Senior GTM Engineer

The Opportunity

We are a B2B AI SaaS company in active transition from a product-led growth model to a combined PLG + sales-led motion. Our CRM, data, and workflow infrastructure was built for self-serve — it was not built for an outbound sales team running MEDDIC-qualified opportunities across four market segments. This role closes that gap.

The GTM Engineer is a builder first. You will own the technical plumbing that connects our go-to-market systems — ensuring data flows cleanly, workflows run reliably, and our reps spend time selling instead of wrestling with tooling. This is a founding operational role: you will set the architectural standards others build on.

Your Impact

• Data Enrichment & Hygiene

  • Own the end-to-end data enrichment pipeline using Clay and ZoomInfo — from ingestion and deduplication through CRM sync.
  • Define and enforce data governance standards: required fields, input formats, ownership rules, and freshness SLAs.
  • Instrument lead scoring, ICP scoring, and routing logic to ensure MQLs land with the right rep, at the right time, with the right context.
  • Build PLG → SLG handoff data flows: surface self-serve product signals (PQLs) in Salesforce as first-class pipeline inputs.

Workflow Automation & Integrations

• Design and maintain the integration architecture across the GTM stack using Zapier, Workato, or equivalent iPaaS tooling.
• Automate high-friction manual processes — rep task creation, deal stage alerts, stall detection, Slack notifications for pipeline events.
• Build and maintain Outreach sequence infrastructure: template governance, A/B testing frameworks, performance attribution back to Salesforce opportunities.
• Ensure reliable, low-latency data sync across Salesforce, Outreach, ZoomInfo, Clay, and downstream tools.

AI & LLM-Powered Automations

• Evaluate, pilot, and operationalize AI tools that drive measurable rep productivity — call summarization, email generation, deal coaching, CRM auto-fill.
• Build lightweight LLM-powered automations (e.g., auto-populating MEDDIC fields from call transcripts, generating next-step suggestions from deal history).
• Establish a structured evaluation framework for AI vendors — measuring adoption, productivity delta, and ROI before committing to contracts.

We're Looking For Someone Who:

• Has 4+ years in GTM Systems, Sales Operations, or Revenue Operations with end-to-end ownership of systems and workflows.
• Proven ownership of a data enrichment pipeline using Clay and/or ZoomInfo — from ingestion and deduplication through CRM sync.
• End-to-end iPaaS experience (Workato, Zapier, Tray.io, or equivalent) — you build and maintain the integrations yourself.
• Hands-on Outreach administration: sequence governance, template management, A/B testing, and performance attribution.
• Strong analytical instincts — you instrument what you build and proactively surface what is broken before someone files a ticket.
• Experience translating business requirements into technical system configurations independently.
• Comfortable owning a personal backlog and roadmap in an environment with limited process infrastructure.

Preferred Qualifications:

• Experience supporting a PLG → SLG transition, including building PQL-to-pipeline workflows.
• Hands-on work with LLM APIs or AI productivity tools in a GTM context (call intelligence, CRM enrichment, email generation).
• CPQ administration experience; DocuSign CLM or eSignature integration experience.
• Salesforce Advanced Administrator or Platform App Builder certification.
• Experience with MEDDIC or MEDDPICC and translating the framework into enforced CRM data models.
• Background in B2B SaaS RevOps at a company that scaled from Series A/B through the growth stage.

About Otter.ai

We are in the business of shaping the future of work. Our mission is to make conversations more valuable.

With over 1B meetings transcribed, Otter.ai is the world’s leading tool for meeting transcription, summarization, and collaboration. Using artificial intelligence, Otter generates real-time automated meeting notes, summaries, and other insights from in-person and virtual meetings - turning meetings into accessible, collaborative, and actionable data that can be shared across teams and organizations. The company is backed by early investors in Google, DeepMind, Zoom, and Tesla.

Otter.ai is an equal opportunity employer. We proudly celebrate diversity and are dedicated to inclusivity.

*Otter.ai does not accept unsolicited resumes from 3rd party recruitment agencies without a written agreement in place for permanent placements. Any resume or other candidate information submitted outside of established candidate submission guidelines (including through our website or via email to any Otter.ai employee) and without a written agreement otherwise will be deemed to be our sole property, and no fee will be paid should we hire the candidate.

Accessibility & Accommodations

Otter.ai is committed to providing reasonable accommodations for candidates with disabilities in our hiring process. If you need assistance or an accommodation during any stage of the recruitment process, please contact [email protected] at least 3 business days before your interview.

*Otter.ai does not accept unsolicited resumes from 3rd party recruitment agencies without a written agreement in place for permanent placements. Any resume or other candidate information submitted outside of established candidate submission guidelines (including through our website or via email to any Otter.ai employee) and without a written agreement otherwise will be deemed to be our sole property, and no fee will be paid should we hire the candidate.

Salary range

Salary Range: $150,000 to $165,000 USD per year.

This salary range represents the low and high end of the estimated salary range for this position.