Senior GTM Systems Lead, Pipeline Operations & AI

Diligent is the AI leader in governance, risk and compliance (GRC) SaaS solutions, helping more than 1 million users and 700,000 board members to clarify risk and elevate governance. The Diligent One Platform gives practitioners, the C-Suite and the board a consolidated view of their entire GRC practice so they can more effectively manage risk, build greater resilience and make better decisions, faster.

At Diligent, we're building the future with people who think boldly and move fast. Whether you're designing systems that leverage large language models or part of a team reimaging workflows with AI, you'll help us unlock entirely new ways of working and thinking. Curiosity is in our DNA, we look for individuals willing to ask the big questions and experiment fearlessly - those who embrace change not as a challenge, but as an opportunity. The future belongs to those who keep learning, and we are building it together. At Diligent, you’re not just building the future - you’re an agent of positive change, joining a global community on a mission to make an impact.

A Day in the Life

Position Overview

As our Senior GTM Systems Lead, Pipeline Operations & AI, you’ll own how leads get to the right seller, fast, across AMER, EMEA and APAC, and you’ll build AI solutions that help Sales and Marketing teams work faster. You’ll jump into our lead routing project already in flight and help get our new platform live without breaking anything. From there you’ll run pipeline operations end to end, from routing rules, lead-to-account matching and speed to lead to SDR and BDR operations, handoffs and reporting, and you’ll own Outreach.
Routing is only part of the role. This is a hands-on builder role, and you’ll ship AI agents and automations for Sales and Marketing well beyond routing, like an agent that cleans and enriches lists for teams, one that finds the right contacts at target accounts, and assistants built right into Microsoft Teams where people already work. Success means speed to lead in minutes, no leads lost or stuck, more meetings and pipeline from inbound, and AI tools teams use every day.
This role offers flexible working arrangements, with the option to work on a fully remote basis. Applicants must be based in the United States.
Regrettably we are unable to provide visa sponsorship, so you must be eligible to work in the US.

What You'll Be Doing

Lead Routing

• Jump into our lead routing project already underway and help stand up our new platform (LeanData, Openprise, Clay or similar) from requirements and scenarios through testing and go-live

• Own routing rules end to end: lead-to-account matching, account-based and buying group routing, territory and round-robin logic, SLAs and partner routing

• Use intent signals from tools like Clay, Zoominfo, 6sense, Common Room and our website to get the hottest leads to sellers first

• Balance workload, run regular audits of rules and matching, and make sure routing respects consent rules like GDPR across EMEA and APAC

Building AI for Sales and Marketing

• Build AI agents and automations for Sales, SDR and Marketing teams, such as an agent that cleans and enriches lists, finds the right contacts at target accounts or flags misrouted leads

• Embed agents in Microsoft Teams, Outreach, Salesforce and the tools sellers already use, and partner with Sales and Marketing leaders to find the busy work worth automating

• Build in Claude Code, Clay and Workato with guardrails: testing, human review, logging and a clear measure of time saved

Pipeline and SDR Operations

• Own Outreach end to end: admin and configuration, sequences and rulesets, the Salesforce sync, adoption and the roadmap for how SDRs and sellers use it

• Own SDR and BDR operations: assignment, prioritization and the tools they use every day

• Work with Marketing Operations on lifecycle stages, the MQL-to-SDR handoff and event and list loads so new leads land clean and routed

• Own funnel and attribution reporting: which leads went to whom, how fast they were worked and what happened next

These are the essentials you’ll need to get an interview:

• 4+ years in RevOps, Marketing Operations, Sales Operations or GTM Systems, with hands-on ownership of lead routing, funnel processes and SDR or BDR operations for global teams

• Hands-on experience running lead routing in Openprise, LeanData, or Clay

• Salesforce experience across leads, contacts, accounts and campaigns, with a strong grasp of lead-to-account matching

• Experience owning and administering Outreach, including users, sequences, rulesets, the Salesforce sync and driving adoption

• You’ve built and shipped AI agents or automations for Sales or Marketing teams that people actually use, using tools like Claude Code, APIs and webhooks, with guardrails like testing and human review

It would be great if you had these to, but we’ll support you if you don’t:

• Certifications are a big plus, especially Salesforce Administrator, Outreach Admin, LeanData, Openprise or Clay

• ZoomInfo, 6sense or Common Room

• Qualified, Chili Piper or Fullcast

• Marketo or another marketing automation platform

• SQL, Python or JavaScript, and Workato or another integration platform

• MCP, agent frameworks or AI evaluation tools

What Diligent Offers You

Pay Range

Offers will be negotiated based on each candidate's qualifications.

Incentive Compensation
This role is eligible to participate in our annual incentive plan. Incentives are earned based on employee performance against defined metrics and company goals.

Benefits
Full-time roles are eligible for our comprehensive benefits program which includes medical, dental and vision coverage. You may also contribute to our 401(k) plan that includes a company match.

Creativity is ingrained in our culture. We are innovative collaborators by nature. We thrive in exploring how things can be differently both in our internal processes and to help our clients. We care about our people. Diligent offers a flexible work environment, global days of service, comprehensive health benefits, meeting free days, generous time off policy and wellness programs. (among others) Diversity is important to us. Growing, maintaining and promoting a diverse team is a top priority for us. We foster and encourage diversity through our Employee Resource Groups and provide access to resources and education to support the education of our team, facilitate dialogue, and foster understanding.
Diligent created the modern governance movement. Our world-changing idea is to empower leaders with the technology, insights and connections they need to drive greater impact and accountability – to lead with purpose. Our employees are passionate, smart, and creative people who not only want to help build the software company of the future, but who want to make the world a more sustainable, equitable and better place.

Headquartered in New York, Diligent has offices in Washington D.C., London, Galway, Budapest, Vancouver, Bengaluru, Munich, Singapore and Sydney.  To foster strong collaboration and connection, this role will follow a hybrid work model. If you are within a commuting distance to one of our Diligent office locations, you will be expected to work onsite at least 50% of the time. We believe that in-person engagement helps drive innovation, teamwork, and a strong sense of community.

About Us

At Diligent, we’re the AI leader in governance, risk, and compliance (GRC) SaaS solutions. Our platform helps over 1 million users, including 700,000 board members- clarify risk, strengthen governance, and make faster, smarter decisions. Join us and be part of a team that empowers leaders worldwide to manage risk, build resilience, and drive impact every day.

Our AI Enhanced Interview Process

We may use Artificial Intentigence (AI) tools to support parts of our hiring process, such as reviewing applications, analysing resumes or assessig responses. These tools assist our recruitment team but do not replace human judgement. Final hiring decisions at Diligent are made by humans. If you would like more information about this-please contact us at recruitment@diligent.com

A Committment to Candidate Experience

At Diligent, our people are our greatest asset, driving our mission to empower leaders and boards worldwide with smarter governance and risk solutions. We are committed to providing a best-in-class experience for all candidates. If you had a positive experience or see ways we could improve, please share your feedback with us at: recruitment@diligent.com