GTM Engineer

The GTM Engineer is embedded within InterSystems North America Sales and aligned to the AI Enablement Team. This individual will serve as the primary architect of next-generation go-to-market workflows, partnering with Technical Services, Pega Development, Sales Operations, and Sales Enablement to redesign how the NA Sales organization operates. The GTM Engineer will accelerate the adoption of AI-enabled tooling and intelligent automation to support seller effectiveness, increase seller productivity, improve pipeline quality, provide the broader organization sales insights, and drive new software revenue growth across the AE, Sales Engineer, BDR, and CSM functions.

This role reports to the Head of NA Sales Strategy & Operations and operates at the intersection of sales strategy, technology, and sales execution — requiring both the strategic vision to identify high-impact opportunities and the operational discipline to build and deploy working solutions.

Key Responsibilities

Workflow Redesign & Process Engineering

• Map, analyze, and redesign end-to-end sales department workflows to improve effectiveness of customer facing resources. Changes should eliminate friction, support pipeline creation, and accelerate revenue velocity.
• Partner with Pega Development and Technical Services teams to configure, build, and deploy workflow automation solutions that reduce administrative burden on AEs, SEs, BDRs, and CSMs.
• Identify high-ROI automation opportunities by working directly with customer-facing resources, sales enablement, and sales operations to understand daily pain points.
• Own the GTM sales effectiveness roadmap: prioritize initiatives, define requirements, manage delivery timelines, and track adoption metrics.

AI Partnership & Technology Adoption

• Serve as the NA Sales liaison to the AI Enablement team, translating business needs into technical requirements and ensuring AI tooling is built for seller effectiveness and adoption, not just technical completeness.
• Drive the evaluation, piloting, and scaled deployment of AI-powered sales tools to improve selling time. This would includ AI-assisted call summaries and follow-up automation, opportunity scoring, pipeline health monitoring, and content generation.
• Support enablement programs that accelerate adoption of new or improved processes and workflows across the NA Sales team, partnering with Sales Enablement on training design and delivery.
• Stay current on the GenAI/AI/ML landscape as it applies to B2B sales motions and represent emerging best practices to senior leadership.

Cross-Functional Collaboration

• Partner closely with Pega Development, Technical Services, and other functions to ensure process and workflow redesigns are scalable and integrated with core systems.
• Collaborate and coordinate cross functionally to ensure data driven workflows and potential downstream effects for affected teams.
• Engage with AEs, Sales Engineers, BDRs, CSMs, and Sales Enablement as both a stakeholder and an advocate — keeping the seller experience at the center of every design decision.

Measurement & Continuous Improvement

• Define and track KPIs for every workflow initiative — including time savings, adoption rates, pipeline impact, and revenue contribution.
• Build dashboards and reporting that provides sales leadership real-time visibility into the productivity and revenue impact of GTM initiatives.
• Regularly evaluate deployed workflows and tools, incorporating feedback into iterative improvements.

Qualifications

• 7+ years of experience in sales operations, revenue operations, GTM strategy, or a technical sales engineering role at a B2B software or technology company.
• Demonstrated experience designing and implementing workflow automation or process improvement programs in a sales environment.
• Experience applying AI/ML tools to sales, such as conversational intelligence, analytics, or generative AI for content and outreach.
• Strong project management skills. Experience driving multiple initiatives with clear milestones, stakeholder alignment, and delivery accountability.
• Exceptional communication skills — able to translate complex technical capabilities into clear, compelling value propositions for non-technical sellers and executives alike.
• Comfort with data: proficient in Excel and at least one BI tool, preferably Power BI.
• Experience working with or within existing tech stack of ZoomInfo, Outreach, LinkedIn, Artisan, and Pega and leveraging LLMs
• Prior experience in a sales role (AE, SE, BDR, or CSM) is a strong differentiator.
• Bachelor's degree in Analytics, Computer Science, Engineering, or a related field; MBA or advanced degree a plus.

Performance Metrics

• Workflow adoption rates across targeted NA Sales populations (AEs, SEs, BDRs, CSMs).
• Measurable reduction in non-selling time for front-line roles (target: 15–20% reduction within 12 months).
• Number of AI use cases piloted, deployed, and sustained at scale.
• Pipeline and revenue contribution attributable to GTM engineering initiatives.
• Seller satisfaction scores related to tooling and workflow effectiveness.

We are an equal-opportunity employer and do not discriminate because of race, color, religion, sex, national origin, ancestry, marital status, veteran status, age, disability, sexual orientation or gender identity or expression or any other legally protected category. InterSystems is an E-Verify Employer in the United States.