GTM Operations Engineer

Role Description

Join us! GoFundMe is looking for a GTM Ops Engineer to sit within our Business Operations team and own the systems that make our go-to-market engine run. This is not a reporting role or a tools-admin role. You will own the architecture, automation, and data infrastructure that sits beneath sales, marketing, and customer success, and you will be the person who translates messy business requirements into reliable, scalable systems. The environment you are walking into: growth has outpaced process. Too many tools. Inconsistent data. Unclear handoffs. Constant pressure for pipeline. Your job is to bring order by designing systems that are signal-driven, measurable, scalable, and reliable. The ideal candidate has handled ICP definition, data enrichment, outbound and ABM workflows, lifecycle automation, lead and account scoring, routing and SLAs, attribution, and reporting, and is most effective in environments where a lot of manual work can be organized into automated systems.

What You'll Do

• Revenue Systems & Automation
  • Define and enforce data quality standards across the full GTM stack, from ingestion through to CRM writeback.
  • Design and maintain lead and account scoring models grounded in real signal, not just firmographic proxies.
  • Build lifecycle automation that covers the full revenue funnel from first touch through expansion, with clear handoff logic between sales, marketing, and CS.
  • Identify and automate high-friction manual processes across Sales Ops, Post-Sales Ops, Deal Desk, and Commissions, replacing repetitive work with reliable, auditable systems.
  • Apply AI to internal operations workflows: surfacing contract exceptions for Deal Desk, flagging commission discrepancies, automating renewal and expansion triggers for Post-Sales, and generating sales ops reporting without manual pulls.
  • Partner with the owners of each function to map current-state workflows, identify the highest-leverage automation opportunities, and sequence the build accordingly.
• Territory Intelligence & Enrichment
  • Build and own the data enrichment strategy across the sales org, evaluating and deploying tools with a critical eye toward what actually improves account quality and prospecting effectiveness, not just checkbox compliance.
  • Close gaps in account intelligence to automate territory assignments, lead routing, seller productivity, and retention and expansion plays.
  • Own the enrichment stack and build multi-source waterfall logic that maximizes coverage and data quality without redundant spend.
  • Establish enrichment workflows and governance frameworks built to scale, not just for today's org, but for where we're headed.
  • Partner with RevOps to maintain Salesforce data integrity and build scalable standards for data hygiene across the full object model.
• GTM Engineering & AI
  • Connect data across systems to power account summaries, account scoring models, and automated plays for sellers and account managers, so reps have the right context at the right time without doing manual research.
  • Build agentic workflows and AI-assisted automation for account research, ICP qualification, outbound personalization, and ABM triggers.
  • Apply prompt engineering and model evaluation to GTM use cases.
  • Write Python and SQL to automate workflows, build integrations, and clean data at scale.
  • Connect systems via APIs, building lightweight integrations where off-the-shelf connectors fall short.
  • Maintain documentation for the systems you build so the org is not dependent on tribal knowledge.

Qualifications

• 5 to 8 years in GTM operations, revenue operations, or sales operations, with hands-on systems-building experience in a SaaS environment.
• CRM architecture proficiency in Salesforce. You configure it, you do not just use it.
• Hands-on experience with data pipeline tooling.
• Production-grade Python and SQL. You write code that runs in real systems, not just notebooks.
• Lead routing experience. You have built assignment logic with real SLA requirements.
• Enrichment stack experience. You have built waterfalls, not just connected data sources.
• Working knowledge of AI and ML tooling applied to GTM problems: prompt engineering, model evaluation, and vector DBs.
• Sharp analytical instincts paired with business judgment. You turn ambiguous requirements into system logic without needing the problem fully defined upfront.
• Exceptional communication skills across technical and non-technical stakeholders. You can explain a routing architecture and a business tradeoff in the same conversation.

Requirements

• A builder, not a maintainer. You see broken, manual GTM processes and immediately start designing the architecture to replace them.
• Opinionated about data quality. You know that bad data upstream breaks everything downstream, and you build accordingly.
• Someone who knows when to build vs. buy, and can defend the decision.
• Willing to push back on requests that create technical debt, even when the ask comes from leadership.
• Fast without being reckless. You understand the difference between a quick fix and a safe one.
• Energized by GoFundMe's mission and motivated to make a measurable impact on how we grow.

Benefits

• Make an Impact: Be part of a mission-driven organization making a positive difference in millions of lives every year.
• Innovative Environment: Work with a diverse, passionate, and talented team in a fast-paced, forward-thinking atmosphere.
• Collaborative Team: Join a fun and collaborative team that works hard and celebrates success together.
• Competitive Benefits: Enjoy competitive pay and comprehensive healthcare benefits.
• Holistic Support: Enjoy financial assistance for things like hybrid work and family planning, along with generous parental leave, flexible time-off policies, and mental health and wellness resources to support your overall well-being.
• Growth Opportunities: Participate in learning, development, and recognition programs to help you thrive and grow.
• Commitment to DEI: Contribute to diversity, equity, and inclusion through ongoing initiatives and employee resource groups.
• Community Engagement: Make a difference through our volunteering program.