Lead GTM Engineer

For over two decades, BrainPOP has been trusted by educators and parents worldwide as a source of engaging and impactful learning experiences for all kids. With a presence in over two-thirds of U.S. districts through school and district subscriptions and an estimated annual reach of 25 million students, BrainPOP is empowering kids to take agency over their learning and excel in and out of the classroom. The company was acquired in 2022 by KIRKBI, the family-owned holding and investment company of the LEGO brand, marking a significant milestone as their first acquisition in the digital learning realm. We are thrilled to continue making learning fun and accessible with the strategic guidance and support of KIRKBI. About the Role BrainPOP is building an AI-first go-to-market engine — and the Lead GTM Engineer is the role that makes it run. This is not a traditional CRM admin or developer position. You will own the technical architecture and strategic direction of our entire GTM stack: designing the data flows, integration logic, enrichment workflows, and automation that connect our signals to our pipeline to our revenue. You will work at the intersection of Revenue Operations, data strategy, and GTM execution — reporting directly to the VP of Revenue Operations and partnering daily with Sales, Marketing, Customer Success, Finance and our Data Analytics team. You will make architectural decisions that have long-term consequences for how this organization scales, and you'll use AI-powered development tools alongside a small-but-mighty SFDC admin team to execute on those decisions. This is an individual contributor player/coach, builder-thinker role. The ideal candidate has a clear strategic vision for what a modern GTM stack should do, the judgment to sequence it correctly, and the learn-it-all mentality to go deep on any tool or integration that stands between the design and the outcome. This role will be based in our NYC HQ or remote in one of our approved hiring states (see details below). Eastern time zone is preferred, or flexibility to align to Eastern time zone generally. Travel to NYC HQ is expected once per quarter. In This Role You will GTM stack architecture and strategy Design and own the integration architecture across our GTM stack: Salesforce (Sales, Marketing, and Service Cloud), Celigio iPaaS, Tableau, Gong, Starbridge.ai, HockeyStack, NetSuite, Mandrill, Appcues, and net-new tools as we evaluate and add them Lead the consolidation of existing revenue technology tools, eliminating redundancies where they exist and ensuring seamless data flow across the stack Make build-vs-buy decisions with clear reasoning — evaluate new tool additions against integration complexity, data hygiene risk, and existing stack overlap before committing Own the integration map: a living document any team member can read and understand Manage the technical components of the RevOps roadmap and the Salesforce development roadmap, prioritizing initiatives based on business impact and technical feasibility Partner with our SFDC consultancy firm and leverage AI coding tools (Claude Code, Cursor, or equivalent) to implement the integrations and automations you design Manage external vendors, consultants, and implementation partners where needed Design, develop, and implement scalable Salesforce solutions that support the strategic goals of our GTM teams — including custom objects, flows, Apex classes, and field-level data model design Own the full project implementation lifecycle from requirements gathering and solution design through build, QA, UAT coordination, and go-live Translate complex business requirements from Sales, Marketing, CS, and Support into clear technical specifications and project plans Stay current with Salesforce releases and industry best practices; recommend and implement new features as appropriate Ensure data integrity and security across the Salesforce ecosystem Automation and workflow logic Design SF Flow automations that translate data signals into rep and CSM actions — score drops, renewal countdowns, engagement gaps Own Gong Engage sequence infrastructure Improve on and maintain product-triggered email logic in coordination with product and CS teams Identify and implement automation opportunities that improve overall GTM efficiency Signal-to-pipeline motion Partner with our Data Analytics team to design a customer health score model in Tableau; connect scores SF Flow and Gong playbook triggers to initiate workflows Design and maintain additional enrichment pipelines - fed by Starbridge ICP signals - and lead the build out of GTM playbooks that turn data into action Ensure HockeyStack attribution model captures full-funnel touchpoints from first signal through closed-won and renewal You Are You think in systems before you think in tools — you can sketch a data flow on a whiteboard before you've decided which tool executes it You're a genuine learn-it-all: when a new tool enters the stack, you go deep fast — documentation, community, hands-on experimentation — and you don't wait for someone to train you You hold ambiguity well: the stack we're building doesn't have a fully drawn blueprint, and you'll be making architectural decisions with long-term consequences You document as you build — undocumented integrations are technical debt, and you treat them that way You can translate between architecture and business outcomes, and you're comfortable presenting to non-technical stakeholders You push back when a tool purchase would create more integration complexity than value — and you can make that case with data, not just intuition You're energized by working alongside AI tools to go faster, not threatened by what they can do You understand sales teams and speak their language — you build trust by offering solutions that address real challenges, not just