The GTM Engineer sits at the intersection of go-to-market strategy and AI-powered execution. Every customer-facing role in the GTM org has a workstream from lead to action that requires constant coaching, iteration, and refinement against defined best practices — and today that burden falls almost entirely on overburdened managers. We need a dedicated owner to build, deploy, and improve production-grade AI agents against well-defined workstreams, while also bringing consulting-caliber strategic analysis to territory design, signal-based outbound, enrichment, and GTM measurement. This is a senior IC role — equal parts strategist and builder.
As a GTM Engineer at Scribe, you will diagnose what's working (and what isn't) across the revenue org, make opinionated recommendations backed by data, and build the systems and automations that execute on those recommendations. You'll own some of our most important AI tooling and enablement, and be the team's resident expert on how AI changes the way modern GTM teams operate.
Reporting to the Director of GTM Operations, you'll have the chance to move fast, work across functions, and influence everything from sales plays to customer expansion and enterprise pricing.
Analyze GTM performance across Sales, Marketing, and CS — surface what's working, flag anomalies, and deliver opinionated recommendations to the revenue org
Own agent design and AI-enabled development — build and maintain a structured, data-driven agentic universe with clear iteration and roadmap management
Use AI tools and agents to surface insights, recommend GTM strategic moves, and design systems and process around an AI-enabled GTM team
Design measurement frameworks that connect outbound activity to pipeline to ARR — ensuring every play is trackable and every dollar is attributable
Partner with GTM leadership and cross-functional leaders on strategic planning, audience design, and performance reviews
Own Agentic Go-to-Market workflows as an innovator, pioneer, and advocate, pushing for new ways to implement new workflows within the GTM organization
Own Clay as a platform — lead enrichment strategy, maintain and scale playbooks, manage credit ROI, and drive best practice adoption across the team
Drive agent-activation within Dust — build workflows, knowledge bases, and automations that make the revenue org faster, more consistent, and more informed
Expand the use of AI-native tooling (Claude, OpenAI, and emerging GTM tools) across research, personalization, signal detection, and lead scoring
Own and continuously improve the leads engine — identifying high-signal triggers, building enrichment workflows, and improving targeting precision over time
Evaluate and implement new AI tools that push Scribe's GTM capabilities forward
Rebuilt Scribe's territory model — a structured, defensible account universe with clear ICP segmentation, scoring, and audience design logic
Improved signal-driven outbound automation in a repeatable AI- and data-driven outbound engine which continuously feeds the sales team with fresh activity
Scale and iterate on a measurement framework that connects strategic GTM plays to pipeline and ARR — with consistent tagging, attribution, and reporting
Elevated Enrichment — improved enrichment quality, clear credit ROI visibility by workbook, and best practices embedded across the team
Activated AI in the GTM org — meaningful AI adoption in day-to-day revenue workflows, acting as a steward of the AI-driven change in the organization
Delivered strategic recommendations that changed how the revenue team operates — not just analyzed data, but moved the needle
3–5 years experience in Revenue Operations, GTM Engineering, Finance, or other equivalent roles
Hands-on Clay experience — you know how to build tables, manage enrichment strategy, think about credit efficiency, and translate data into targeting logic
Fluency with AI-native GTM tools — Claude, Cursor, OpenAI, Dust, or equivalent; you're not a tourist in this space and can self-serve in these areas
Consult on GTM Best Practices — Bring a consultant's lens to diagnosing GTM problems: structured thinking, clear outputs, and a bias toward recommendation over observation
GTM strategist mindset — you've done growth, sales strategy, consulting, or RevOps and you bring structure and recommendations, not just reporting
Strong data interpretation skills — you can look at funnel data, call out anomalies, and tell a story about what the numbers mean for the business
Self-directed and high-output — you identify the gap and go after it; you don't need to be told what to do next
Comfortable building from scratch — ambiguity doesn't slow you down
Nice to have:
Experience with Salesforce or HubSpot
SQL, Sigma, and Snowflake familiarity
Background in B2B SaaS, ideally PLG or hybrid GTM models
If you're reading this thinking "that's me!", we want to meet you!
You prefer to analyze and advise but not build — this role requires hands-on execution, not just recommendations
You need well-defined processes handed to you — we're building from scratch and iterating fast
You see AI as a buzzword rather than a daily operating tool — we expect fluency, not curiosity
You want to stay in a single lane — this role spans strategy, data, automation, and cross-functional partnership
Scribe is where exceptional people come to do the best work of their careers. More than 94% of the Fortune 500 use Scribe to document and scale how work gets done. Our Workflow AI platform automatically captures and optimizes workflows so teams work smarter, faster, and more consistently.
We're growing fast — since our founding in 2019, we've grown to over 5 million users across 600,000 businesses. Based in San Francisco, we've been named a LinkedIn Top Startup, are valued at over $1 billion, and are backed by leading investors. Join us in our mission to uplevel how people do work.
We are builders aspiring to master our crafts. We care deeply about our teammates and want to win, together. We fully embrace the following values:
Accelerate impact
Raise the bar
Make our users heroes
Clear is kind
Rapid learning machine
One team one dream
Our HQ is in beautiful San Francisco, California. For this role, we expect you to live in or near San Francisco and work from the office 3 days per week.
We benchmark compensation using trusted market data and apply a tiered geographic framework to ensure competitive pay across locations. The ranges below represent the base salary band for this role by tier. Final offers are determined by experience, scope, internal parity, and location.
For San Francisco-based candidates, the starting salary range is $150,000 – $175,000 + equity
Incredible teammates: Work alongside some of the nicest and smartest people
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