GTM Engineering
GTM Engineering is An emerging role that combines RevOps domain knowledge with software engineering skills to build custom GTM workflows, API integrations, and data pipelines that go beyond what no-code tools can handle.
GTM Engineering is the role that didn't exist three years ago and now shows up in every forward-thinking RevOps org chart. It sits at the intersection of revenue operations and software engineering: people who understand pipeline mechanics and can also write Python, build API integrations, and architect data workflows.
What GTM Engineers Build
- Waterfall enrichment: Chaining multiple data providers (ZoomInfo, Apollo, Clearbit) with fallback logic to maximize coverage while minimizing cost per record
- Custom scoring models: ML-powered lead and account scoring that goes beyond simple point systems
- API integrations: Connecting tools that don't have native integrations, building real-time data syncs between systems
- Workflow automation: Complex multi-step processes that exceed the capabilities of Clay, Zapier, or native CRM automation
- Data pipelines: ETL processes that clean, transform, and route data across the revenue tech stack
Why It's Growing
No-code tools hit a ceiling. Clay can do a lot, but when you need custom logic, error handling, rate limiting across APIs, or processing at scale, you need code. GTM Engineers bridge that gap without requiring a full engineering team to build internal tools.
This role is a natural evolution for senior RevOps professionals who want to stay technical. For career trajectory, see the RevOps career path guide. For context on how this fits the broader function, see What Is RevOps?
Frequently Asked Questions
What skills does a GTM engineer need?
Core: Python or JavaScript, API integration experience, SQL, and deep understanding of RevOps processes (lead routing, enrichment, scoring). Nice to have: experience with CRM APIs (Salesforce/HubSpot), data pipeline tools (Airflow, dbt), and familiarity with Clay and no-code automation platforms.
Is GTM engineering the same as sales engineering?
No. Sales engineers help prospects evaluate the product during the sales process. GTM engineers build the internal infrastructure and automation that powers the go-to-market operation. Completely different functions, despite similar-sounding titles.
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