Unstructured Technologies Inc. - GTM Engineer, Sales Operations
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Requirements
• 4+ years in revenue/sales operations (or equivalent) 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 deal routing, account-to-rep assignment, expansion routing, and renewal workflows. • 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. • Experience with Renewal processes and automations. • Strong documentation discipline: you write it down, keep it current, and treat docs as a first-class deliverable - not an afterthought • Experience at a developer-focused or open-source company. • Experience with Enterprise ICPs and complex, multi-stakeholder sales cycles. • Experience with driving expansion motions alongside Growth. • Familiarity with AI-native GTM workflows and working alongside a GTM Engineer focused on signal and pipeline generation.
Responsibilities
• Own and evolve HubSpot CRM architecture: deal stages, pipeline configuration, property management, record automation, and data hygiene at scale. Serve as the overall CRM product owner. • Build and maintain workflow automations from Deal-Created -> Solutions implementation -> Renewal: deal stage enforcement, assignment rules, SLAs, feedback loops and expansion routing. • 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. • Own HubSpot onboarding and GTM tool enablement for all GTM team members — AEs, BDRs, and cross-functional users: build onboarding workflows, maintain playbook distribution, and ensure new hires are productive in the stack quickly. • Own post-deal pipeline reporting and forecasting infrastructure: deal stage accuracy, pipeline velocity, and revenue metrics for Sales leadership. • Build and maintain expansion pipeline infrastructure and renewal workflow automation, in close coordination with GTM Engineer, Growth on expansion signals. • 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.
Benefits
• Join a company at the cutting edge of AI + data infrastructure, powering the future of generative AI. • Own the systems engineering layer of GTM at a Series B company. Real ownership, not ticket-taking. • Work on a team that builds and deploys full-stack apps, AI-powered tools, and custom integrations. You'll ship things that matter. • Small team (3 people, 10 functions) = massive scope and direct impact on how the company sells. • You're encouraged to experiment with tools. Freedom to build. • Competitive compensation, equity, and benefits.
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