Founding GTM Engineer

Founding GTM Engineer

On The Stage (OTS) is at an inflection point. As our Founding GTM Engineer, you won't just maintain systems — you'll be the architect of how we generate pipeline, expand accounts, and compound growth across the business.

This is a growth ownership role first. The right person owns outcomes — pipeline generated, upgrades driven, adoption accelerated — and builds the systems and automations that make those outcomes repeatable and scalable. If you can own growth at this level, the efficiency and enablement work comes naturally. The reverse is not true, and we're not hiring for the reverse.

This is a strategic, high-visibility role reporting directly to the SVP of CS & Business Operations, with direct exposure to the Senior Leadership Team.

Note: Candidates based in Austin, TX are strongly preferred. However, we are open to exceptional remote candidates located in the US.

Job Description

As our Founding GTM Engineer, you will own a number. Specifically: qualified pipeline generated for Sales, and upgrades and adoption expansion for Customer Success. Everything else — the systems, the automations, the data flows, the tooling — exists in service of those outcomes. You'll scale impact across our frontline GTM teams — Marketing, Sales, SDR, Customer Support, and Account Management — by building the technical infrastructure and growth programs that make every rep more effective and every motion more measurable. Success is measured in outcomes: pipeline growth, expansion revenue, conversion improvements, and hours shifted from low-value admin work to high-impact customer engagement.

How You'll Operate

First, you architect. Map every motion that touches revenue — starting with the pipeline at OTS today: inbound, outbound, content, product signals, customer success. Identify where leverage exists and build visibility into what's actually driving qualified pipeline, accelerating deals, unlocking expansion and upgrade opportunities, and increasing the ARR capacity per GTM team member.

Then, you orchestrate. Build a cohesive growth operating system where programs reinforce each other. Pipeline generation becomes measurable, repeatable, and materially more effective.

Then, you compound. Increase velocity through AI-native workflows, rapid experimentation, and modern GTM tooling. Identify winning motions early, scale what works, and develop signal-based "always-on" systems that trigger high-value actions automatically.

Key Responsibilities

Growth Architecture & Pipeline Ownership

• 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.

Automation, AI & Signal-Based Systems

• 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.

Systems Architecture & Technical Execution

• Map and audit the full prospect-to-customer journey to identify bottlenecks, data silos, and manual redundancies that constrain growth.
• Evaluate and evolve the tech stack for how tools integrate into the broader data ecosystem and whether they unlock new growth capacity.
• Maintain 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.
• Act as the primary requirements leader for our external Salesforce/RevOps administrator.

Measurement & Continuous Improvement

• 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.

Qualifications

Who You Are

Growth Ownership Mindset

• A track record of directly owning pipeline or revenue growth outcomes — not just supporting them. You've held the number and you know what it takes to hit it.
• Strong experimentation instincts: you make fast, data-informed decisions about what to scale, optimize, or kill.
• You think like a growth architect first. Systems, automations, and tooling are levers you pull — not the job itself.
• Energized by ambiguity and a bias toward action in lean, high-ownership environments.

Technical Aptitude

• Ability to visualize how data flows through a complex GTM system and spot where it leaks.
• Hands-on experience designing and building automation workflows across GTM systems, with strong fluency in APIs, integrations, and workflow orchestration tools.
• Deep familiarity with CRMs (Salesforce/HubSpot) and the surrounding GTM ecosystem — marketing automation, SDR tooling, enrichment platforms, CS platforms, and more.
• AI-native fluency: you've deployed agentic workflows in a GTM context with demonstrable impact, and you use AI daily to move faster without sacrificing quality.

GTM Context & Curiosity

• You've done some of these GTM jobs before, or spent serious time understanding their day-to-day goals and challenges. You build for the rep, not just the system.
• First-principles problem solver: you ask "Why is this process broken at the root?" not "How do we fix this tool?"
• Strong systems thinking — connecting channels, lifecycle stages, messaging, and GTM motions into a cohesive growth strategy.
• Excellent communication skills with the ability to translate between business and technical stakeholders.
• Obsessive learner with a track record of teaching yourself new technologies before they become obvious.

Required Skills

• 5+ years of experience in GTM Operations, RevOps, Sales/Marketing Systems, Growth, or Automation Engineering.
• Proven experience designing and building automation workflows across GTM systems.
• Hands-on experience with AI-powered technologies, agents, or autonomous GTM systems.
• Strong technical fluency, including experience with Salesforce, APIs, integrations, and workflow orchestration tools.
• Excellent communication skills with the ability to translate between business and technical stakeholders.
• Strong analytical, organizational, and project management skills with the ability to manage multiple priorities in a fast-paced, cross-functional environment.

Preferred Skills

• SQL proficiency for self-serve data analysis, debugging, and validation.
• Hands-on experience with HubSpot, Salesforce, Qualified, RB2B, Clay, or similar enrichment and analytics platforms.
• Experience building internal tools or lightweight UIs to unify data across systems.
• Background in B2B SaaS.

Our Values

As a Founding hire of this function, you will embody our core values:

• Confident Humility: We lean into our strengths but "know what we don't know." You'll bring bold ideas to the Senior Leadership Team while viewing asking for help as a sign of strength.
• Mission-Driven Ownership: You take responsibility for anything that affects the OTS mission, even if it's "not in your job description."
• Compassionate Candor: Direct communication is the fastest way to find solutions. You'll give and receive honest feedback to help our GTM engine scale.
• Teamwork: We are all rowing in