technically elegant ones Treat Salesforce data quality as standing infrastructure, not a project — own the hygiene standards and the audit cadence On Your Resume 6+ years in revenue technology, GTM operations, or a related technical business operations role — with demonstrated ownership of GTM systems architecture, not just administration Deep Salesforce fluency: custom objects, flows, Apex classes, field-level data model design, and an intuition for what the CRM data model should look like to support the business — not just report building Deep expertise in Salesforce Sales Cloud, Service Cloud, and Marketing Cloud; experience with Salesforce CPQ preferred Solid understanding of Salesforce integration patterns and experience with APIs and integration tooling Clear strategic thinking about GTM data flows: when presented with a business problem, your first instinct is to map where the data lives, where it needs to go, and what stands in the way Strong working knowledge of iPaaS tools (Celigio, Workato, Boomi, n8n, or equivalent) — you've designed integrations even if you haven't always written every line of implementation code yourself SQL proficiency sufficient to validate data, audit pipeline quality, and design logic for health score calculations; familiarity with Python or JavaScript a strong plus Comfort with AI-powered development tools (Claude Code, Cursor, GitHub Copilot, or equivalent) — you use these to accelerate implementation Excellent project management skills with the ability to manage multiple priorities and stakeholders simultaneously Exceptional communication skills — you can translate between architecture and business outcomes and present your work clearly to VP and C-suite stakeholders Strong plus Familiarity with Gong (especially Engage and Forecast), Starbridge.ai, HockeyStack, or Clay — or strong analogues in conversation intelligence, intent signal capture, attribution, and AI enrichment Experience designing customer health score architecture — composite models, weighted inputs, tiered outputs, and the renewal playbook logic that consumes them Background in edtech, K-12, or public sector SaaS — district procurement cycles, PO-based purchasing, and multi-stakeholder buying motions are a meaningful context advantage Experience working alongside data engineering or analytics teams to operationalize BI-calculated metrics into CRM systems (reverse ETL patterns, Celigio/Census writebacks) Familiarity with dbt or similar data transformation tooling Salesforce Administrator and/or Developer certifications Experience managing external vendors, consultants, and implementation partners Location The BrainPOP team operates in a hybrid work environment: Each role has remote flexibility and an in-person component at our New York headquarters or other meeting locations. Based on the requirements of a specific role, we may prioritize hiring within a commutable distance of our New York headquarters or in another region relevant to that role. We can employ individuals residing in the following approved hiring states. States not listed below may be considered based on factors including the needs of the specific role. Arizona California Connecticut Florida Georgia Illinois Massachusetts Minnestoa Missouri New Jersey New York North Carolina Ohio Oregon Pennsylvania Tennessee Texas Washington #LI-Remote We take a geo-neutral approach to compensation within the US, meaning that we pay based on job function and level, not location. We have competitive pay bands for all other countries based on market standards. Individual compensation decisions are based on a number of factors, including experience level, skill set, and balancing internal equity relative to peers at the company. Based on these factors, we expect most of the candidates offered roles at our company to fall healthily throughout the range. We recognize that the person we hire may be less experienced (or more senior) than this job description, as posted. If so, the updated salary range will be communicated to you as a candidate. USA Pay Scale $130,000—$145,000 USD Life at BrainPOP At BrainPOP, our work directly impacts how teachers teach and students learn. They inspire us to build solutions that facilitate joy and meaningful learning outcomes. Our commitment to educators and kids is reflected in our dedication to the BrainPOP team: ensuring their experience is empowering, creative, collaborative, playful, and anchored in learning and growth. Our team is made up of educators, data scientists, published authors, engineers, artists, bakers, film buffs, cyclists, dual citizens, and so much more. We value diversity and inclusion, collaboration, and learning from multiple perspectives. We believe that a diverse organization is a more effective organization. BrainPOP is an Equal Opportunity/Affirmative Action Employer. NOTICE: We have become aware of various fraudulent websites and third parties impersonating our company and offering false job opportunities. These offers are not affiliated with BrainPOP and are considered part of an unlawful recruitment scam. To ensure your safety and protect your personal information we strongly recommend that you only apply for positions through the official BrainPOP website or BrainPOP's official LinkedIn page. If you receive any job offers or communications that do not originate from this page or our official e-mail domain brainpop.com, please treat them as suspicious and do not engage or provide any personal information. For any questions or to report suspicious activity, please contact us directly at legal@brainpop.com. While we have reported this general fraud to the authorities, you can report this fraud on your own behalf to the Federal Trade Commission (https://reportfraud.ftc.gov/) and the Federal Bureau of Investigation’ s Internet Crime Complaint Center (https://www.ic3.gov/).