GTM Agentic Architect Lead

GTM Agentic Architect Lead

New York Full-time Permanent employee

Your Mission

Pre-Sale: Technical Advisor & POC Lead

• Join late-stage enterprise deals alongside the AE as the GTM architecture expert
• Run discovery on the prospect's revenue team structure, sales methodology, CRM configuration, and GTM tech stack
• Design and deliver proof-of-concept implementations that demonstrate agentic value in the prospect's real environment — before they sign
• Act as a trusted technical voice in the room, translating Airspeed capabilities into the language of the customer's GTM motion
• Convert every POC into a reusable implementation template for future deals

Post-Sale: Agentic Workflow Design & Activation

• Own the technical onboarding experience for enterprise accounts in partnership with the CSM
• Map the customer's team hierarchy and conversation types to Airspeed's agentic workflow framework — aligning configuration to roles, use cases, and the customer journey
• Design and build agentic workflows that deliver end-to-end intelligence and context to each persona: AE, SDR, Sales Manager, RevOps, and CS
• Recommend and configure sales methodology scoring (MEDDIC, SPICED, BANT) aligned to how the customer actually qualifies and closes
• Ensure every user — from rep to CRO — has the right information surfaced at the right moment, without manual effort
• Identify and activate use cases beyond the initial deployment: coaching, forecasting, CS handoffs, competitive intelligence

Strategic Advisory

• Serve as the GTM agentic workflow expert for customers — advising on best practices, workflow design, and how to structure their revenue team around AI-native ways of working
• Run enablement sessions and working sessions with customer stakeholders across Sales, RevOps, and CS
• Build joint success plans with the CSM that define what agentic value looks like at 30, 60, and 90 days
• Act as a senior voice in QBRs, connecting Airspeed's outputs to the customer's commercial outcomes

Product Feedback & Internal Leverage

• Document agentic workflow patterns, configuration best practices, and customer GTM architectures that repeat across the book
• Surface product gaps and roadmap opportunities back to engineering with clear context on customer impact
• Build the internal playbook for how Airspeed's agentic capabilities map to common GTM motions — the resource that scales this function beyond one person

Your Profile

GTM & RevOps Expertise

• Deep fluency in how revenue teams are structured and how they operate — pipeline stages, deal qualification, forecast processes, sales methodology, CRM hygiene, and the handoff between Sales and CS
• Hands-on experience with Salesforce and HubSpot — not just as a user, but as someone who understands how they're configured, how data flows through them, and how they connect to the broader GTM stack
• Familiarity with the wider GTM tech stack: data enrichment (ZoomInfo, Apollo, Clay), sales engagement (Outreach, Salesloft), conversation intelligence (Gong, Chorus), and CS platforms (Gainsight, ChurnZero)

Agentic AI & Workflow Design

• Fluent in Claude and AI-native tooling — uses large language models as a core part of daily workflow, not as a novelty
• Ability to think architecturally about how AI agents should be configured to serve different roles across a revenue team
• Comfort operating at the frontier: this space is moving fast, and you'll be defining best practices, not following them

Customer Empathy & Consultative Approach

• A natural trusted advisor — you build credibility quickly, listen deeply, and give recommendations customers act on
• Able to run structured discovery, frame complex problems clearly, and guide customers through decisions without being prescriptive
• Comfortable engaging with senior stakeholders — VP Sales, CRO, Head of RevOps — and earning their trust through expertise, not just relationship
• High emotional intelligence: you know when to push, when to listen, and when to bring in the CSM

Builder & Self-Starter Mentality

• Genuinely excited to build from scratch — you don't need a playbook to get started, you write it
• Comfortable operating with ambiguity and incomplete information; you make a decision, move, and iterate
• Proactive by default — you identify what needs to exist before anyone asks for it
• Able to balance doing the work yourself today with thinking about how it scales tomorrow
• Resilient and resourceful: when you hit a wall, you find a way around it

Execution & Communication

• Highly organized — you can manage multiple enterprise relationships simultaneously without dropping context
• Strong written and verbal communicator: your documentation, workflow designs, and enablement sessions are clear, structured, and built for the audience
• Bias for action: you'd rather make a decision and iterate than wait for perfect information

You Might Be Coming From

• Solutions Engineering or Pre-Sales at a GTM SaaS company (Gong, Salesloft, HubSpot, ZoomInfo, Outreach, Clari, or similar)
• Revenue Operations or GTM Engineering, with experience working directly with customers or prospects
• Technical Customer Success at a conversation intelligence or sales enablement platform
• Management consulting with a GTM / revenue operations specialization and hands-on SaaS tool experience
• Forward Deployed Engineering at an AI-native company, with a desire to go deeper on GTM workflows

Why Us?

About Airspeed

Airspeed builds AI for revenue teams — turning every customer conversation into actionable insight that helps GTM teams sell smarter and faster. We work with some of the most ambitious sales orgs in the world and we're backed by top-tier investors.

We're building the infrastructure layer for how modern GTM teams operate, and we're looking for people who want to shape that from the ground up.

The Opportunity

This is a new role at Airspeed — and one of the most important we'll hire this year.

Reporting directly to the Vice President of Customer Success, you'll be the first GTM Agentic Architect at Airspeed. That means you're not stepping into a defined playbook — you're writing it. This is a builder and doer role from day one: you'll be in the field with customers, designing agentic workflows, running POCs, and developing the methodologies that will define how this function scales.

For the right person, this is the opportunity to shape a function from the ground up and grow into a leadership role as the team expands around you. We're looking for someone who is energized by that — who sees ambiguity as an advantage, not a blocker.

You'll sit at the intersection of pre-sale and post-sale, partnering with Account Executives to win enterprise deals and with Customer Success Managers to ensure customers realize agentic value across their entire GTM org — fast. This isn't a traditional implementation role. The product integrations connect easily. What's hard — and what you'll own — is the strategic work: understanding how a customer's GTM team is structured, mapping their workflows, designing the agentic configuration that delivers the right intelligence to the right person at the right moment in the sales cycle, to complete end to end workflows and build the habits that make Airspeec stick.

You'll be the trusted advisor customers turn to when they want to understand not just how to use Airspeed, but how to transform the way their revenue team operates.

What We Offer

• Competitive base salary, range from $150K - $180K + performance bonus tied to the metrics above
• Equity in an early-stage, well-funded AI company at