Overview
You're building the GTM technology infrastructure for Harvey's sales team from scratch. This means connecting systems, automating manual workflows, and creating data pipelines that don't exist yet. You report to the Head of GTM Technology, which means you're focused on systems architecture and technical problems, not just admin work in Salesforce.
Role Snapshot
| Aspect | Details |
|---|---|
| Role Type | GTM Systems Architect / Technical Rev Ops |
| Sales Motion | N/A - You're building infrastructure for AEs selling to legal teams |
| Deal Complexity | N/A - Supporting enterprise sales motion |
| Sales Cycle | N/A - You're not in the sales cycle |
| Deal Size | N/A |
| Quota (est.) | No quota - measured on system uptime, automation adoption, time saved |
Company Context
Stage: Late-stage startup (1082 employees, raised significant capital)
Size: 1082 employees
Growth: Actively scaling GTM team, building out infrastructure
Market Position: Leading AI platform for legal - selling to top law firms and Fortune 500 legal departments
GTM Reality
What the Sales Team Looks Like:
- Likely 50-100+ GTM employees (SDRs, AEs, SEs, CSMs)
- Enterprise sales motion targeting AmLaw 100 firms and F500 legal teams
- Complex deals with long cycles, multiple stakeholders, security reviews
- High deal values but low volume - probably 20-40 deals per AE per year
Your Place in It:
- You're not supporting sales directly - you're building the systems they use
- Right now things are probably held together with duct tape and Zapier
- Your job is to make it scalable and actually work
What You'll Actually Do
Time Breakdown
Building/Coding (40%) | System Integration (30%) | Requirements Gathering (20%) | Firefighting (10%)
Key Activities
- Building Custom Tools: Writing scripts, building internal apps, creating integrations between Salesforce, Gong, Outreach, and whatever else they use. Could be Python, JavaScript, API work, no-code platforms - whatever solves the problem.
- Data Pipeline Architecture: Setting up how data flows from marketing to sales to CS. Building dashboards that actually update. Cleaning up duplicate records and bad data that's been piling up.
- Workflow Automation: Automating repetitive tasks that AEs and SDRs currently do manually. Lead routing, territory assignment, deal stage updates, Slack notifications when something important happens.
- Requirements Gathering: Talking to AEs, SDRs, and sales leaders about what's broken and what they need. Translating "I need better reporting" into actual technical specs you can build.
- Tool Evaluation: Testing new tools, building POCs, deciding what to buy vs. build. They mention "tools I didn't even know existed" - expect to be researching emerging GTM tech constantly.
The Honest Reality
What's Hard
- Ambiguity: There's no playbook. You're figuring out what needs to be built, how to build it, and whether it's even the right thing to build.
- Context Switching: One hour you're debugging a Salesforce flow, next hour you're in a meeting about data governance, then you're writing Python to scrape data from a vendor API.
- Being the Blocker: When you're the only person who can fix something and three teams need three different things, you're always letting someone down.
- Technical Debt: You'll build quick solutions to unblock the sales team, then inherit the mess of maintaining them while also building new stuff.
- Stakeholder Management: Sales leaders want everything yesterday. You'll spend time explaining why their "simple request" is actually three weeks of work.
What Success Looks Like
- AEs spend 30% less time on data entry and manual updates
- Sales leadership can actually trust the numbers in their dashboards
- New hires onboard faster because systems are documented and intuitive
- You built 3-4 custom tools that are used daily by 50+ people
- Fewer "can you help me with..." Slack messages because things just work
Who You're Supporting
Primary Stakeholders:
- Head of GTM Technology (your manager - sets technical direction)
- VP of Sales / CRO (cares about pipeline visibility and rep productivity)
- Sales Ops / Rev Ops team (if it exists - you'll work closely with them)
- AEs, SDRs, SEs (end users of what you build)
What They Care About:
- Sales leaders: Can I see accurate pipeline? Are deals moving? Why are we losing deals?
- Reps: Can you make this process less painful? Why isn't this data syncing?
- Your manager: Are we building scalable systems or just band-aids? What's our tech strategy?
Requirements
- Proven ability to build technical solutions in a GTM context (not just configure Salesforce)
- Experience with APIs, scripting (Python/JavaScript), data manipulation, and automation platforms
- Understanding of how sales teams actually work (if you've never sat with an AE, you won't know what to build)
- Comfort with ambiguity and self-direction - this isn't a role with a Jira backlog handed to you
- Portfolio of creative solutions using tools most people haven't heard of (seriously, they want to see weird stuff you've built)
- Ability to communicate technical concepts to non-technical stakeholders
- Bias toward action - building quick prototypes rather than endless planning