Publisher Sales - Go To Market Engineer (contract)

Job Description

About ViewNexa

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ViewNexa is a streaming platform — a single, centralized way for media companies to manage, distribute, and monetize video. Most broadcasters run five separate vendors for CMS, playout, app development, distribution, and ad tech. ViewNexa replaces that stack with one unified workflow covering VOD, live streaming, native CTV and mobile apps, FAST channel creation and distribution to 100+ partners including Samsung TV Plus, and full AVOD/SVOD/TVOD monetization.

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ViewNexa is backed by more than 20 years of broadcast production, playout, and distribution heritage. Our customers are broadcasters, station groups, networks, sports and faith organizations, and international content owners.

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The Engagement

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We are building a real go-to-market function and we want the infrastructure built properly before we scale headcount on top of it. We are hiring a Go-to-Market Engineer on a six-month engagement to design and build the connective tissue between our sales and marketing systems — with HubSpot at the center — so that pipeline generation becomes repeatable, measurable, and efficient rather than manual and personality-dependent.

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This is an engineering role, not a CRM administration role. We are not looking for someone to tidy up deal stages. We are looking for someone who can architect a working revenue system: account data that is accurate and enriched, buying signals that surface automatically, outbound sequences that fire off real triggers, clean routing and handoffs, attribution we can trust, and integrations that hold together without someone babysitting them.

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An important constraint you should understand

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Our addressable market is finite and knowable. There is a countable universe of broadcasters, station groups, networks, FAST operators, and content owners worldwide who could buy this platform — measured in thousands, not millions. That changes the engineering problem fundamentally.

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We do not need a volume machine that sprays thousands of generic emails. We need a precision machine: a well-maintained account universe, enrichment that is actually correct, signal detection that tells us when a specific account becomes buyable, and sequences that reference something real about that account. Building for volume when the TAM is finite burns the market and destroys deliverability. If your instinct is to optimize for send volume, this engagement is not a fit.

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Scope of Work1. HubSpot Architecture

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• Audit the current HubSpot instance and document what exists, what is broken, and what is unused.
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• Design the data model: objects, custom properties, associations, and the account hierarchy needed to represent station groups and their owned-and-operated properties correctly.
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• Rebuild lifecycle stages, deal stages, and pipeline definitions to match how this sale actually runs — long, multi-stakeholder, competitive, often displacing an incumbent vendor.
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• Build workflows for routing, task creation, alerting, and stage progression.
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• Set up permissions, teams, and territory structures.
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• Configure Marketing Hub, Sales Hub, and Operations Hub features we are paying for but not using.
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2. Data Foundation & Enrichment

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• Build and maintain a defensible target account universe covering the relevant broadcast, FAST, OTT, and content-owner market.
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• Integrate enrichment sources for firmographic and contact data, with a deduplication and data-hygiene strategy that survives contact with reality.
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• Establish data governance: field ownership, required fields, normalization rules, and validation.
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• Build an ICP scoring model reflecting fit signals that matter here — channel count, content volume, endpoint presence, existing vendor stack, market size.
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• Create a repeatable process for keeping account and contact data current rather than decaying.
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3. Signal Detection & Intent

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• Build automated detection for the buying signals specific to this industry: FAST channel launches, new CTV app releases, streaming service relaunches, vendor contract renewal windows, leadership changes, rights acquisitions, and funding or M&A events.
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• Integrate intent data, web visitor identification, and engagement tracking into a single account-level view.
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• Surface signals to sellers as actionable alerts inside HubSpot, not as a separate dashboard nobody opens.
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• Instrument the website so high-intent behavior (pricing page visits, demo requests, competitor comparison pages) triggers the right follow-up.
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4. Outbound Infrastructure

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• Build the outbound sequencing and cadence system, whether native to HubSpot or via an integrated tool.
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• Own email deliverability end to end: domain and subdomain strategy, SPF, DKIM, DMARC, warm-up, inbox rotation, bounce management, and ongoing reputation monitoring.
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• Build sequence templates and personalization logic that pull real account attributes rather than generic merge fields.
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• Set up LinkedIn, calling, and multi-channel touch coordination where appropriate.
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• Instrument outbound so we can tell which sequences, segments, and signals actually produce meetings.
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5. Integrations & Automation

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• Integrate the martech and salestech stack into one coherent system rather than a set of disconnected point tools.
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• Build integrations via native connectors, iPaaS, or direct API work as appropriate — and document which approach you chose and why.
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• Connect the website, forms, chat, and demo booking into HubSpot with reliable attribution.
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• Wire in calendar, meeting scheduling, conversation intelligence, and proposal or document tooling.
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• Build automation that removes manual work from the sales team — data entry, research prep, follow-up scheduling, and handoffs.
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• Where it genuinely helps, apply AI tooling for research summarization, account briefs, and message drafting. We are interested in practical leverage, not novelty.
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6. Reporting & Attribution

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• Build the reporting layer the Head of Sales actually needs: pipeline by source, stage conversion, velocity, win/loss against named competitors, and forecast accuracy.
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• Implement attribution that survives a long, multi-touch, committee-driven sales cycle.
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• Build campaign and channel performance reporting that ties marketing spend to sourced and influenced pipeline.
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• Create dashboards for three distinct audiences: the individual seller, the Head of Sales, and executive leadership.
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• Establish the definitions and the single source of truth so numbers stop being debated.
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7. Documentation & Handoff

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This is a contract engagement, so this workstream is not optional and will be treated as a primary deliverable.

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• Full technical documentation of the architecture, data model, integrations, and automation logic.
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• Runbooks for routine operations and for what to do when something breaks.
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• A written vendor inventory with costs, contract dates, owners, and a recommendation on what to keep, cut, or consolidate.
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• Training sessions for the sales team and for whoever inherits day-to-day ownership.
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• A prioritized roadmap of what should be built next, so the work continues whether or not we renew.
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