gtm engineer

Accountabilities

• Develop account and opportunity prioritisation models using customer fit, buying intent, engagement, relationship strength, and commercial data.

• Identify opportunities for new customer acquisition, cross-selling, upselling, renewals, retention, and whitespace expansion.

• Build and refine ideal customer profile (ICP), propensity, opportunity-sizing, and relationship-intelligence models.

• Translate market developments, customer behaviour, and buying signals into actionable commercial insights.

• Evaluate and improve scoring models using actual sales outcomes and revenue performance.

• Design and launch repeatable GTM strategies, plays, and automated workflows across Sales, Marketing, and Customer Success.

• Define workflow triggers, target accounts, communication channels, actions, ownership, timing, and success metrics.

• Configure automation for alerts, tasks, account lists, sales sequences, campaigns, and follow-up activities while preventing duplicate outreach and inconsistent customer communications.

• Define data requirements and collaborate with IT and Enterprise Data teams to integrate enrichment, buying-intent, relationship, and market-intelligence sources.

• Translate business needs into clear technical specifications, configuration requirements, and integration plans.

• Validate data quality, accuracy, freshness, completeness, and usability before activating commercial workflows.

• Establish closed-loop measurement to track performance from account identification and engagement through meetings, pipeline, bookings, and revenue.

• Run structured experiments on targeting, messaging, timing, and sequencing to improve GTM effectiveness.

• Develop dashboards and performance reports in partnership with Revenue Operations and analytics teams.

• Coordinate platform onboarding, security reviews, integration testing, user acceptance testing, deployment, and adoption.

• Manage external vendors and implementation partners to ensure solutions meet business objectives.

• Explore AI-assisted research, account intelligence, and outreach workflows to improve productivity and commercial decision-making.

Requirements

• 5+ years of relevant experiencein Revenue Operations, Sales Operations, Marketing Operations, GTM Strategy, Growth Operations, Commercial Analytics, Revenue Technology, or a related field.

• Demonstrated experience building account-scoring, segmentation, prioritisation, buying-intent, or opportunity models.

• Strong understanding of B2B enterprise sales, account-based marketing (ABM), customer expansion, and complex buying journeys.

• Hands-on experience designing, implementing, and optimising automated go-to-market workflows.

• Ability to translate commercial challenges into technical requirements and practical, measurable solutions.

• Working knowledge of CRM, marketing automation, sales engagement, data enrichment, intent, and analytics platforms.

• Experience analysing commercial data using SQL, business intelligence tools, or comparable analytical methods.

• Familiarity with platforms such as Salesforce, Microsoft Dynamics, Marketo, Outreach, Salesloft, 6sense, Demandbase, ZoomInfo, Clay, Apollo, Snowflake, or Databricks.

• Experience with workflow automation tools such as Workato, n8n, Zapier, Make, or similar platforms, together with a working understanding of APIs.

• Exposure to Python or JavaScript and experience developing AI-assisted research, account-intelligence, or outreach workflows.

• Strong analytical thinking, program management, documentation, and cross-functional communication skills.

• Ability to explain technical trade-offs clearly to non-technical stakeholders and manage multiple initiatives independently.

• Experience in a multi-product B2B organisation, multi-segment business, or private-equity-backed environment is an advantage.

Benefits

• Annual salary:INR 18,00,000–28,00,000 (18–28 LPA).

• Work arrangement:Remote, within India.

• Employment type:Full-time.

• Additional benefits, including healthcare, paid leave, equipment allowances, professional development support, and other perks, were not specified and should be confirmed during the hiring process.