Note: The job is a remote job and is open to candidates in USA. Unstructured is redefining how organizations unlock the value of unstructured data for AI/ML pipelines. They are seeking a GTM Engineer, Sales Operations to own the systems engineering layer of their go-to-market function, focusing on CRM architecture, workflow automation, and sales enablement processes.
Responsibilities
- 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
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
- 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
Benefits
- Remote (US)
- Occasional in-person working sessions (travel paid for by Unstructured).
- Competitive compensation, equity, and benefits.
Company Overview