GTM Operations Engineer

Company Description

Air is the leader in Enterprise Readiness. Our mission is to establish readiness as a real-time condition that is continuously achieved. Today, a dangerous Readiness Gap exists between what the front line needs and what is delivered. Our AI-native platform, Air Enterprise Readiness, aligns development, production, delivery, and sustainment into one coordinated execution system for government agencies and industrial suppliers. By revealing true capacity, exposing real constraints, coordinating resources, and executing at the speed of operational demands, the front line gets what it needs to succeed.

Job Description

This is a hands-on, systems-first role for a scrappy, self-starting engineer who owns the GTM operations tech stack end-to-end. You are equal parts architect and builder — as comfortable designing the data model as you are on the keyboard building custom objects, Flows, and the integrations that connect our platforms. You own the systems our revenue engine runs on — Salesforce, Planhat, and the sales-intelligence tools around them — and lead the transformation from a legacy CRM into a scalable, automated, audit-ready platform that can carry three go-to-market motions to an S-1.

You thrive on the “so what” behind the request. When the field asks for a field, you ask what decision it drives; when a process is manual, you replace it with automation. You turn ambiguous business requirements from Sales, the Deal Team, Finance, and the account leads into clean technical designs — and you build them. You are the first line of defense for the platform, and you take pride in creating order out of multiple GTM systems across the funnel. 

This role owns the systems and architecture layer of RevOps that powers a well-structured data foundation.

This is a full-time position based in our Arlington, VA office and may require up to 10% travel.

Scope of Responsibilities

• GTM Tech Stack Ownership & Hands-On Build: Own and personally build the Go-to-Market technology stack — Salesforce (system of record), Planhat (CSP), Slack, and connected sales-intelligence tools (e.g., ZoomInfo, LinkedIn Sales Navigator, GovWin, Leadership Connect). You architect the solution and then build it yourself — custom objects, Flows, validation, and the cross-platform integrations and data-enrichment pipelines that keep records complete — while keeping the org healthy (security and sharing model, access, vendor coordination).
• CRM Architecture & Data Model: Re-architect and maintain the Salesforce foundation — account hierarchy and higher-order customer structure, territory management, profiles and role hierarchy, contacts and leads, activity tracking, and dynamic sales stages by deal type (Standard/Direct, Capture, Partnership, BD, Corp Dev).
• Automation & Workflow Engineering: Design and build scalable automation with Flows, validation rules, and approval routing that replace manual, error-prone processes; leverage modern AI and workflow tooling to increase operational velocity across the GTM team.
• Integrations & Platform Engineering: Build and maintain integrations across the stack (Slack, marketing-influence and lead tracking, downstream Finance/order handoffs) via native connectors, middleware, or APIs; own the technical workflows that let deals move without friction.
• Deal-Support Systems Foundation: Lay the groundwork for the system plumbing behind quote–price–configure (QPC), booking and order management, and deal governance / approvals so the platform is ready to support a formal Deal Desk as RevOps scales.
• Data Integrity & System of Record: Own automated data-hygiene routines, duplicate management, and closed-won field governance (contract #, type, product class/type, effective date, owner/secondary owner, account, amount, partner, term) so the system of record stays reliable and forecast-ready.
• Release & Environment Management: Manage sandbox environments, testing, and change/release management using version-control and deployment discipline; keep configuration documented and auditable ahead of S-1 scrutiny.
• Documentation & Enablement: Maintain GTM system documentation and a structured taxonomy (Google Drive / Confluence); act as tier-2/3 technical support for the field and deliver CRM basics and hygiene training for new Sales and Engagement Manager hires.
• Cross-Functional Partnership: Partner with Business Insights & Analytics, Finance, the Deal Team, and account leads — translating business needs into technical designs and ensuring the data model cleanly feeds reporting and forecasting owned elsewhere.

Qualifications

• U.S. Citizenship is required.
• Bachelor’s degree in Business, Information Systems, Computer Science, Data Science, or a related field — or 3–5 years of equivalent hands-on experience.

Required Skills: 

• Experience: Experience: 3–5 years building on and administering Salesforce in a fast-paced B2B SaaS or technology environment, including hands-on configuration and integration work, with demonstrated ownership of a live production org.
• Core Salesforce Skills: Hands-on mastery of declarative build — Flows, validation rules, security/sharing model, page layouts, and approval processes — plus data-model design (objects, relationships, record types, hierarchies).
• Integrations & Automation: Proven, hands-on experience building integrations between Salesforce and adjacent platforms via native connectors, middleware (iPaaS), or REST/SOAP APIs, and replacing manual processes with automated workflows.
• Programmatic Fluency: Able to read, debug, and write light Apex, SOQL, and Lightning Web Components for when declarative build hits its limits.
• Data Discipline: Meticulous attention to detail and a track record of turning messy CRM data into a clean, governed system of record.
• Communication: Strong verbal and written communication; able to translate business requirements into technical designs and explain trade-offs to non-technical stakeholders.

Desired Skills: 

• Certifications: Salesforce Certified Administrator; Advanced Administrator or Platform App Builder a plus.
• Quote-to-Cash exposure: Familiarity with CPQ / Revenue Lifecycle Management (RLM), quote–price–configure, or booking/order management.
• Programmatic skills: Deeper programmatic experience — complex Apex, LWC, or custom API services — beyond the light scripting above.
• Tooling: Experience with Salesforce, Planhat or another CSP; iPaaS/middleware; deployment tooling; and Slack.
• Ways of working: Hands-on experience using AI tools to automate workflows and accelerate operations; documentation platforms (Confluence, Google Drive).
• Mission interest: Interest in Revenue Operations, business-process optimization, and national security / defense acquisition.
• Clearance Eligibility: Active U.S. security clearance or the ability to obtain one with our sponsorship.

We firmly believe that past performance is the best indicator of future performance. If you thrive while building solutions to complex problems, are a self-starter, and are passionate about making an impact in global security, we’re eager to hear from you.

Air is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability and protected veterans status or any other characteristic protected by law.