GTM Engineer

Companies like AWS, Stripe, and Twilio have shown that if a technology isn't core to your value proposition, you should offload it. Still, every engineering team builds and rebuilds one piece: authorization, how you control who has access to what in your app. We intend to change that.

We see a world where developers never roll their own authorization again, and instead say, "Just use Oso" – the same way you might say, "Oh, you should just use Postgres for that." In doing so, we're creating the $25B+ authorization market.

We have the lead – in traction, capital, and team.

• Traction: Oso is used by thousands of companies from startups to the Fortune 500, like Wayfair, ProductBoard, Vanta, Brex, Verizon, ZoomInfo, and Duolingo.

• Capital: We're backed by the world’s best investors, including Sequoia, Felicis, and a standout group of infrastructure founders and operators: Olivier Pomel (Founder, Datadog), Dev Ittycheria (CEO, MongoDB), Armon Dadgar (Founder, HashiCorp), Edith Harbaugh (Founder, LaunchDarkly), Guy Podjarny (Founder, Snyk), Paul Copplestone (Founder, Supabase), Christina Cacioppo (Founder, Vanta), and Calvin French-Owen (Founder, Segment).

• Team: We've spent 5+ years going deep on the domain. We've met with thousands of engineering teams and know more about this problem than anyone. And we have two of the best developer go-to-market leaders on earth who have done it before at MongoDB.

We're at an inflection point. What it takes to get from where we are today to a world where developers say “Just use Oso” is going to be different. And we see that.

The opportunity is for you to join at this inflection point, in a role that’s bigger and different than usual.

We have plenty of top-of-funnel interest — tens of thousands of developers coming to our web site every month. What we don’t yet have is a repeatable way to turn that interest into meetings, opportunities, and pipeline. That’s where you come in.

As a GTM Engineer, your mission is to close that gap. You:

• Identify the best leads: analyzing user activity, understanding our ICP, core profiles, pains, and use cases, and figuring out who’s most ready to engage — and when.

• Reach out and get meetings: through email, Twitter, LinkedIn, cold calls, smoke signal — whatever it takes.

• Measure everything: tracking lead types, messaging, timing, and tactics to figure out what works (and what doesn't).

• Iterate and scale: trying new approaches until something clicks — and then scaling it up.

• Share what you learn: partnering closely with marketing and sales to turn insights into better campaigns, plays, and ideas.

You’re not following the playbook – you’re building it.

• You're ambitious. You move fast. You research every account, dig into activity history, map stakeholders, and track every touchpoint — so you consistently book high-quality meetings. You master the details — leads, pain points, use cases, and tools — and use that depth to outperform.

• You're an owner. You are accountable to your number and to the team. You network, research, cold call, and build relationships inside and outside of the company — whatever it takes to get the meeting.

• You're resilient. Most engineers prefer to research on their own before talking to us — breaking through takes creativity, persistence, and thick skin. You deal with slow replies, dead ends, and rejection without losing momentum. You stay consistent through discomfort, keep experimenting until you find what works, and stay committed until the goals are met.

• You want to grow. You experiment every day — new lead types, new messages, new ways to break through. You reflect on what’s working, what’s not, and what needs to change. You learn from your peers and from the results, and you adapt fast to get better and move the numbers.

• You prioritize the customer above all else. You think about the customer first — what they’re trying to solve, what’s in it for them, and why they might want to meet with us. You research their world, speak in their terms, and listen closely to what would actually be useful to them.

...and you inspire the same in those around you.

• Ability to learn fast. You've worked with complex technical products and tools before and You get up to speed quickly on our customers, product, and tools like Clay and Koala.

• Creativity. You can build the playbook — not just execute one.

• Hustle and fearlessness. You’ll do whatever it takes to make the number — finding new ways to reach customers when old ones don't work.

• Startup mindset. You’re proactive, independent, resourceful, and comfortable with ambiguity and change.

• Strong communication skills. You're comfortable reaching out, picking up the phone, and getting real conversations started.

• Bias for action. You thrive in high-urgency environments and push to create opportunities quickly.

• 3+ years and a track record in a high-performance environment like a startup, VC, consulting, banking, or an early-stage GTM or founder role.

• Bonus: Analytical chops. You can track, measure, and learn from what’s working — and what’s not.

The best way to show you're a fit for this role is to find a way to get in touch with one of the executives at Oso. Use the tools available — research, network, get creative — and give us a compelling reason to meet with you. Show us how you think, how you hustle, and how you approach problems. That’s what this role is all about.

In addition to cash compensation, Oso offers a Total Rewards package that includes equity grants, health benefits, and more:

• Competitive health, dental, and vision coverage

• Mental healthcare to all employees and anyone in their family through Spring Health

• Unlimited access to financial advisors through Northstar

• Equity Package

• Unlimited paid time off (PTO)

• Paid parental leave

• Flexible work options

• One Medical Membership

• Quarterly hackathons... and prizes!

• Free team lunches every month

The starting salary for this role is between $120,000-$160,000/year on target earnings (OTE) plus equity and accelerators. Your exact offer will vary based on a number of factors including experience level, skillset, market location, and balancing internal equity relative to peers at the company.

Oso is an equal opportunity employer. All applicants will be considered for employment regardless of race, color, national origin, religion, sex, age, disability, sexual orientation, gender identity, veteran or disability status.