Some of our perks include: Hybrid work set up Paid Parental leave - 12 weeks primary, 6 weeks secondary Birthday leave, YOU day each year, as well as connecting people leave (up to 2 weeks working from anywhere) Inhouse Learning and Development initiatives ELMO Social and Diversity clubs Wellbeing initiatives Mental Health/EAP programs Flare Benefits (great discounts, novated leasing, salary sacrifice) Our values: Reimagine What's Possible - We believe innovation is human at its core.
By staying open, fearless, and adaptive, we continuously push boundaries - while keeping people at the heart of everything we do.
Obsess over Customers – Everything we do is designed to positively impact our customers.
Help Others Thrive - Be they colleagues, communities or customers, we champion ways to help others thrive.
Be Fearlessly Optimistic - We bring unwavering positivity to any challenge, as we know it will drive meaningful change.
Please note: Our internal Talent Acquisition team has got this covered, we're not open to using an agency for this role.
Job Description Position Overview ELMO has no shortage of go-to-market signals.
Intent, engagement, firmographic, conversation and product data all exist across the stack, but it sits in disconnected tools and reaches sales reps as noise.
Too much of a rep's day goes on working out who to call and why, and too little on the conversation itself.
The GTM Engineer changes that.
You will map how our go-to-market motion actually runs, then rebuild the revenue engine on top of it: connected tools, automated and AI-assisted workflows, scoring and routing, and signals surfaced to the right rep at the moment they are worth acting on.
It is a hands-on role in a commercial team: the person who maps the process also builds the automation and measures whether it moved the pipeline.
Your primary customer is the New Business sales team, SDRs and AEs.
Success looks like rep time shifted from research and admin to selling, higher meeting and pipeline yield per rep, signals reaching the right owner fast with nothing falling between tools, and a documented process showing how an account moves from first signal to booked meeting.
Key Responsibilities Process mapping and roadmap Map the GTM motion end to end as it really runs: how accounts, leads and contacts enter, are enriched,



scored, routed, worked and converted, and where time, data and context are lost.
Sit with reps and their leaders to quantify where effort goes, and turn bottlenecks and manual steps into a prioritised roadmap tied to pipeline outcomes.
Signals, scoring and routing Build lead, contact and account scoring that combines fit (ICP, firmographic, technographic) with intent and engagement, and that reps trust enough to act on.
Build routing and assignment by territory, segment and capacity, with speed-to-lead service levels that are measured and enforced.
Define which signals warrant action, surface them in the tools reps already use, and retire signals that do not predict meetings or pipeline.
Automation and AI workflows Automate the manual parts of the rep day: enrichment, contact discovery, account research, list building, task creation, sequencing triggers and CRM updates.
Deploy AI-assisted workflows and agents for research, call preparation and personalisation at scale, with human review where it matters.
Build trigger-based plays (intent spikes, job changes, hiring, web engagement, lapsed opportunities re-engaging).
Prototype fast, prove value, then harden what works into documented production workflows.
Connected stack and measurement Connect the GTM stack (Salesforce, Gong, Marketo, Demandbase, HockeyStack, enrichment and sales engagement tools) so data flows once and correctly, within the patterns set by the Lead Enterprise Solutions Architect.
Protect data quality at the point of entry, aligned to the governed definitions and data contracts owned by Revenue Analytics the Lead Enterprise Solutions Architect sets integration patterns; Revenue Analytics Growth Marketing owns campaigns; and sales leadership owns adoption and performance.
Nothing goes live without a documented owner, logic and measure of success.
Key Performance Indicators / OKRs Rep productivity:



more rep time on selling and less on research and admin, against a baseline set in the first 90 days.
Meeting and pipeline yield: meetings booked and held per rep, and meeting to pipeline conversion, improving against baseline.
Speed to signal: priority signals and inbound leads routed and actioned within the agreed service level.
Scoring quality: scored accounts and leads convert measurably better than unscored, with models tuned on a set cadence.
Adoption and documentation: workflows used by the sales team, and every build documented and discoverable.
Desired Skills and Experience Positional Qualifications, Attributes and Skills 4+ years in revenue operations, sales operations, marketing operations or a similar systems-focused GTM role in B2B SaaS or a comparable business with an outbound motion.
GTM Engineer is a new title; we care more about what you have built than what your role was called.
A track record of building automation, routing, scoring or enrichment that measurably improved rep productivity or pipeline.
Strong hands-on Salesforce experience: data model, flows and automation, lead and account management.
Technical fluency: you understand APIs, webhooks and SQL, and can build with them, whether by writing the code yourself or directing AI coding tools to do it.
Experience with workflow automation and enrichment platforms (Clay, Zapier, Make, n8n or equivalent) and sales engagement tools.
Practical experience building with LLMs and AI agents, including prompt design and sensible guardrails.
Process and systems thinking: you can untangle a messy, multi-tool process and design a simpler one.
Strong grasp of B2B funnel metrics, and a builder's bias: ship a first version, measure it, iterate.
Clear communication with non-technical users: you can explain a scoring model to a rep and win their trust in it.
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Please note: Our internal Talent Acquisition team has got this covered, we're not open to using an agency for this role.
ELMO Software Pty Ltd is an equal opportunity employer, and we encourage applicants from diverse backgrounds to join our team.
Handling sensitive employee data means strict adherence to our ISO : certified security policies, and we are committed to responsible, secure AI in line with ISO

📌 Gtm Engineer (Gtm Engineer) (Sydney)
🏢 ELMO Software
📍 Sydney