GTM Engineer, Sales Operations

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      "content": "<div>\n<p><strong>About the Role</strong></p>\n<p>We're looking for a <strong>GTM Engineer, Sales Operations</strong> to own the systems engineering layer of Unstructured's go-to-market function on the <strong>RevOps &amp; Data</strong> team. In this role, you'll design, build, and maintain the <strong>CRM architecture, workflow automation, lead routing/handoff, deal desk processes, integration infrastructure, and sales enablement ops processes</strong> that the entire GTM organization runs on. You'll treat these systems like a product you own: scoping solutions, shipping them to production, and iterating based on how the team uses them.</p>\n<p>This is a high-impact role for someone who thrives at the intersection of RevOps, systems engineering, and AI-assisted development, with deep experience in <strong>HubSpot</strong> and a track record of building tools that teams actually use.</p>\n<p>You'll work alongside a <strong>GTM Engineer (Growth)</strong> focused on prospecting, enrichment, and signal activation, and a <strong>Senior Data Analyst</strong> who owns our Snowflake lakehouse and BI stack. Small team, big scope.</p>\n<p>This role is <strong>remote (US)</strong> with <strong>occasional in-person working sessions (travel paid for by Unstructured).</strong></p>\n</div>"
    },
    {
      "text": "What You'll Do",
      "content": "\n<li>Own and evolve&nbsp;<strong>HubSpot CRM architecture</strong>: deal stages, pipeline configuration, property management, record automation, and data hygiene at scale. Serve as the overall <strong>CRM product owner</strong>.</li>\n<li>\n<p>Build and maintain <strong>workflow automations</strong> from Deal-Created -&gt; Solutions implementation -&gt; Renewal: deal stage enforcement, assignment rules, SLAs, feedback loops and expansion routing.</p>\n</li>\n<li>\n<p>Own <strong>deal desk, CPQ, and quote-to-cash processes</strong>, working with sales and BizOps to ensure clean handoffs from signed contract to provisioning to payment made.</p>\n</li>\n<li>\n<p>Ship <strong>custom integrations and tools</strong> using AI-assisted development (Claude Code, etc.) that solve real operational problems and run in production.</p>\n</li>\n<li>\n<p>Own <strong>HubSpot onboarding and GTM tool enablement for all GTM team members</strong> — AEs, BDRs, and cross-functional users: build onboarding workflows, maintain playbook distribution, and ensure new hires are productive in the stack quickly.</p>\n</li>\n<li>\n<p>Own <strong>post-deal pipeline reporting and forecasting infrastructure</strong>: deal stage accuracy, pipeline velocity, and revenue metrics for Sales leadership.</p>\n</li>\n<li>Build and maintain <strong>expansion pipeline infrastructure and renewal workflow automation</strong>, in close coordination with GTM Engineer, Growth on expansion signals.</li>\n<li>\n<p>Conduct&nbsp;<strong>build vs. buy analysis</strong> for new tooling needs. Not everything needs to be custom-engineered; know when to configure, when to integrate, and when to build.</p>\n</li>\n"
    },
    {
      "text": "What We're Looking For (Essential Skills)",
      "content": "\n<li><strong>4+ years</strong> in revenue/sales operations (or equivalent) at a <strong>B2B SaaS company.</strong></li>\n<li>\n<p>Deep <strong>HubSpot CRM</strong> experience, including workflow automation, custom properties, and pipeline management.</p>\n</li>\n<li>\n<p>Experience building and maintaining <strong>workflow automations</strong> (HubSpot workflows, n8n, Zapier, or similar).</p>\n</li>\n<li>\n<p>Proficiency with <strong>AI-assisted development tools</strong> (Claude Code, Codex, Cursor, etc.). Must have shipped a tool, integration, or automation to production that a team actually uses.</p>\n</li>\n<li>\n<p>Experience with <strong>deal routing</strong>, account-to-rep assignment, expansion routing, and renewal workflows.</p>\n</li>\n<li>\n<p>Experience with designing system for <strong>handoff of accounts from Sales to Solutions</strong> for technical implementation</p>\n</li>\n<li>\n<p>Experience with <strong>CPQ, billing integrations, or deal desk operations.</strong></p>\n</li>\n<li>\n<p>Experience with owning <strong>sales enablement processes</strong>, such as a GTM team onboarding processes/automations</p>\n</li>\n<li>\n<p>Ability to run quick <strong>build vs. buy analyses</strong>: not everything needs to be custom-engineered.</p>\n</li>\n<li>Experience with <strong>Renewal processes and automations</strong>.</li>\n<li>\n<p><strong>Strong documentation discipline</strong>: you write it down, keep it current, and treat docs as a first-class deliverable - not an afterthought</p>\n</li>\n"
    },
    {
      "text": "Nice-to-Have Skills",
      "content": "\n<li>Experience at a&nbsp;<strong>developer-focused or open-source company.</strong></li>\n<li>\n<p>Experience with <strong>Enterprise ICPs</strong> and complex, multi-stakeholder sales cycles.</p>\n</li>\n<li>\n<p>Experience with&nbsp;<strong>driving expansion motions</strong> alongside Growth.</p>\n</li>\n<li>Familiarity with <strong>AI-native GTM workflows</strong> and working alongside a GTM Engineer focused on signal and pipeline generation.</li>\n\n<p>&nbsp;</p>\n<div>&nbsp;</div>"
    },
    {
      "text": "Why Unstructured",
      "content": "\n<li>Join a company at the cutting edge of <strong>AI + data infrastructure</strong>, powering the future of generative AI.</li>\n<li>Own the systems engineering layer of GTM at a Series B company.&nbsp;<strong>Real ownership, not ticket-taking.</strong></li>\n<li>Work on a team that builds and deploys&nbsp;<strong>full-stack apps, AI-powered tools, and custom integrations.</strong> You'll ship things that matter.</li>\n<li>Small team (3 people, 10 functions) =&nbsp;<strong>massive scope and direct impact</strong> on how the company sells.</li>\n<li>You're encouraged to experiment with tools.&nbsp;<strong>Freedom to build.</strong></li>\n<li>Competitive compensation, equity, and benefits.</li>\n"
    }
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