GTM Engineer

GTM Engineer, Revenue Systems

Role SummaryThe GTM Engineer develops and maintains the systems Sales and Commercial Operations rely on to manage the business. These systems include the weekly forecast, pipeline, bookings, attainment, and customer, seller and team performance views used by a growing number of groups and individuals throughout Diversified. The position determines how commercial performance is measured, establishes alignment on the definitions with stakeholders, and deploys them into production, applying AI-assisted development tools where appropriate. In partnership with Marketing and IT, the position designs and implements lead management processes that track each lead from initial response through booked revenue, with attribution maintained throughout.

Core Responsibilities

Reporting and Forecasting Platform. Develop, operate and enhance the weekly forecast process, pipeline, bookings, attainment, renewals and executive reporting views.
Performance Measurement. Partner with the Chief Revenue Officer, sales leadership and Finance to establish standard definitions for key performance indicators and metrics. Reconcile platform reporting to authoritative sources, and serve as the authority for how the reported figures are derived.
Lead Management. In partnership with Marketing and IT, design and implement lifecycle stages, lead routing, the handoff from Marketing to Sales, the integration between HubSpot and Dynamics 365, and reporting from lead to booked revenue.
Systems Integration. Integrate data from Dynamics 365, ConnectWise, Microsoft Fabric, HubSpot and ZoomInfo. Identify and report data quality issues, and lead remediation and ongoing data governance with the responsible teams.
Process Automation. Identify manual processes within Sales and Commercial Operations and replace them with AI-enabled tools and automation.


Scope and Authority

Indirect Leadership: Leads requirements definition and rollout with internal stakeholders for the systems within the position's scope.
Financial Authority: None. Recommends tools; purchases are approved by the Head of Global Commercial Operations.
FLSA Classification: Exempt.


Qualifications/Requirements:

Bachelor's degree or in lieu of degree, 10 years equivalent experience.
Minimum 5 years experience in revenue operations, sales operations, business systems, or data and analytics engineering, including development of tools relied on by sales or finance leadership.
Advanced proficiency in data analysis, including the ability to trace reported figures to source data.
Demonstrated experience developing software or data tools using AI-assisted development tools (e.g., Claude Code, Cursor).
Working knowledge of Python and modern web front-end development (React preferred).
Thorough understanding of B2B sales pipeline, bookings and quota management.
Demonstrated ability to work effectively with senior leadership.


Preferred Skills:

Experience with the Dynamics 365 CE / Dataverse data model.
Experience with HubSpot lifecycle management, lead routing and lead-to-opportunity attribution.
Experience with Microsoft Fabric or a comparable data platform.
Familiarity with project and services revenue models, including backlog and recurring service contracts.
Ownership of a forecasting or pipeline management process for a sales organization.


Physical Demands and Working Conditions

Physical Demands: Standard office and computer work.