Job Details

Key Responsibilities
Signal Infrastructure and Account Intelligence
• Design, build, and maintain the signal detection architecture across multiple data sources procurement intelligence, third-party intent, competitive intent, first-party web visitor data, and trigger signals (leadership changes, regulatory filings, M&A activity, capital improvement plans).
• Manage the central enrichment and orchestration platform building workflows that continuously enrich the account and contact database, correlate signals into account-level scores, and push prioritized daily queues to Sales Development representatives and Account Executives.
• Expand the contact coverage within existing target accounts from a single point of contact to full buying-committee depth, and identify and source net-new accounts as the addressable universe evolves.
• Build and maintain the Customer Expansion Map for existing customers, a workgroup-by-workgroup, division-by-division view of current usage versus untapped opportunity, refreshed quarterly and integrated into the Customer Success and Account Executive workflow.
Workflow Automation and Orchestration
• Design and implement end-to-end GTM workflows that translate raw signals into prioritized, personalized, ready-to-send outreach including AI-generated account research briefs, stakeholder maps, and first-draft messaging tailored to vertical, persona, and triggering signals.
• Integrate and maintain the full revenue tech stack ensuring clean data flow, reliable automation, and consistent attribution across systems.
• Build and maintain the lead routing, scoring, and handoff logic that moves prospects from first touch through Marketing Qualified Lead, Sales Qualified Lead, and on to Account Executives with full signal history and research context attached at every stage.
• Continuously improve sequence, cadence, and trigger logic based on measured performance which signals are converting, which are not, and which should be pruned.
AI Enablement and Content Generation
• Design and implement AI-assisted workflows for account research, message drafting, call preparation, and proposal acceleration, making AI an embedded layer in the daily work of Sales Development, Account Executive, Customer Success, and Marketing team members.
• Develop and maintain the prompt library and AI playbook used across the GTM organization, including persona-specific and vertical-specific message generation templates for electric, gas, water, and public sector audiences.
• Partner with Marketing on content derivation workflows, taking source assets (analyst briefings, customer case studies, whitepapers) and producing persona-tailored, vertical-specific derivative assets at scale.
• Establish and enforce guardrails on acceptable AI use, including mandatory human review for outbound to named accounts, restrictions on AI voice and LinkedIn automation, and data privacy controls for customer-confidential information.
Measurement, Analytics, and Continuous Improvement
• Build and maintain the GTM measurement dashboard, including account coverage rates, signal-to-meeting conversion, multi-thread depth, expansion workgroups engaged per customer, and expansion ARR as a share of total new ARR.
• Conduct monthly signal audits evaluating which signal sources and combinations correlate most strongly with meetings held and pipeline generated, and recommending adjustments to signal weighting, sequencing, and targeting.
• Partner with Sales and Marketing leadership on quarterly business reviews, surfacing what is working, what is not, and what to change. Bring a bias toward evidence-based recommendations rather than activity reporting.
• Document workflows, runbooks, and system dependencies so that the operating system is resilient and not dependent on any single person, including yourself.
Cross-Functional Partnership
• Collaborate closely with Marketing, Sales Development, Account Executives, and Customer Success to translate their frontline needs into workflow and tooling improvements and to ensure adoption of new capabilities as they are built.
• Serve as the internal subject matter expert on modern GTM tooling and AI-assisted workflows enabling the team through training, documentation, and hands-on workshops.

Requirements
• Bachelor`s degree in Business, Computer Science, Engineering, Business or Marketing, or a related field (or equivalent professional experience).
• 3–6 years of experience in revenue operations, marketing operations, sales operations, growth engineering, or GTM engineering ideally within enterprise B2B SaaS.
• Demonstrated hands-on experience building and operating modern GTM tooling stacks, including CRM (HubSpot or Salesforce), sales engagement platforms (SalesLoft, Outreach, Apollo), and enrichment or orchestration platforms (Clay, etc).
• Proficiency with sales intelligence and intent data tools such as ZoomInfo, LinkedIn Sales Navigator, Bombora, G2 Buyer Intent, 6sense, or Demandbase.
• Strong working knowledge of modern AI tooling including generative AI platforms (Claude, ChatGPT, Gemini) and AI-assisted GTM tools (Octave, Regie.ai, or equivalent context engines) and practical experience designing workflows that use them responsibly.
• Excellent analytical skills with the ability to design measurement frameworks, interpret results, and make evidence-based recommendations.
• Strong written and verbal communication skills, with the ability to translate technical workflows into clear documentation and executive-level reporting.
• Self-directed, organized, and comfortable operating as a builder in a fast-paced environment with limited existing infrastructure.
Preferred Qualifications
• Prior experience building a signal-led or account-based outbound motion from the ground up, particularly in a narrow-TAM, high-ACV, enterprise sales environment.
• Experience selling to or supporting GTM efforts within th