Unstructured · 2 months ago
GTM Engineer, Sales Operations
United States
Full-time
Remote
Mid Level
4+ years expUnstructured is redefining how organizations unlock the value of unstructured data for AI/ML pipelines. They are seeking a GTM Engineer, Sales Operations to own the systems engineering layer of their go-to-market function, focusing on CRM architecture and workflow automation to enhance operational efficiency.
Artificial Intelligence (AI)Machine LearningNatural Language ProcessingOpen Source
Responsibilities
Own and evolve HubSpot CRM architecture: deal stages, pipeline configuration, property management, record automation, and data hygiene at scale. Serve as the overall CRM product owner
Build and maintain workflow automations from Deal-Created -> Solutions implementation -> Renewal: deal stage enforcement, assignment rules, SLAs, feedback loops and expansion routing
Own deal desk, CPQ, and quote-to-cash processes, working with sales and BizOps to ensure clean handoffs from signed contract to provisioning to payment made
Ship custom integrations and tools using AI-assisted development (Claude Code, etc.) that solve real operational problems and run in production
Own HubSpot onboarding and GTM tool enablement for all GTM team members — AEs, BDRs, and cross-functional users: build onboarding workflows, maintain playbook distribution, and ensure new hires are productive in the stack quickly
Own post-deal pipeline reporting and forecasting infrastructure: deal stage accuracy, pipeline velocity, and revenue metrics for Sales leadership
Build and maintain expansion pipeline infrastructure and renewal workflow automation, in close coordination with GTM Engineer, Growth on expansion signals
Conduct build vs. buy analysis for new tooling needs. Not everything needs to be custom-engineered; know when to configure, when to integrate, and when to build
Qualification
Required
4+ years in revenue/sales operations (or equivalent) at a B2B SaaS company
Deep HubSpot CRM experience, including workflow automation, custom properties, and pipeline management
Experience building and maintaining workflow automations (HubSpot workflows, n8n, Zapier, or similar)
Proficiency with AI-assisted development tools (Claude Code, Codex, Cursor, etc.). Must have shipped a tool, integration, or automation to production that a team actually uses
Experience with deal routing, account-to-rep assignment, expansion routing, and renewal workflows
Experience with designing system for handoff of accounts from Sales to Solutions for technical implementation
Experience with CPQ, billing integrations, or deal desk operations
Experience with owning sales enablement processes, such as a GTM team onboarding processes/automations
Ability to run quick build vs. buy analyses: not everything needs to be custom-engineered
Experience with Renewal processes and automations
Strong documentation discipline: you write it down, keep it current, and treat docs as a first-class deliverable - not an afterthought
Preferred
Experience at a developer-focused or open-source company
Experience with Enterprise ICPs and complex, multi-stakeholder sales cycles
Experience with driving expansion motions alongside Growth
Familiarity with AI-native GTM workflows and working alongside a GTM Engineer focused on signal and pipeline generation
Benefits
Remote (US) with occasional in-person working sessions (travel paid for by Unstructured)
Competitive compensation, equity, and benefits
Company
Unstructured
Unstructured is the data infrastructure company solving the most critical bottleneck in enterprise AI: making unstructured data accessible to AI applications.
51-200 employees
Funding
Current Stage
Growth StageTotal Funding
$65MKey Investors
Menlo VenturesMadronaBain Capital Ventures
2024-03-14Series B· $40M
2023-07-19Series A· $25M
2023-07-19Seed
Leadership Team
Brian S. Raymond
Founder/CEO
Recent News
2026-06-03
2026-05-07
Company data provided by crunchbase