentation system with clear hypotheses, rapid launches, instrumented measurement, and fast keep-or-kill decisions.
- Identify, test, and scale new acquisition channels, growth motions, and ecosystem opportunities.
- Design and build automation and AI-powered solutions across GTM systems — including signal-based workflows that act on buyer intent, engagement, and lifecycle events to improve speed, relevance, and conversion.
- Build and support automated outbound and engagement workflows, including enrichment, qualification, routing, and Sales handoff, in alignment with GTM strategy and system governance.
- Leverage AI to enable contextual personalization at scale across GTM motions — reducing manual effort, increasing seller efficiency, and improving message relevance and consistency.
- Drive end-to-end implementation of GTM automation across platforms owned by GTM (e.g., Qualified, RB2B, HubSpot, Clay) — from design through deployment and optimization.
- Where appropriate, develop proofs of concept and early-stage architecture to validate outcomes before accelerating production deployments.
- Partner with our GTM Operations Manager to map and audit the full prospect-to-customer journey to identify opportunities to drive revenue growth.
- Evaluate and evolve the tech stack for how tools integrate into the broader data ecosystem and whether they unlock new growth capacity.
- Support the infrastructure that allows Marketing, Sales, and Success to share a single version of the truth — with data flowing cleanly from top-of-funnel through Finance.
- Own the performance of GTM automation and AI-powered workflows — identifying opportunities to improve efficiency, speed-to-lead, and conversion.
- Use funnel performance and system insights to continuously optimize workflows, targeting, and engagement logic.
- Define and implement KPIs for GTM experiments, including A/B tests and pipeline attribution, and translate learnings into actionable recommendations that inform ongoing priorities.
Requirements
- Own outcomes — pipeline generated, upgrades driven, adoption accelerated — and build systems and automations that make those outcomes repeatable and scalable.
- Ability to architect and orchestrate a cohesive growth operating system where programs reinforce each other.
- Experience building technical infrastructure and growth programs that make GTM teams more effective and motions more measurable.
- Proven ability to drive measurable increases in qualified pipeline and account expansion.
- Experience running continuous experimentation with hypotheses, measurement, and rapid iteration.
- Ability to design and implement automation and AI-powered solutions across GTM systems.
- Experience with GTM tooling such as HubSpot, Clay, Qualified, RB2B.
- Partner effectively with GTM Operations to ensure system reliability and a single version of the truth.
- Ability to report directly to the SVP of CS & Business Operations and engage with Senior Leadership.
Nice to Have
- Candidates based in Austin, TX are strongly preferred.
- Exceptional remote candidates located in the US may be considered.
