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Loadsmart is a growth-stage logistics technology company valued at over $1 billion, reinventing freight through innovative technology for shippers, brokers, warehouses, and carriers. The company is headquartered in Chicago with a globally distributed remote team.
In this GTM Engineer role, you will own the strategic and operational foundation of the sales organization. Your responsibilities include:
• Build and maintain account strategy: develop per-product ICPs and scoring models, design territory splits, and create account-value modeling for land-and-expand motions. Keep prospect lists fresh through automated sourcing.
• Design and deploy AI agents and automated workflows using Claude that perform real work—deduplicating records, enriching accounts, and personalizing outreach at scale.
• Validate scoring and plays against win/loss data and Gong recordings. Identify where deals drop off in the funnel and partner with the Director of Sales to iterate strategy based on data insights.
• Ensure complete buying-committee coverage by maintaining verified, role-tagged contacts for each product in every target account before sales engagement begins.
• Own Salesforce data hygiene: deduplication, account hierarchy correction, enrichment via ZoomInfo/Clay/Apollo/Sales Navigator, campaign membership accuracy, and source field integrity at record creation.
• Build, run, and maintain role × product sequences in Salesloft. Manage deliverability, run A/B tests, and retire underperforming sequences.
• Produce weekly SDR scorecards tracking sequence adherence, step completion, and calls made. Each month, propose a specific change, test it, and report results.
• Identify and implement the next tool or AI workflow before being asked, and mentor the team on new capabilities.
REQUIREMENTS:
• 5–7 years of experience in RevOps, GTM engineering, SDR/sales ops, ABM, or demand gen with hands-on outbound build experience. You must have been the strategist driving GTM, not just maintaining systems.
• Deep, current Salesforce expertise at the data-model level (Leads vs. Contacts, account hierarchy, campaign members, dedup rules, reporting). You have built lists into Salesforce, not just extracted them.
• Proven experience building AI agents that take autonomous action, beyond chatting with an AI tool or traditional automation.
• Production experience with ZoomInfo, Clay, Apollo, and Sales Navigator.
• Experience designing sequences in Salesloft, Gong, or similar cadencing systems, including deliverability management.
• Revenue strategist's mindset: pipeline and dollars first, with genuine belief in marketing/sales alignment.
• Track record of bringing new tools and approaches to your team.
