GTM Engineer (Growth Operator)

Overview

You own the technical infrastructure that generates CAM's outbound pipeline. You build and maintain Clay workflows, enrichment sequences, API connections, and custom automations that identify prospects, enrich data, and route leads. You work directly with the CEO and tiny sales team to build systems that do what most companies hire 3-4 people to do.

Role Snapshot

Company Context

Stage: Early-stage (12 employees)

Size: 12 employees

Growth: Very early, building foundational GTM infrastructure

Market Position: New category around LinkedIn connection intelligence - educating market on why tracking competitor connections matters

GTM Reality

Pipeline Sources:

• 80%+ Outbound - Cold outreach to B2B sales teams, SDR leaders, rev ops leaders
• 20% Word-of-mouth / LinkedIn content from founder

Current Infrastructure: Likely scrappy. Your job is to professionalize it without making it bureaucratic.

What Needs Building:

• Clay sequences that identify companies with active SDR teams
• Enrichment workflows that validate prospect fit (company size, sales team size, tech stack)
• API connections between CAM, HubSpot, Clay, and custom tools
• Scoring models to prioritize accounts
• Automation that keeps data clean and routes leads

What You'll Actually Do

Time Breakdown

Building/Fixing Workflows (50%) | System Monitoring (20%) | Experiments (20%) | Internal Meetings (10%)

Key Activities

• Clay Workflow Engineering: Build and maintain sequences that find ICPs, enrich contact data, score accounts, and trigger outreach. When something breaks (and it will), you fix it.
• Data Enrichment Pipeline: Connect multiple enrichment APIs (Clearbit, ZoomInfo, Apollo, etc.), manage fallback logic, handle data quality issues, de-dupe records.
• Custom Integration Work: Write API connections between CAM's product, CRM (likely HubSpot), Clay, and other tools. Debug webhook failures, rate limit issues, authentication problems.
• Experimentation: Test new list-building approaches, enrichment sources, scoring models. Most experiments fail. You iterate fast and kill what doesn't work.
• System Monitoring: Watch for broken workflows, data quality issues, API failures. At a 12-person company, if the pipeline engine stops, everyone notices immediately.

The Honest Reality

What's Hard

• You're the only person who knows how everything works. When it breaks at 9pm, you're fixing it.
• APIs change, break, or hit rate limits constantly. You spend time debugging integrations that worked yesterday.
• The founder will want new experiments fast. You balance "ship quickly" vs "build it maintainable."
• Early-stage chaos - priorities shift, strategy changes, you rebuild systems you just built.
• No team to delegate to. You own every piece of the infrastructure.

What Success Looks Like

• Pipeline generation increases by X% without adding headcount
• Outbound systems run reliably with <5% error rate
• Sales team trusts the lead quality enough to actually work the leads
• Time-to-market for new experiments drops from weeks to days

Who You're Enabling

Internal Customers:

• CEO/Founder doing outbound
• Future sales hires who need qualified pipeline
• Customer Success Manager who needs account intelligence

What They Need From You:

• Consistent flow of qualified leads (company fits ICP, contact info accurate, warm signal present)
• Visibility into which accounts are engaging
• Fast turnaround on "can we test this new list/approach?" requests

Requirements

• Hands-on experience building Clay workflows (or similar no-code automation tools)
• Comfortable with APIs, webhooks, data transformations (don't need to be a software engineer, but can't be scared of JSON)
• Experience with B2B sales data enrichment tools (Apollo, ZoomInfo, Clearbit, etc.)
• Worked in early-stage startup ops/growth role - comfortable with ambiguity and changing priorities
• Can move fast and iterate without needing perfect specs
• Bonus: HubSpot admin experience, SQL knowledge, Python/JavaScript for custom scripts