Lead GTM Engineer

About the Role

BrainPOP is building an AI-first go-to-market engine --- and the Lead GTM Engineer is the role that makes it run. This is not a traditional CRM admin or developer position. You will own the technical architecture and strategic direction of our entire GTM stack: designing the data flows, integration logic, enrichment workflows, and automation that connect our signals to our pipeline to our revenue.

You will work at the intersection of Revenue Operations, data strategy, and GTM execution --- reporting directly to the VP of Revenue Operations and partnering daily with Sales, Marketing, Customer Success, Finance and our Data Analytics team. You will make architectural decisions that have long-term consequences for how this organization scales, and you'll use AI-powered development tools alongside a small-but-mighty SFDC admin team to execute on those decisions.

This is an individual contributor player/coach, builder-thinker role. The ideal candidate has a clear strategic vision for what a modern GTM stack should do, the judgment to sequence it correctly, and the learn-it-all mentality to go deep on any tool or integration that stands between the design and the outcome.

This role will be based in our NYC HQ or remote in one of our approved hiring states (see details below). Eastern time zone is preferred, or flexibility to align to Eastern time zone generally. Travel to NYC HQ is expected once per quarter.

In This Role You will

GTM stack architecture and strategy

• Design and own the integration architecture across our GTM stack: Salesforce (Sales, Marketing, and Service Cloud), Celigio iPaaS, Tableau, Gong, Starbridge.ai, HockeyStack, NetSuite, Mandrill, Appcues, and net-new tools as we evaluate and add them
• Lead the consolidation of existing revenue technology tools, eliminating redundancies where they exist and ensuring seamless data flow across the stack
• Make build-vs-buy decisions with clear reasoning --- evaluate new tool additions against integration complexity, data hygiene risk, and existing stack overlap before committing
• Own the integration map: a living document any team member can read and understand
• Manage the technical components of the RevOps roadmap and the Salesforce development roadmap, prioritizing initiatives based on business impact and technical feasibility
• Partner with our SFDC consultancy firm and leverage AI coding tools (Claude Code, Cursor, or equivalent) to implement the integrations and automations you design
• Manage external vendors, consultants, and implementation partners where needed
• Design, develop, and implement scalable Salesforce solutions that support the strategic goals of our GTM teams --- including custom objects, flows, Apex classes, and field-level data model design
• Own the full project implementation lifecycle from requirements gathering and solution design through build, QA, UAT coordination, and go-live
• Translate complex business requirements from Sales, Marketing, CS, and Support into clear technical specifications and project plans
• Stay current with Salesforce releases and industry best practices; recommend and implement new features as appropriate
• Ensure data integrity and security across the Salesforce ecosystem

Automation and workflow logic

• Design SF Flow automations that translate data signals into rep and CSM actions --- score drops, renewal countdowns, engagement gaps
• Own Gong Engage sequence infrastructure
• Improve on and maintain product-triggered email logic in coordination with product and CS teams
• Identify and implement automation opportunities that improve overall GTM efficiency

Signal-to-pipeline motion

• Partner with our Data Analytics team to design a customer health score model in Tableau; connect scores SF Flow and Gong playbook triggers to initiate workflows
• Design and maintain additional enrichment pipelines - fed by Starbridge ICP signals - and lead the build out of GTM playbooks that turn data into action
• Ensure HockeyStack attribution model captures full-funnel touchpoints from first signal through closed-won and renewal

You Are

• You think in systems before you think in tools --- you can sketch a data flow on a whiteboard before you've decided which tool executes it
• You're a genuine learn-it-all: when a new tool enters the stack, you go deep fast --- documentation, community, hands-on experimentation --- and you don't wait for someone to train you
• You hold ambiguity well: the stack we're building doesn't have a fully drawn blueprint, and you'll be making architectural decisions with long-term consequences
• You document as you build --- undocumented integrations are technical debt, and you treat them that way
• You can translate between architecture and business outcomes, and you're comfortable presenting to non-technical stakeholders
• You push back when a tool purchase would create more integration complexity than value --- and you can make that case with data, not just intuition
• You're energized by working alongside AI tools to go faster, not threatened by what they can do
• You understand sales teams and speak their language --- you build trust by offering solutions that address real challenges, not just technically elegant ones
• Treat Salesforce data quality as standing infrastructure, not a project --- own the hygiene standards and the audit cadence

On Your Resume

• 6 years in revenue technology, GTM operations, or a related technical business operations role --- with demonstrated ownership of GTM systems architecture, not just administration
• Deep Salesforce fluency: custom objects, flows, Apex classes, field-level data model design, and an intuition for what the CRM data model should look like to support the business --- not just report building
• Deep expertise in Salesforce Sales Cloud, Service Cloud, and Marketing Cloud; experience with Salesforce CPQ preferred
• Solid understanding of Salesforce integration patterns and experience with APIs and integration tooling
• Clear strategic thinking about GTM data flows: when presented with a business problem, your first instinct is to map where the data lives, where it needs to go, and what stands in the way
• Strong working knowledge of iPaaS tools (Celigio, Workato, Boomi, n8n, or equivalent) --- you've designed integrations even if you haven't always written every line of implementation code yourself
• SQL proficiency sufficient to validate data, audit pipeline quality, and design logic for health score calculations; familiarity with Python or JavaScript a strong plus
• Comfort with AI-powered development tools (Claude Code, Cursor, GitHub Copilot, or equivalent) --- you use these to accelerate implementation
• Excellent project management skills with the ability to manage multiple priorities and stakeholders simultaneously
• Exceptional communication skills --- you can translate between architecture and business outcomes and present your work clearly to VP and C-suite stakeholders

Strong plus

• Familiarity with Gong (especially Engage and Forecast), Starbridge.ai, HockeyStack, or Clay --- or strong analogues in conversation intelligence, intent signal capture, attribution, and AI enrichment
• Experience designing customer health score architecture --- composite models, weighted inputs, tiered outputs, and the renewal playbook logic that consumes them
• Background in edtech, K-12, or public sector SaaS --- district procurement cycles, PO-based purchasing, and multi-stakeholder buying motions are a meaningful context advantage
• Experience working alongside data engineering or analytics teams to operationalize BI-calculated metrics into CRM systems (reverse ETL patterns, Celigio/Census writebacks)
• Familiarity with dbt or similar data transformation tooling
• Salesforce Administrator and/or Developer certifications
• Experience managing external vendors, consultants, and implementation partners

Location

The BrainPOP team operates in a hybrid work environment: Each role has remote flexibility and an in-person component at our New York headquarters or other meeting locations. Based on the requirements of a specific role, we may prioritize hiring within a commutable distance of our New York headquarters or in another region relevant to that role.

We can employ individuals residing in the following approved hiring states. States not listed below may be considered based on factors including the needs of the specific role.

• Arizona
• California
• Connecticut
• Florida
• Georgia
• Illinois
• Massachusetts
• Minnestoa
• Missouri
• New Jersey
• New York
• North Carolina
• Ohio
• Oregon
• Pennsylvania
• Tennessee
• Texas
• Washington

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