unstructured.io

GTM Engineer, Operations

unstructured.io

full-time

Posted on:

Location Type: Remote

Location: United States

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Salary

💰 $120,000 - $150,000 per year

About the role

  • 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
Benefits
  • Competitive compensation
  • Equity
  • Benefits
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
HubSpot CRMworkflow automationcustom propertiespipeline managementlead routingdeal stage managementsales process designCPQbilling integrationsAI-assisted development
Soft Skills
change managementdocumentationonboardingenablementanalytical thinking