GTM Engineer, 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, 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.
Build and maintain workflow automation across the full GTM funnel: lead routing, lifecycle stage progression, assignment rules, and sales stage enforcement.
Design and operationalize the Marketing -> BDR -> AE lead -> Solutions implementation handoff, including routing logic, SLAs, and feedback loops.
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.
Support GTM team onboarding and enablement: build onboarding workflows, maintain playbook distribution, and ensure new hires are productive in the stack quickly.
Manage attribution and lead funnel reporting in conjunction with Marketing/Growth to ensure pipeline sources and conversion metrics are accurate.
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 GTM (revenue/marketing/sales) operations or GTM engineering 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 lead routing (including Marketing to BDR to AE handoff), deal stage management, and sales process design.
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.
A documentation-heavy mindset with a knack for effective change management
Nice-to-Have Skills
Familiarity with Clay for data enrichment.
Experience at a developer-focused or open-source company.
Experience with Enterprise ICPs and complex, multi-stakeholder sales cycles.
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.
Average salary estimate
If an employer mentions a salary or salary range on their job, we display it as an "Employer Estimate". If a job has no salary data, Rise displays an estimate if available.
Lead clinical and operational performance as the Program Director (RN) for Intuitive Health’s Emergency and Urgent Care facility in Radcliff, KY, managing P&L, regulatory compliance, and partner relationships.
Lead and manage an assisted living community in Santa Fe, overseeing staff, resident care plans, medication administration, and admissions to ensure high-quality, resident-centered services.
Air Charter Service is hiring a Flight Representative Manager in Uniondale, NY to lead and develop the Flight Representative team and ensure flawless operational execution for private-jet clients.
Belmont Metals is hiring a motivated Sales & Operations Administrator to coordinate a website redesign and support CRM, e-commerce, and operational workflows at its Brooklyn-based manufacturing business.
Lead operational excellence and margin improvement for Gold Coast Schools’ fulfillment and live delivery operations, focusing on COGS, vendor optimization, and scalable process and systems design.
Lead account operations for high-value RCM clients at Commure + Athelas, owning onboarding, operational optimization, and cross-functional execution to drive growth and retention.
Lead and grow Eataly Dallas's quick service operations as General Manager, overseeing teams, financial performance, and guest experience across multiple QSR counters.
Okta is hiring a San Francisco Workplace Site Manager to own onsite operations, vendor and budget management, and the employee experience at its HQ.
Keller Executive Search seeks an experienced Logistics Manager to lead transportation, warehousing, and distribution operations and drive efficiency and cost savings across the supply chain.
Operate as the central point for store, warehouse, and logistics coordination to improve mechanic productivity, inventory flow, and client service for a growing mobility startup.
Base seeks a proactive City Coordinator in Phoenix to manage onsite operations, support events, and coordinate vendors to deliver polished guest experiences.
🔮
Hi, I'm Risa! Your AI Career Copilot
you, just ask me below!
