GTM Engineer

About Way Security Way Security is the IAM enforcement platform. Enterprises own the right identity tools, IdP, IGA, PAM, but those tools only govern what they can technically reach, leaving powerful platforms enforced on a fraction of the environment. Way takes the identity stack enterprises already run and enforces it on every app and identity, including the ones those tools can't reach today. Any stack, any environment, any vertical. Nothing replaced. Everything enforced. About the role We are looking for a GTM Engineer to build, automate, and connect the systems behind our go-to-market motion. This is a technical role at its core: most of your time will go to building, connecting, and automating the systems the team runs on, with AI tools as a central part of that stack. You will sit with Sales and Marketing and turn go-to-market ideas into working infrastructure: workflows that find and prioritize the right accounts, integrations that keep data moving between tools and systems, automations that remove manual work, and reporting that shows what is actually converting. You will help evaluate and choose the right tools, design the architecture, ship it, measure it, and improve it. You will also own how leads enter and move through our systems, from first touch to a booked meeting, and you will understand the sales and marketing workflows well enough to design the systems around how the team actually works, not the other way around. This is a founding GTM systems role, ideal for someone who wants to build the infrastructure from the ground up in a fast-moving startup. What you’ll do Build and connect the GTM stack across CRM, enrichment, outbound, call intelligence, and other AI tools. Own the quality, structure, and usability of account, company, and contact data across the GTM stack. Build and improve GTM automations, integrations, and data flows that help Sales and Marketing operate faster and more effectively. Identify manual GTM processes and turn them into scalable automations. Build workflows that identify, enrich, prioritize, and activate the right accounts and contacts using tools like Clay, n8n, HubSpot, and other GTM platforms. Own and improve the lead intake and routing process across inbound, outbound, events, referrals, and campaigns, ensuring leads are properly captured, qualified, and followed up. Map Sales and Marketing workflows and translate them into systems that support how the team actually works. Support targeted GTM plays around conferences, account lists, segments, and buying signals, and help hands-on when needed, from target lists and outreach campaigns to event follow-up. Build reporting and dashboards around funnel performance, meetings, opportunities, conversion, and pipeline impact. Run GTM experiments, measure what worked, and use the insights to improve the next play. Use AI and automation thoughtfully to improve speed, quality, and scale, while keeping the right human checkpoints in place. Set and maintain standards for the GTM stack, including data quality, naming, documentation, modular automations, and tool evaluation. Requirements What we’re looking for 2–5 years of experience in GTM Engineering, RevOps, Sales Ops, Marketing Ops, Growth Operations, or a similar GTM systems role - with hands-on experience using AI tools and automation platforms. Strong technical orientation and comfort working with engineering-adjacent tools such as APIs, webhooks, automation platforms, AI tools, and data workflows. Experience building automations across multiple GTM tools, not only inside a single CRM. Ability to write light Python or JavaScript when needed. You do not need to be a software engineer, but you should be comfortable using code to connect systems or close workflow gaps. Hands-on experience with HubSpot at the level of objects, properties, workflows, routing, and data structure. Strong understanding of B2B Sales and Marketing processes, and how workflows work between Marketing, Sales, and the CRM. Experience with enrichment, outbound, prospecting, lead routing, or lead-generation systems. Ability to understand a business need, map the process, and turn it into a working system. Analytical mindset and ability to connect GTM systems work to business outcomes. High ownership and ability to take a problem from idea to production. Nice to have Experience with Clay, n8n, Make, Zapier, or similar automation tools in production. Experience with AI workflows and AI development tools such as Cursor or Claude Code. Familiarity with Apollo, ZoomInfo, Cognism, Outreach, Dripify, LinkedIn Sales Navigator, BI tools, or email deliverability fundamentals. Familiarity with a programming or query language such as Python or SQL is an advantage. Background in cybersecurity or B2B SaaS, ideally in the identity space.