GTM Engineer, Sales Operations

About Unstructured Unstructured is redefining how organizations unlock the value of unstructured data (PDFs, HTML, Word docs, emails, and more) for AI/ML pipelines. Our open-source library has been downloaded over 70 million times and is trusted by more than 65,000 companies, including nearly half the Fortune 500. We're backed by leading investors like Menlo Ventures, Databricks Ventures, Bain Capital, and IBM Ventures. We're building the definitive stack for file transformation and data orchestration, enabling enterprises to connect any data to any model with speed, precision, and scale. About the Role We're looking for a GTM Engineer, Sales Operations to own the systems engineering layer of Unstructured's go-to-market function on the RevOps & Data team. In this role, you'll design, build, and maintain the CRM architecture, workflow automation, lead routing/handoff, deal desk processes, integration infrastructure, and sales enablement ops processes that the entire GTM organization runs on. You'll treat these systems like a product you own: scoping solutions, shipping them to production, and iterating based on how the team uses them. This is a high-impact role for someone who thrives at the intersection of RevOps, systems engineering, and AI-assisted development, with deep experience in HubSpot and a track record of building tools that teams actually use. You'll work alongside a GTM Engineer (Growth) focused on prospecting, enrichment, and signal activation, and a Senior Data Analyst who owns our Snowflake lakehouse and BI stack. Small team, big scope. This role is remote (US) with occasional in-person working sessions (travel paid for by Unstructured). What You'll Do Own and evolve HubSpot CRM architecture : deal stages, pipeline configuration, property management, record automation, and data hygiene at scale. Serve as the overall CRM product owner . Build and maintain workflow automations from Deal-Created -> Solutions implementation -> Renewal: deal stage enforcement, assignment rules, SLAs, feedback loops and expansion routing. Own deal desk, CPQ, and quote-to-cash processes , working with sales and BizOps to ensure clean handoffs from signed contract to provisioning to payment made. Ship custom integrations and tools using AI-assisted development (Claude Code, etc.) that solve real operational problems and run in production. Own HubSpot onboarding and GTM tool enablement for all GTM team members — AEs, BDRs, and cross-functional users: build onboarding workflows, maintain playbook distribution, and ensure new hires are productive in the stack quickly. Own post-deal pipeline reporting and forecasting infrastructure : deal stage accuracy, pipeline velocity, and revenue metrics for Sales leadership. Build and maintain expansion pipeline infrastructure and renewal workflow automation , in close coordination with GTM Engineer, Growth on expansion signals. Conduct build vs. buy analysis for new tooling needs. Not everything needs to be custom-engineered; know when to configure, when to integrate, and when to build. What We're Looking For (Essential Skills) 4+ years in revenue/sales operations (or equivalent) at a B2B SaaS company. Deep HubSpot CRM experience, including workflow automation, custom properties, and pipeline management. Experience building and maintaining workflow automations (HubSpot workflows, n8n, Zapier, or similar). Proficiency with AI-assisted development tools (Claude Code, Codex, Cursor, etc.). Must have shipped a tool, integration, or automation to production that a team actually uses. Experience with deal routing , account-to-rep assignment, expansion routing, and renewal workflows. Experience with designing system for handoff of accounts from Sales to Solutions for technical implementation Experience with CPQ, billing integrations, or deal desk operations. Experience with owning sales enablement processes , such as a GTM team onboarding processes/automations Ability to run quick build vs. buy analyses : not everything needs to be custom-engineered. Experience with Renewal processes and automations . Strong documentation discipline : you write it down, keep it current, and treat docs as a first-class deliverable - not an afterthought Nice-to-Have Skills Experience at a developer-focused or open-source company. Experience with Enterprise ICPs and complex, multi-stakeholder sales cycles. Experience with driving expansion motions alongside Growth. Familiarity with AI-native GTM workflows and working alongside a GTM Engineer focused on signal and pipeline generation. Why Unstructured Join a company at the cutting edge of AI + data infrastructure , powering the future of generative AI. Own the systems engineering layer of GTM at a Series B company. Real ownership, not ticket-taking. Work on a team that builds and deploys full-stack apps, AI-powered tools, and custom integrations. You'll ship things that matter. Small team (3 people, 10 functions) = massive scope and direct impact on how the company sells. You're encouraged to experiment with tools. Freedom to build. Competitive compensation, equity, and benefits.