Otterai

Otterai

Senior GTM Engineer

San Francisco, CA · Senior

Sponsorship not specified$150k-$165kDetected 5 days ago
LLMsA/B TestingAccessibilitySalesforceCRMSalesOutbound SalesMentoring

About the role

  • We are a B2B AI SaaS company in active transition from a product-led growth model to a combined PLG + sales-led motion.
  • Our CRM, data, and workflow infrastructure was built for self-serve - it was not built for an outbound sales team running MEDDIC-qualified opportunities across four market segments.

Responsibilities

  • Own the end-to-end data enrichment pipeline using Clay and ZoomInfo - from ingestion and deduplication through CRM sync.
  • Instrument lead scoring, ICP scoring, and routing logic to ensure MQLs land with the right rep, at the right time, with the right context.
  • Build PLG → SLG handoff data flows: surface self-serve product signals (PQLs) in Salesforce as first-class pipeline inputs.
  • Design and maintain the integration architecture across the GTM stack using Zapier, Workato, or equivalent iPaaS tooling.
  • Build and maintain Outreach sequence infrastructure: template governance, A/B testing frameworks, performance attribution back to Salesforce opportunities.
  • Evaluate, pilot, and operationalize AI tools that drive measurable rep productivity - call summarization, email generation, deal coaching, CRM auto-fill.
  • Build lightweight LLM-powered automations (e.g., auto-populating MEDDIC fields from call transcripts, generating next-step suggestions from deal history).

Requirements

  • Define and enforce data governance standards: required fields, input formats, ownership rules, and freshness SLAs.

Nice to have

  • Hands-on work with LLM APIs or AI productivity tools in a GTM context (call intelligence, CRM enrichment, email generation).
  • CPQ administration experience
  • DocuSign CLM or eSignature integration experience.
  • Salesforce Advanced Administrator or Platform App Builder certification.
  • Experience with MEDDIC or MEDDPICC and translating the framework into enforced CRM data models.
  • Background in B2B SaaS RevOps at a company that scaled from Series A/B through the growth stage.
  • With over 1B meetings transcribed, Otter.ai is the world's leading tool for meeting transcription, summarization, and collaboration.
  • The company is backed by early investors in Google, DeepMind, Zoom, and Tesla.

Skills

  • Ensure reliable, low-latency data sync across Salesforce, Outreach, ZoomInfo, Clay, and downstream tools.
  • Establish a structured evaluation framework for AI vendors - measuring adoption, productivity delta, and ROI before committing to contracts.

Compensation

  • Salary Range: $150,000 to $165,000 USD per year.
  • This salary range represents the low and high end of the estimated salary range for this position.
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