GTM Engineer

CaptivateIQ is transforming the way companies plan, manage, and optimize sales performance. We started by revolutionizing incentive compensation management, and now we’re expanding our platform to solve broader sales planning challenges. Recognized by industry analysts like Forrester and G2 and backed by top-tier investors, including Sequoia, ICONIQ, Accel, and Sapphire Ventures, we empower high-growth companies like Netflix, Figma, and Stripe with the flexibility and insights needed to drive revenue performance. Join a talented, fast-growing team committed to solving some of the most complex and impactful problems in sales performance management.

About the Role We're looking for a GTM Engineer to design, build, and maintain the agentic GTM motions that generate pipeline at scale. Sales or marketing ops and domain experience is helpful, but this is not a traditional sales or marketing ops role. You will deploy agents that book meetings and generate pipeline, while building the shared knowledge layer that powers every GTM agent across the team.

Success in this role will be measured in pipeline dollars sourced to motions you built, BDR and AE time saved, and a robust system of context that makes every agent in the org smarter over time.

This is a builder role in an emerging field. We're heavily prioritizing learning velocity and a growth mindset over years of experience. We’re especially interested in seeing what you’ve built in this recent window of dramatic LLM-driven technological and market change. The landscape is shifting fast, and we need someone who ships, measures, iterates, and isn't waiting for a playbook to be written for them.

Responsibilities • Design, build, and optimize automated outbound sequences with agentic workflows that personalize at scale.

• Work alongside marketing and GTM teams to generate pipeline from agentic GTM motions end to end: prospecting logic, enrichment, sequencing, measurement, and continuous improvement.

• Build and maintain a shared system of context that powers agents used by Marketing, BDRs, and AEs across the organization.

• Deploy automations that multiply BDR and AE effectiveness: auto-research, meeting prep, call briefings, and follow-up workflows that increase logged activity (emails, calls, meetings).

• Instrument and report on sequence performance (open rates, reply rates, meeting set rates, pipeline sourced), translating metrics into an experimentation roadmap to drive continuous improvement.

• Collaborate with BDR leadership and Marketing to align agentic motions with target segments, campaigns, and the buyer journey, ensuring automated outreach complements human-led efforts.

• Evaluate, integrate, and maintain the tech and tool stack (Clay, coding agents, enrichment providers, sequence platforms) required to run agentic GTM at scale.

Requirements • You’ve vibe-coded something interesting. Show us what you’ve made!

• Demonstrated projects using AI coding agents (Claude Code, Cursor, Copilot), Clay, or similar martech tools to build genuinely agentic solutions, not just templates or simple automations.

• Domain experience in GTM Engineering, Sales Development, Marketing, Marketing Operations, Sales Operations, or Revenue Operations, with hands-on experience building automated workflows.

• Data-driven mindset with the ability to instrument experiments, read results, and iterate quickly.

• Excellent written communication: you'll be authoring the templates, prompts, and frameworks that agents use to represent the company.

Nice to Have • Strong working knowledge of B2B outbound sales motions: sequencing, prospecting, enrichment, intent signals, and pipeline measurement.

• Comfort writing and debugging code (Python, JavaScript, or similar) to connect APIs, manipulate data, and build custom automations. You don't need to be a software engineer, but you need to be fluent enough to ship.

• Familiarity with MAPs, CRM, and sales engagement platforms (Salesforce, HubSpot, Outreach, or similar).

• Familiarity with enrichment tools (ZoomInfo, Apollo, Clearbit), intent data platforms (UserGems, Bombora, 6sense), or building multi-step AI agent workflows.

Core Competencies • Builder instinct: builds solutions to problems rather than waiting for a vendor or a process to be handed down. Ships fast, measures, iterates.

• Learning velocity: picks up new technology quickly and adapts as the landscape shifts. Comfortable operating in ambiguity and figuring things out in a nascent field.

• Systems thinking: sees how individual automations connect to the broader GTM motion and builds with composability and shared context in mind.

• Cross-functional collaboration: works fluidly with BDRs, AEs, marketing, and ops to align automated motions with human-led efforts.

• Operational rigor: maintains quality standards across agent outputs, data flows, and reporting.

• Growth mindset: treats every sequence as an opportunity to learn. Curious about what's working, honest about what isn't, and energized by the pace of change in AI-powered GTM.

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