GTM Engineer

* Open to hiring remote across the US — we also have offices in NYC, San Francisco, and Seattle

This is the revenue org's engineering seat and, in practice, its RevOps lead: you own CRM, enrichment tools, the signal layer, the agent fleet, and every automation that moves a record from product usage to closed-won. You write the code and create the tooling that scales productivity-per-FTE across the GTM team.

GTM Engineer means you solve operations problems with software - Python, SQL, APIs, and agentic workflows - where a traditional ops hire would file a ticket or buy another tool. This is a build role - to redesign and implement from the ground up. You treat GTM as a product that delights both our internal teams and our customers.

Own the commercial object model - routing, territories, approvals - as the schema every downstream system and agent reads from

Turn Salesforce from where reps type into where agents reconcile state, with reps inspecting and approving

Connect the stack (Salesforce, Gong, Clay, product usage, the warehouse) through APIs and webhooks so an account looks the same in every system

Build the reporting layer under the CRO dashboard: pipeline coverage, conversion rates, ramp velocity, forecast accuracy

Run it all like production infrastructure - observability, error handling, and data-quality validation - so systems get debugged, not ticketed

Build and run the GTM agent fleet from prototype through daily production use, instrumented so decisions, failures, human edits, and downstream outcomes are visible - you own the improvement loop of evals, experiments, and iteration

Build the PLG-to-Enterprise signal layer: product usage into intent scoring into the BDR/AE routing queue

Own the Clay enrichment and outbound data infrastructure; raise BDR output at the systems level

Surface the right account context to reps at the right moment: before QBRs, ahead of renewals, when an expansion signal fires

Build churn-risk and expansion detection with Deployment and CX so the post-sale motion runs on live signals

Automate deal desk mechanics: quote workflows and discount approval routing, with pricing guardrails enforced in-system

Sit with frontline sellers to find where the motion breaks, then ship the fix inside two weeks

Own every build end to end: discovery, prototype, rollout, adoption, iteration

Measure adoption and revenue impact of everything you ship; kill what nobody uses

Bring the VP build-vs-buy recommendations backed by working prototypes

Feed field evidence to Product so enterprise signals reach roadmap decisions

6+ years across RevOps, GTM engineering, sales ops, or an adjacent applied technical discipline, with at least 3 years in RevOps or GTM engineering

Builds you can demo: Salesforce connected to adjacent GTM systems, enrichment pipelines, routing logic, agent workflows in production

Experience with data warehouses, BI tools, or event-driven systems

Clay proficiency strongly preferred; without it, show us you can get dangerous in it during the interview process

Familiarity with enterprise sales motions at $100K to $2M ACV

Analytics engineering, finance or data science background is a plus

Runway strives to recruit and retain exceptional talent from diverse backgrounds while ensuring pay equity for our team. Our salary ranges are based on competitive market rates for our size, stage and industry, and salary is just one part of the overall compensation package we provide.

There are many factors that go into salary determinations, including relevant experience, skill level and qualifications assessed during the interview process, and maintaining internal equity with peers on the team. The range shared below is a general expectation for the function as posted, but we are also open to considering candidates who may be more or less experienced than outlined in the job description. In this case, we will communicate any updates in the expected salary range.

Lastly, the provided range is the expected salary for candidates in the U.S. Outside of those regions, there may be a change in the range, which again, will be communicated to candidates.

Great things come from great teams. We’d love to hear from you.

We’re committed to creating a space where our employees can bring their full selves to work and have equal opportunity to succeed. So regardless of race, gender identity or expression, sexual orientation, religion, origin, ability, age, veteran status, if joining this mission speaks to you, we encourage you to apply.

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We're excited to be recognized as a best place to work:

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