Forward Deployed GTM Architect

Description

Salary: $130,000–$180,000 USD annually. Equity: 0.05%–0.15%. Existing US work authorization required. Customer travel up to 50%.

Make AI employees work inside complex organizations

The company builds AI employees that take on real work. Putting an AI employee to work across a large sales organization takes careful system design: territories, account ownership, CRM data, messaging, permissions, and the people responsible for each part all have to fit together.

You'll own that deployment for our largest customers. You'll work with sales leadership, RevOps, IT, and legal to design the operating model, get it live, and improve the pipeline it produces. Expect to work deeply with a handful of accounts over quarters.

This role combines GTM judgment, systems thinking, and hands-on customer ownership. You'll make consequential decisions and stay close enough to the work to see whether they hold up after the pilot.

What you'll own

Design each customer's GTM system: segmentation, ICPs, account books, scoring, and campaign priorities across divisions and regions. Build the intent signal strategy, including custom AI signals. Assess signal frequency, usefulness, and cost before committing to a program. Define how autonomous outbound operates: suppression rules, approvals, team libraries, manager controls, and which actions require human review. Own deployment across CRM integration, data hygiene, sending infrastructure, deliverability, knowledge, and messaging. Plan a rollout that can expand from a pilot to the wider organization. Work through security review, procurement, data processing requirements, and regional constraints with the right customer stakeholders. Own account performance. Review pipeline by campaign and team, investigate weak results, and change the program before the customer has to ask. Lead on-site discovery, scoping, rollout workshops, and executive reviews. Build agreement across stakeholders with different priorities. Partner with sales on large opportunities and stay involved through deployment and expansion. Help customers make a sound plan for replacing existing tools where the company fits. Bring specific customer problems back to product and engineering and help shape the enterprise roadmap.

Requirements

• You have at least three years in GTM engineering, RevOps, sales strategy, or enterprise solutions consulting, with depth in complex sales organizations.
• You've deployed a system into an organization with hundreds of sellers. You understand territories, competing ICPs, regional differences, and the work required to get adoption beyond a pilot team.
• You've owned a pipeline result and can explain the decisions that improved it, including programs that failed.
• You're comfortable with CRM object models, field quality, role hierarchies, sync conflicts, and account ownership rules.
• You can work credibly with a CRO, a RevOps leader, and engineers. You can challenge an assumption clearly and build agreement among people who don't report to you.
• You can turn an unclear customer problem into a system design and a practical rollout plan, then remain accountable for the result.
• You're willing to travel to customer sites frequently, up to 50% of your time.
• Useful additional experience
• Hands-on experience with Salesforce, Outreach, Salesloft, ZoomInfo, Clay, 6sense, or similar systems would be valuable. SQL and light scripting are useful, but the core of this role is designing and operating the customer's GTM system.

Conditions

This role is based in our San Francisco or New York office and reports to Meghna Sharma, our Forward Deployed Lead. Expect direct communication, close work with customers and engineers, and high standards for what happens after go-live.

You'll have substantial ownership over your accounts. We value people who identify problems early, make clear recommendations, and follow through on the details.

Interview process

An introductory conversation.

A 30-minute interview with Meghna.

A 60-minute working session: design a rollout for a real enterprise scenario.

A 45-minute interview with Meghna.

A 30-minute culture and values conversation with Jaspar, our CEO.

About the company

The company builds AI employees that take on real work. Our first three are Ava, our outbound AI BDR; Aaron, our inbound AI SDR; and Aria, our AI account executive. Our broader mission is to build AI employees that can take responsibility for work across many roles and industries.

Experience: 3+ years

Visa: US citizen/visa only