Founding GTM Engineer

Role 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

• 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.

Requirements

• 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.

Company Description

On The Stage (OTS) started in the arts — and we’ve never left. What began as a platform built for theatre makers has grown into the ticketing, marketing, and fundraising engine powering the full spectrum of live entertainment: from K–12 drama programs and community theatres to professional performing arts organizations, comedy clubs, music venues, multi-venue entertainment complexes, immersive experiences, and location-based entertainment.

Founded by Tony and Olivier Award-winning Broadway producer Hunter Arnold alongside Silicon Valley tech veterans, we were built from the inside out — by people who came from the arts and understood what was missing. That origin shapes everything: the language we use, the problems we prioritize, and the conviction that every live entertainment producer — non-profit or commercial, a school drama teacher or a West End producer — deserves access to the same infrastructure that powers Broadway.

Today, OTS serves thousands of organizations across the US — non-profits and commercial producers alike. Our all-in-one platform delivers Broadway-caliber infrastructure: ticketing with mobile-first checkout, a native CRM, automated marketing, a full fundraising suite, in-checkout revenue accelerators, and real-time reporting — all sharing a single patron record. Whether the goal is filling seats, cultivating donors, or maximizing revenue per transaction, every feature serves one mission: helping live entertainment organizations endure, expand, and prosper.

We believe in power without complexity — intuitive enough for a solo educator to launch in minutes, sophisticated enough to power the most complex commercial productions. OTS is at a pivotal growth stage, and the GTM infrastructure we build today will directly shape how we reach and serve the next wave of live entertainment organizations. This role sits at the center of that.