The role
Job description
Job Details:
Position Title : GTM Engineer/ RevOps Architect
Experience : 4+ Years
Location : Level 3, Wing 2, Block C, Cyber Gateway, HITEC City, Madhapur, Hyderabad, Telangana
Work Mode : Hybrid
Summary
KloudGin is seeking a GTM Engineer / RevOps Architect to build and own the technical backbone of our demand generation and sales development engine. This is a new role created to design, automate, and continuously improve the AI-native, signal-led account-based motion that powers our outbound growth into electric, water, gas, and public sector organizations across North America.
You will be the person who turns our tooling stack into a cohesive operating system that delivers the right account, the right signal, the right stakeholder, and the right message to our Sales Development and Account Executive teams. You will build the workflows that identify in-market accounts before they publish an RFP, surface expansion opportunities inside our existing customer base, and make every SDR and AE materially more effective per hour.
This role combines data engineering, marketing operations, and sales operations disciplines. You will not carry a quota, but your work will directly determine whether our revenue team hits theirs. The ideal candidate is a builder who enjoys designing automation as much as analyzing data, is fluent in modern GTM tooling, and is energized by a finite-TAM, high-ACV segment where precision matters more than volume.
Key Responsibilities
Signal Infrastructure and Account Intelligence
Design, build, and maintain the signal detection architecture across multiple data sources procurement intelligence, third-party intent, competitive intent, first-party web visitor data, and trigger signals (leadership changes, regulatory filings, M&A activity, capital improvement plans).
Manage the central enrichment and orchestration platform building workflows that continuously enrich the account and contact database, correlate signals into account-level scores, and push prioritized daily queues to Sales Development representatives and Account Executives.
Expand the contact coverage within existing target accounts from a single point of contact to full buying-committee depth, and identify and source net-new accounts as the addressable universe evolves.
Build and maintain the Customer Expansion Map for existing customers, a workgroup-by-workgroup, division-by-division view of current KloudGin usage versus untapped opportunity, refreshed quarterly and integrated into the Customer Success and Account Executive workflow.
Workflow Automation and Orchestration
Design and implement end-to-end GTM workflows that translate raw signals into prioritized, personalized, ready-to-send outreach including AI-generated account research briefs, stakeholder maps, and first-draft messaging tailored to vertical, persona, and triggering signals.
Integrate and maintain the full revenue tech stack ensuring clean data flow, reliable automation, and consistent attribution across systems.
Build and maintain the lead routing, scoring, and handoff logic that moves prospects from first touch through Marketing Qualified Lead, Sales Qualified Lead, and on to Account Executives with full signal history and research context attached at every stage.
Continuously improve sequence, cadence, and trigger logic based on measured performance which signals are converting, which are not, and which should be pruned.
AI Enablement and Content Generation
Design and implement AI-assisted workflows for account research, message drafting, call preparation, and proposal acceleration, making AI an embedded layer in the daily work of Sales Development, Account Executive, Customer Success, and Marketing team members.
Develop and maintain the prompt library and AI playbook used across the GTM organization, including persona-specific and vertical-specific message generation templates for electric, gas, water, and public sector audiences.
Partner with Marketing on content derivation workflows, taking source assets (analyst briefings, customer case studies, whitepapers) and producing persona-tailored, vertical-specific derivative assets at scale.
Establish and enforce guardrails on acceptable AI use, including mandatory human review for outbound to named accounts, restrictions on AI voice and LinkedIn automation, and data privacy controls for customer-confidential information.
Measurement, Analytics, and Continuous Improvement
Build and maintain the GTM measurement dashboard, including account coverage rates, signal-to-meeting conversion, multi-thread depth, expansion workgroups engaged per customer, and expansion ARR as a share of total new ARR.
Conduct monthly signal audits evaluating which signal sources and combinations correlate most strongly with meetings held and pipeline generated, and recommending adjustments to signal weighting, sequencing, and targeting.
Partner with Sales and Marketing leadership on quarterly business reviews, surfacing what is working, what is not, and what to change. Bring a bias toward evidence-based recommendations rather than activity reporting.
Document workflows, runbooks, and system dependencies so that the operating system is resilient and not dependent on any single person, including yourself.
Cross-Functional Partnership
Collaborate closely with Marketing, Sales Development, Account Executives, and Customer Success to translate their frontline needs into workflow and tooling improvements and to ensure adoption of new capabilities as they are built.
Serve as the internal subject matter expert on modern GTM tooling and AI-assisted workflows enabling the team through training, documentation, and hands-on workshops.
Requirements
Bachelor's degree in Business, Computer Science, Engineering, Business or Marketing, or a related field (or equivalent professional experience).
3–6 years of experience in revenue operations, marketing operations, sales operations, growth engineering, or GTM engineering ideally within enterprise B2B SaaS.
Demonstrated hands-on experience building and operating modern GTM tooling stacks, including CRM (HubSpot or Salesforce), sales engagement platforms (SalesLoft, Outreach, Apollo), and enrichment or orchestration platforms (Clay, etc).
Proficiency with sales intelligence and intent data tools such as ZoomInfo, LinkedIn Sales Navigator, Bombora, G2 Buyer Intent, 6sense, or Demandbase.
Strong working knowledge of modern AI tooling including generative AI platforms (Claude, ChatGPT, Gemini) and AI-assisted GTM tools (Octave, Regie.ai, or equivalent context engines) and practical experience designing workflows that use them responsibly.
Excellent analytical skills with the ability to design measurement frameworks, interpret results, and make evidence-based recommendations.
Strong written and verbal communication skills, with the ability to translate technical workflows into clear documentation and executive-level reporting.
Self-directed, organized, and comfortable operating as a builder in a fast-paced environment with limited existing infrastructure.
Preferred Qualifications
Prior experience building a signal-led or account-based outbound motion from the ground up, particularly in a narrow-TAM, high-ACV, enterprise sales environment.
Experience selling to or supporting GTM efforts within the utility, energy, public sector, or infrastructure verticals.
Familiarity with procurement intelligence platforms that offer public sector bid-tracking solutions.
Experience designing and implementing cross-sell and upsell motions into existing customer bases, including workgroup-level account mapping and expansion signal instrumentation.
Familiarity with Enterprise Asset Management (EAM), Field Service Management (FSM), or workforce management solution categories.
Clay certification or demonstrated advanced proficiency with Clay, including AI snippets, custom integrations, and complex multi-table workflows.
Background in data engineering, developer tooling, or systems integration.
Key Competencies
Builder Mindset – Enjoys designing systems and workflows from first principles. Thinks in automations, data flows, and integration points.
Business Acumen – Understands that tooling exists to drive pipeline and revenue not for its own sake. Can connect a workflow decision to its downstream effect on SDR productivity, close rate, or expansion ARR.
Analytical Rigor – Makes decisions based on evidence, not instinct. Comfortable designing experiments, measuring outcomes, and pruning what does not work.
Pragmatic Judgment – Knows when to automate and when to leave work human. Understands that in a finite-TAM, high-ACV segment, precision matters more than scale and that poorly designed automation can destroy trust with named accounts.
Collaboration – Works effectively across Marketing, Sales, Customer Success, and Finance to translate frontline needs into operating improvements and to drive adoption of new capabilities.
Intellectual Curiosity – Driven to stay current on GTM tooling, AI developments, and the evolving practice of signal-led selling. Brings new ideas to the table consistently.
Bias to Document – Writes things down. Creates runbooks, process maps, and playbooks so that the operating system does not live only in one person's head.