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Zone & Co is an ERP-native AI platform for financial operations, purpose-built for organizations running on Oracle NetSuite. The company serves over 4,500 customers worldwide with AI-powered automation across Quote-to-Cash, Procure-to-Pay, Treasury, Payroll Management, and Record-to-Report workflows.
You will lead Zone's GTM Engineering function, owning the systems, data, integrations, and automation that power scalable pipeline generation. This is a hands-on leadership role where you architect the infrastructure behind the go-to-market engine, including the data and enrichment layer, integrations across the GTM tech stack, and automation supporting inbound and outbound motions.
Key responsibilities include:
**Data and Integrations:** Connect enrichment providers, internal data sources, and AI systems to maintain accurate account and contact data. Design data flows using proper field mapping and data contracts. Integrate systems across CRM, sequencing, marketing automation, and the data warehouse. Evaluate new tools to prevent redundancy.
**Automation:** Build inbound lead scoring, routing, and response workflows. Build outbound list building, enrichment, sequencing, and conversion tracking workflows. Translate opportunities from sellers, marketers, and CS into production-ready solutions.
**AI and Experimentation:** Design agentic workflows for enrichment, personalization, scoring, and rep productivity using sound prompt engineering. Run structured experiments across channels, measure against pipeline and conversion metrics, and retire underperforming initiatives. Report on system performance using BI tools.
**Team Enablement:** Guide the BDR team's transition into GTM engineering. Teach workflow design and Clay proficiency as the team shifts from manual prospecting to building and maintaining systems. Support GTM colleagues building their own agents and automations.
**Governance, Quality, and Compliance:** Design safeguards for deliverability, data quality, and regulatory compliance (GDPR, CAN-SPAM). Scope, document, and test everything before release. Apply guardrails on cost, performance, and sustainability.
You'll bring AI natively into GTM workflows, turn ideas into governed production-ready solutions, and run experiments tied to measurable outcomes. The ideal candidate thinks in systems, designs with data quality and compliance in mind from the start, and creates an environment where experimentation happens quickly and safely.
**Requirements:**
- 4+ years of hands-on experience building GTM automation and integrations personally, not solely directing others
- Deep expertise in Clay or comparable enrichment/workflow platform
- Strong Salesforce experience, including data governance
- Working proficiency in SQL, Python, or JavaScript sufficient to build and fix workflows independently
- Experience with BI tools such as Tableau or Looker
- Proven experience applying LLMs and agentic tooling to real revenue workflows
- Understanding of sales qualification frameworks (BANT, MEDDIC) and multi-touch attribution
- Strong understanding of deliverability, data quality, and compliance requirements (GDPR, CAN-SPAM)
- Experience managing or mentoring a team
- Ability to translate ambiguous business problems into working systems
**Preferred:**
- Prior BDR or SDR experience
