GTM Engineer, Operations

Unstructured is redefining how organizations unlock the value of unstructured data for AI/ML pipelines. The GTM Engineer, Operations will own the systems engineering layer of the go-to-market function, focusing on CRM architecture, workflow automation, and sales enablement processes.

Responsibilities:

• Own and evolve HubSpot CRM architecture: deal stages, pipeline configuration, property management, record automation, and data hygiene at scale
• Build and maintain workflow automation across the full GTM funnel: lead routing, lifecycle stage progression, assignment rules, and sales stage enforcement
• Design and operationalize the Marketing -> BDR -> AE lead -> Solutions implementation handoff, including routing logic, SLAs, and feedback loops
• Own deal desk, CPQ, and quote-to-cash processes, working with sales and BizOps to ensure clean handoffs from signed contract to provisioning to payment made
• Ship custom integrations and tools using AI-assisted development (Claude Code, etc.) that solve real operational problems and run in production
• Support GTM team onboarding and enablement: build onboarding workflows, maintain playbook distribution, and ensure new hires are productive in the stack quickly
• Manage attribution and lead funnel reporting in conjunction with Marketing/Growth to ensure pipeline sources and conversion metrics are accurate
• Conduct build vs. buy analysis for new tooling needs. Not everything needs to be custom-engineered; know when to configure, when to integrate, and when to build

Requirements:

• 4+ years in GTM (revenue/marketing/sales) operations or GTM engineering at a B2B SaaS company
• Deep HubSpot CRM experience, including workflow automation, custom properties, and pipeline management
• Experience building and maintaining workflow automations (HubSpot workflows, n8n, Zapier, or similar)
• Proficiency with AI-assisted development tools (Claude Code, Codex, Cursor, etc.). Must have shipped a tool, integration, or automation to production that a team actually uses
• Experience with lead routing (including Marketing to BDR to AE handoff), deal stage management, and sales process design
• Experience with designing system for handoff of accounts from Sales to Solutions for technical implementation
• Experience with CPQ, billing integrations, or deal desk operations
• Experience with owning sales enablement processes, such as a GTM team onboarding processes/automations
• Ability to run quick build vs. buy analyses: not everything needs to be custom-engineered
• A documentation-heavy mindset with a knack for effective change management
• Familiarity with Clay for data enrichment
• Experience at a developer-focused or open-source company
• Experience with Enterprise ICPs and complex, multi-stakeholder sales cycles