Founding GTM Engineer

Your responsibilities We're looking for Plato's first GTM Engineer: the person who brings RevOps to Plato as a discipline and builds our revenue engine as a product, not a ticket queue. Pipeline, conversion, and revenue per headcount are your metrics. You're inheriting real infrastructure - HubSpot as our source of truth, a custom-built deal-scoring app, call intelligence via Grain, and company-wide AI access - but the layers underneath are still unbuilt: clean data, automated process, real forecasting rigor, AI-driven workflows. That's the job. This is a team-of-one role that's essentially a sandbox: a direct line to the founders, a mandate to change how we work, and no playbook telling you what to build first. If you want to build the infrastructure behind a revenue engine from the ground up and see your own builds move real numbers, let's talk. What you'll actually do: Get the data foundation trustworthy: CRM hygiene, field governance, deduping, enrichment on create Automate the revenue process: lead routing, SLAs, stage criteria, clean handoffs across teams Build the pipeline generation stack: signal-based outbound (ICP scoring, enrichment waterfalls, orchestration) so effort goes into conversations, not list-building Bring AI into daily workflows: call-intelligence automation, research agents, health/churn scoring Get forecasting and reporting to a place leadership can steer from weekly Make sure what you ship gets used: instrument adoption, train the team, iterate Your qualifications Must-haves: Hands-on experience architecting a CRM like HubSpot from the ground up - how objects, properties, and data structure are set up - not just administering one that's already built Practical, production experience with outbound/enrichment tooling (e.g. Clay or similar) You've built with AI/LLMs - prompt design, agents, or AI-powered workflows - in real production work Strong data rigor: you can read a funnel, spot where the data is dirty, and quantify the impact of a fix before you build it You think in systems and sequencing, not tickets - and can defend your reasoning under real pushback Nice-to-haves: Experience as an early GTM-Ops/RevOps hire at another startup Familiarity with our stack or similar: Grain, Sales Navigator-style outbound tooling Comfort with unit economics (CAC, ACV, payback) Experience with mid-market, multi-stakeholder B2B deal cycles Why us? You'd be Plato's first-ever GTM Engineer - not inheriting someone else's system, but building the one that doesn't exist yet, and introducing RevOps as a discipline at a company that's never had one. A direct line to the founders, real budget for tooling, and a mandate to change how the revenue team works, from day one. This is an individual contributor role today - you'll be doing the building yourself, not managing a team. If this function grows as Plato scales, you'd be the one shaping what it becomes, not stepping into a structure someone else already defined. Because the function touches