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Zone & Co is an ERP-native AI platform for financial operations, purpose-built for 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. You'll 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 and prevent redundancy in the GTM stack.
**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. Convert ambiguous problems into working systems.
**AI and Experimentation:** Design agentic workflows for enrichment, personalization, scoring, and rep productivity using sound prompt engineering. Run structured experiments across channels and workflows, measuring against pipeline and conversion metrics. Report on system performance using BI tools like Tableau or Looker.
**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, ensuring work is governed and production-ready.
**Governance, Quality, and Compliance:** Design safeguards for deliverability, data quality, and compliance with GDPR and 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 solutions, and run experiments tied to measurable outcomes. You'll lead the team's evolution from manual prospecting toward a technical, systems-oriented model, developing BDRs into GTM engineers who can build, maintain, and improve the systems they rely on.
**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
