GTM Engineer

Overview

You'll write code and build technical solutions that make Relay's GTM teams faster and more effective. This means integrating tools (Salesforce, HubSpot, outreach systems), building automation with AI, creating data pipelines, and solving technical problems that ops teams usually struggle with. You're an engineer embedded in GTM operations, not a traditional sales engineer doing demos.

Role Snapshot

Company Context

Stage: Growth stage (Forbes Fintech 50 two years running, 331 employees)

Size: 331 employees

Growth: Creating a GTM Engineer role indicates they're serious about technical infrastructure for sales/marketing and willing to invest in custom solutions vs off-the-shelf only

Market Position: Fintech challenger that needs efficient GTM operations to compete against larger, established players

What You'll Actually Do

Time Breakdown

Building Integrations (40%) | AI/Automation Projects (30%) | Maintenance/Support (20%) | Analysis/Planning (10%)

Key Activities

• Building Tool Integrations: Connect Salesforce to marketing automation, sync data between systems, build custom API integrations when off-the-shelf connectors don't work. You're the person who makes the tech stack actually work together.
• GTM Automation: Build scripts and workflows that eliminate manual work—auto-enrichment of leads, automated outreach sequences, territory assignment logic, lead scoring models. Lots of Python, SQL, and API work.
• AI Implementation: Build AI-powered tools for GTM—automated email writing, conversation summarization, data analysis agents. Test what works and actually saves time vs what's hype.
• Data Pipelines: Build reliable data flows from product usage data into CRM, from CRM into data warehouse, from enrichment tools into sales systems. Make sure GTM teams have clean, up-to-date data.
• Custom Tooling: Sometimes off-the-shelf tools don't solve the problem. You'll build lightweight internal tools—dashboards, calculators, prospect research tools, reporting systems.
• Troubleshooting: When integrations break, data doesn't sync, or automation fails, you fix it. This is real engineering—debugging, reading logs, fixing code.

The Honest Reality

What's Hard

• Tech Debt from Day One: You're building fast in a growth environment. Some of what you build will be hacky and need to be rebuilt later. You have to balance speed and quality.
• Changing Requirements: GTM strategy shifts. The sales process changes. Your integrations and automations need to adapt. What worked last quarter might not work this quarter.
• Vendor APIs Are Flaky: Third-party APIs have rate limits, they break, they change without warning. You'll spend time dealing with vendor issues outside your control.
• Non-technical Stakeholders: You're building for salespeople and marketers who don't think like engineers. Translating their needs into technical requirements takes time and iteration.
• On-call Vibes: When something breaks and it's blocking sales from working, you need to fix it quickly. Not formal on-call, but there's pressure to resolve issues fast.

What Success Looks Like

• GTM teams save 10+ hours per week from your automation
• Data sync reliability above 99.5%—no missing or duplicate records
• Successful launch of 3-4 major integrations or automation projects per quarter
• Requests for "can you build this" from GTM leaders because they trust your work
• No major system downtime or data issues that block sales activity

Who You'll Work With

Primary Partners:

• GTM Operations team (your main stakeholders)
• Sales, Marketing, and Customer Success leaders (users of what you build)
• RevOps/Data team (if separate)
• IT/Security for compliance and tool approvals

What They Need From You:

• Reliable integrations that don't break
• Automation that actually works and saves time
• Quick turnaround on fixes when things break
• Technical consultation on what's possible vs what's not

Requirements

• Strong programming skills (Python, JavaScript, SQL)
• Experience with GTM tool APIs (Salesforce, HubSpot, Outreach, Apollo, etc.)
• Understanding of sales and marketing processes—not just engineering for engineering's sake
• Hands-on with AI tools and APIs (OpenAI, Anthropic, etc.)
• Comfortable with data—ETL pipelines, data modeling, working with messy data
• Scrappy builder mentality—can ship functional solutions quickly without over-engineering
• Previous experience in a high-growth startup environment preferred