GTM Engineer - TAM, Whitespace & Prioritized Prospecting

Toast creates technology to help restaurants and local businesses succeed in a digital world. The Revenue Productivity team is looking for a GTM Engineer to own the Clay implementation and prospecting intelligence layer that feeds pipeline generation, building systems that map total addressable market and deliver prioritized prospect lists.

Responsibilities:

• Build and maintain Clay workflows to map intent signals, build outbound lists and identify whitespace across segments and territories
• Enrich and score accounts using third-party signals (intent data, firmographics, technographics) to create prioritized prospect lists
• Partner with Sales and SDR teams to deliver dynamic, targeted outreach sequences based on account tier and buying signals
• Own the data pipeline from Clay into CRM and Sales Assistant, ensuring enrichment is accurate, deduplicated, and actionable
• Continuously refine scoring models based on conversion data and sales feedback
• Develop a 3rd-party signal integration roadmap identifying which external data sources (intent, news, firmographic changes) should be layered into prospecting workflows and how
• Partner with Sales leadership and RevOps to provide data-backed inputs into quota planning and territory design

Requirements:

• 6+ years in Revenue Operations, Sales Operations, or GTM Engineering, with at least 2 years focused on prospecting infrastructure, account intelligence, or pipeline generation tooling
• Hands-on experience building and owning Clay workflows at scale: including enrichment waterfalls, scoring logic, and CRM sync or equivalent experience with a comparable data orchestration platform
• Deep familiarity with third-party signal providers (intent data, firmographics, technographics) and how to activate those signals in prioritized outreach and territory planning
• Agent building: Demonstrated experience designing, building, and deploying AI agents and agentic workflows that transformed real work
• Strong understanding of the B2B sales process end-to-end — you've embedded with sales teams, understand how reps prioritize their day, and can build tooling that surfaces the right account at the right time
• Strong SQL skills and comfort working directly in a data warehouse environment (Snowflake, BigQuery) for enrichment validation, pipeline QA, and model iteration
• Systems thinker who can connect tools, trace data flows, and build integrations that scale — comfortable with APIs, Salesforce flows, and no-code/low-code automation tooling
• Experience with identity resolution and deduplication tooling (Ringlead, Openprise, or similar) to ensure enriched records are clean before entering the CRM
• Familiarity with outbound sequencing platforms (Outreach, Salesloft) and how to connect Clay-enriched signals into automated sequence enrollment
• Experience contributing to or owning territory design and quota planning models using TAM data
• Background in a high-growth SaaS or fintech environment where you've scaled prospecting infrastructure from scratch across multiple segments or geographies