Marketing Technologist (GTM)

Overview

You manage Ontra's marketing technology stack and help the GTM team execute campaigns, track attribution, and operationalize their ABM strategy. You're building workflows in marketing automation platforms, troubleshooting CRM sync issues, setting up dashboards, and configuring tools like 6sense or Demandbase for account-based plays. You report to the CMO and work closely with Marketing Ops, Sales Ops, and Revenue Ops.

Role Snapshot

Company Context

Stage: Growth stage (613 employees, likely Series C/D based on size)

Size: 613 employees

Growth: Actively hiring across Marketing; recent CMO hire suggests GTM transformation underway

Market Position: Niche player in legaltech/contract automation for private markets. Competing against manual processes, legacy CLM tools, and other AI contract platforms. Selling into conservative, risk-averse buyers (lawyers, compliance teams).

GTM Reality

Pipeline Sources:

• Likely 60-70% ABM/Outbound given the target market (named accounts in private equity, law firms)
• 30-40% Inbound from content marketing, events, referrals
• Small PLG motion possible (product demos, free trials) but likely not the primary driver

Marketing Motion:

• ABM-focused: targeting specific firms, decision-makers in legal/compliance
• Lots of 1:1 and 1:few campaigns
• Events (conferences, webinars) are probably a big channel for this market

Your Role in the Stack:

• You're the person who makes sure campaign data flows correctly from LinkedIn/6sense → Marketing Automation → Salesforce → BI tools
• You build the nurture tracks, set up lead scoring, manage suppression lists
• You pull weekly/monthly reports on campaign performance, MQL velocity, attribution

What You'll Actually Do

Time Breakdown

Platform Admin (35%) | Campaign Execution (30%) | Reporting/Analysis (20%) | Troubleshooting (15%)

Key Activities

• Platform Administration: Manage Salesforce, marketing automation (Marketo/HubSpot/Pardot), ABM tools (6sense/Demandbase), analytics (Google Analytics, Tableau/Looker). Add users, set permissions, maintain data hygiene.
• Campaign Ops: Build email nurture flows, set up landing pages, configure form logic, create audience segments for ABM plays. Import lists, set up UTM tracking, manage suppression rules.
• Integration Management: Troubleshoot sync issues between platforms. Fix broken webhook connections, resolve duplicate records, update field mappings when Sales Ops changes the CRM schema.
• Reporting & Dashboards: Pull weekly campaign performance reports, build dashboards for the CMO showing MQL trends, pipeline attribution, channel ROI. Reconcile discrepancies between tools.
• Vendor Management: Work with tool vendors on support tickets, renewals, new feature rollouts. Evaluate new martech tools when Marketing wants to add capabilities.
• Cross-functional Coordination: Attend sync meetings with Sales Ops, Rev Ops, IT. Translate Marketing's needs into technical specs. Explain why certain data limitations exist.

The Honest Reality

What's Hard

• You're the middle person: Marketing wants things done fast, Sales Ops has CRM governance rules, IT has security requirements. You're constantly negotiating trade-offs.
• Data is messy: Leads come in with incomplete information, people fill out forms with junk data, Salesforce has duplicate accounts. You spend a lot of time cleaning up before you can run accurate reports.
• Integrations break: A vendor updates their API, someone changes a field name in Salesforce, and suddenly your nurture flow stops working. You're often firefighting.
• Attribution is a political minefield: Marketing wants credit for pipeline, Sales says the leads were garbage. You're stuck in the middle trying to define what "influenced" means.
• Tool sprawl: Marketing keeps wanting to add new point solutions. You're managing 10+ platforms and they don't all play nicely together.
• You're not always strategic: A lot of this is execution work—building emails, fixing broken forms, pulling reports. The "AI magic" in the job description is probably overstated.

What Success Looks Like

• Campaign data flows correctly and on time—no more manual CSV uploads
• Lead routing works: right leads get to the right SDRs/AEs without 48-hour delays
• Marketing can self-serve on basic reports instead of asking you for every metric
• Attribution model is agreed upon and consistently tracked
• Platform uptime: integrations don't break every week

Who You're Supporting

Internal Stakeholders:

• CMO & Demand Gen Team: They want campaigns executed fast, leads flowing, and reports proving ROI
• Sales Ops / Rev Ops: They care about data quality, lead routing accuracy, CRM hygiene
• SDR/BDR Team: They want good leads, properly tagged, with context on how the person engaged
• AEs: They want to understand which marketing touches influenced their deals
• IT/Security: They need to approve new tools, review data handling, ensure compliance

What They Care About:

• Marketing: Speed of execution, campaign performance visibility, lead volume
• Sales: Lead quality, response time, data accuracy in CRM
• IT: Security, compliance, minimizing tech debt

Requirements

• 3-5 years in marketing ops, rev ops, or sales ops roles (ideally in B2B SaaS)
• Hands-on experience with Salesforce and at least one marketing automation platform (Marketo, HubSpot, Pardot)
• Familiarity with ABM tools (6sense, Demandbase, Terminus) is likely required given the "GTM + AI" language
• SQL or data analysis skills to pull custom reports and troubleshoot data issues
• Strong cross-functional communication skills—you're translating between technical and non-technical teams constantly
• Experience with API integrations, webhooks, and middleware tools (Zapier, Workato, or similar)
• Comfortable with ambiguity—legaltech is a niche market, so best practices won't always translate cleanly