GTM Engineer

We're looking for a Go-To-Market (GTM) Engineer to build the operational backbone of revenue at Heron. You'll own the systems, data, and processes that make our go-to-market engine measurable, scalable, and repeatable.

This is a hands-on role for someone who loves building: clean CRM data, trustworthy attribution, tight workflows, and automations that let reps sell more and leadership forecast with confidence. You'll partner directly with Sales, Marketing, and Finance to scale headcount without scaling chaos.

If you're excited about turning messy sales data into clear signal, building systems that actually get used, and helping a high-growth team hit its numbers — we'd love to talk.

This role is focused on scaling the sales team through process, data, and systems, including:

1) Own sales systems + CRM (HubSpot-first)

• Be the HubSpot owner: pipeline stages, properties, lifecycle, lead routing, SLAs, permissions, automations, and hygiene

• Design workflows that reduce rep admin time (templates, sequences, tasks, playbooks, deal desk processes)

• Build scalable rules for when a lead becomes an MQL/SQL, how it’s routed, and how it’s worked

2) Build end-to-end attribution + reporting

• Implement trustworthy attribution across inbound/outbound channels (what drove the lead, what drove the meeting, what drove the win)

• Build dashboards that answer: pipeline health, conversion rates by stage, rep performance, source ROI, cycle time, and forecast accuracy

• Create a “single source of truth” for weekly/monthly reporting (and kill spreadsheet chaos where it doesn’t need to exist)

3) Scale outbound operations + data enrichment (Clay + Amplemarket)

• Own list building, enrichment, segmentation, and routing standards using Clay (and related data providers)

• Support outbound execution: sequencing, tracking, experiment structure, deliverability

• Build measurement loops so outbound becomes an iterative system, not “spray and pray”

4) Run GTM experiments + improve efficiency

• Track sales activities tied to outcomes — identify what's working and where breakages happen

• Improve funnel performance (lead → meeting → trial → close) by finding bottlenecks and building fixes

• Stand up experimentation frameworks: hypotheses, success metrics, cohorts, and learnings

• Create playbooks for new motions (new segment, persona, channel)

5) Make the org scale-ready

• Define operating cadence: pipeline reviews, forecast calls, QBR support, territory/account assignment logic

• Own SOPs, onboarding enablement, and "how we sell" documentation

• Partner with Finance on bookings/revenue reporting consistency

Systems-minded and metric-obsessed You care deeply about definitions, data integrity, and making metrics reflect reality. You design workflows that survive scale — and know when "good enough" beats over-engineering.

Technical enough to build, not just suggest Strong HubSpot operator (workflows, properties, objects, reporting). Comfortable in Clay and Amplemarket. Strong in spreadsheets; bonus if you can write SQL or do lightweight scripting.

Cross-functional partner You earn trust by being practical, fast, and clear. You work well with Sales, Marketing, and Finance without needing to be managed.

Early-stage instincts You've supported a scaling sales org (Seed–Series B ideally) and know how messy it gets. You've built structure after learning what actually works — not before.

• Experience with automation tools (Zapier/Make), basic APIs/webhooks, or reverse-ETL

• Familiarity with data hygiene and compliance (consent, suppression/DNC, deliverability)

• You've owned territory assignment, lead scoring, and SLA workflows end-to-end

• Experience building attribution that doesn't fall apart

• We have clear attribution for lead → meeting → pipeline → win, by channel and persona

• Leadership can forecast with confidence (pipeline stages reflect reality)

• Reps spend less time on admin and more time selling

• We can see which sales activities drive outcomes — and where deals stall

We expect all Herons to be:

• Scrappy and creative — find a way, ship improvements, iterate fast

• Persistent — chase clarity, close loops, fix root causes

• Pilot, not passenger — you proactively identify what's broken and make it better

• Team-first — you optimize for company throughput, not just your own to-do list

• Competitive compensation + equity

• Based full-time in NYC (in-person team)

• Top-of-the-line equipment for your desk setup

• Occasional travel to London and customer sites

• Competitive benefits (health insurance, pension, uncapped leave, parental leave, mental health support)

• Weekly company lunches (inclusive + vegan-friendly)

We are Heron Data, a Series A company based in New York and London.

We use AI and LLMs to automate document processing for financial services. Our software handles emails, analyzes attachments, and executes workflows end-to-end — serving 150+ customers including some of the world's largest fintechs, banks, and specialty finance companies.

We're a lean, scrappy team with experience from Facebook, Spotify, Revolut, and startups around the world. We embrace multiculturalism and make sure everyone feels welcome.

Since launching in 2020 (YC S20), we've grown to $9M+ ARR. Read more about our mission here.