Otter.ai

Senior GTM Engineer

Otter.ai • $150K — $165K *
Mountain View, CA 94040In-Person
Enterprise Technology
Less than 5 years of experience
Today
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Job Overview by Ladders

Qualifications

  • 4+ years in GTM Systems, Sales Operations, or Revenue Operations with complete ownership of systems and workflows.
  • Proven ownership of a data enrichment pipeline using Clay and/or ZoomInfo, from ingestion to CRM sync.
  • Experience with end-to-end iPaaS tools like Workato or Zapier, managing integrations personally.
  • Hands-on experience with Outreach administration including sequence governance and A/B testing.
  • Strong analytical skills to proactively identify and resolve system issues.
  • Ability to translate business requirements into effective technical configurations independently.
  • Comfortable managing a personal project backlog in a fluid environment.

Responsibilities

  • Own and manage the end-to-end data enrichment pipeline using tools like Clay and ZoomInfo.
  • Define and enforce data governance standards across the GTM systems.
  • Instrument lead scoring and routing logic for optimal MQL handoff.
  • Design and maintain integration architecture for the GTM technology stack.
  • Automate manual processes and ensure reliable data sync across platforms.
  • Evaluate and operationalize AI tools to enhance rep productivity.
  • Establish frameworks for assessing and deploying AI vendors.

Benefits

  • Flexible working options including remote work opportunities.
  • Comprehensive health benefits including medical, dental, and vision coverage.
  • Generous vacation policy to promote work-life balance.
  • Professional development opportunities to enhance skills and career growth.
  • A supportive, collaborative company culture that values innovation and initiative.
Full Job Description
The Opportunity

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 12 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.

Were 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.
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.

About Otter.ai

Otter.ai is an AI-powered transcription service that uses machine learning algorithms to transcribe audio and video recordings. The platform is used by businesses, journalists, and other professionals to transcribe interviews, meetings, and other recordings. Otter.ai's platform is designed to be easy to use and offers a range of features, including real-time transcription and collaboration tools.
Learn more about Otter.ai
Size
100 employees
Industry
Information Technology
* Ladders Estimates

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