GTM Operations Engineer
Air · Arlington, Virginia, United States
About this role
**Company Overview** Air is the leader in Enterprise Readiness. Our mission is to establish readiness as a real-time condition that is continuously achieved—closing the gap between what the front line needs and what is delivered. Air’s AI-native platform, *Air Enterprise Readiness*, aligns development, production, delivery, and sustainment into one coordinated execution system for government agencies and industrial suppliers. **Role: GTM Operations Engineer** This is a hands-on, systems-first role for a scrappy, self-starting engineer who owns the GTM operations tech stack end-to-end. You’ll be equal parts architect and builder—designing the data model and building custom objects, Flows, and integrations that connect the platforms that power revenue. You’ll own the systems the revenue engine runs on (Salesforce, Planhat, and sales-intelligence tools) and lead the transformation from a legacy CRM into a scalable, automated, audit-ready platform that can support multiple go-to-market motions. **Location & Travel** Full-time role based in our Arlington, VA office. May require up to **10% travel**. --- ## Scope of Responsibilities - **GTM Tech Stack Ownership & Hands-On Build**: Own and build the Go-to-Market technology stack including **Salesforce (system of record)**, **Planhat (CSP)**, **Slack**, and sales-intelligence tools (e.g., ZoomInfo, LinkedIn Sales Navigator, GovWin, Leadership Connect). Architect and build custom objects, Flows, validation, and cross-platform integrations/data-enrichment pipelines while keeping the org healthy (security/sharing, access, vendor coordination). - **CRM Architecture & Data Model**: Re-architect and maintain Salesforce foundation—account hierarchy, territory management, profiles/role hierarchy, contacts/leads, activity tracking, and dynamic sales stages by deal type (Standard/Direct, Capture, Partnership, BD, Corp Dev). - **Automation & Workflow Engineering**: Design and build scalable automation using Flows, validation rules, and approval routing to replace manual, error-prone processes and increase GTM operational velocity. - **Integrations & Platform Engineering**: Build and maintain integrations across the stack (Slack, marketing-influence/lead tracking, downstream Finance/order handoffs) via native connectors, middleware, or APIs. - **Deal-Support Systems Foundation**: Lay groundwork for quote-price-configure (QPC), booking/order management, and deal governance/approvals to support a formal Deal Desk as RevOps scales. - **Data Integrity & System of Record**: Own automated data hygiene routines, duplicate management, and closed-won field governance (contract #, type, product class/type, effective date, owner/secondary owner, account, amount, partner, term) to keep the system forecast-ready. - **Release & Environment Management**: Manage sandbox environments, testing, and change/release management with version control and deployment discipline; keep configuration documented and auditable. - **Documentation & Enablement**: Maintain GTM system documentation and taxonomy (Google Drive/Confluence). Provide tier-2/3 technical support and deliver CRM basics/hygiene training for new Sales and Engagement Manager hires. - **Cross-Functional Partnership**: Partner with Business Insights & Analytics, Finance, the Deal Team, and account leads—translating business needs into technical designs and ensuring the data model feeds reporting/forecasting. --- ## Qualifications - **U.S. Citizenship required** -
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