Top teams add RevOps + GTM engineers

B2B sales teams are hiring revenue operations staff and go-to-market engineers to take forecasting, customer relationship management upkeep, and workflow automation off reps’ desks. (salesforce.com) Salesforce said in its July 25, 2024 State of Sales release that reps spend 70% of their time on non-selling work, 67% do not expect to hit quota, and 81% of sales teams are experimenting with or have fully implemented artificial intelligence. (salesforce.com) The new jobs are showing up in live postings. Pendo’s GTM Engineer role says it supports case management, prospecting, forecasting, pipeline health, territory design, lead routing, and other work inside a global revenue operations team. (greenhouse.io) Revenue operations is the group that connects marketing, sales, customer success, and finance so the same data and process run across the whole revenue cycle. Salesforce describes it as one function that aligns teams, systems, and handoffs instead of leaving each department to run its own playbook. (salesforce.com) Go-to-market engineers are the builders inside that system. Proof’s posting says the role designs workflows for prospect research, enrichment, prioritization, sequencing, and follow-up, then uses customer and activity signals to steer personalization and account priority. (lever.co) At Liatrio, the role is even more explicit: a GTM RevOps Engineer is asked to automate lead enrichment, scoring, routing, and follow-up, maintain customer relationship management data hygiene, and build dashboards that give leaders “trustworthy pipeline visibility.” (lever.co) Some companies are hiring for the same function under slightly different names. Payabli’s Go-To-Market Engineer role says it sits between sales operations, data engineering, and growth automation, with responsibility for prospect identification, enrichment, outreach automation, and pipeline analytics. (ashbyhq.com) The pitch to management is straightforward: move repetitive work into systems so sellers spend more time with buyers. Proof’s job description says its workflows are meant to help teams spend more time in customer conversations and less time on administrative work. (lever.co) Salesforce’s current State of Sales landing page pushes the same direction at a broader level, saying nine in 10 sales teams use artificial intelligence agents or expect to within two years. The site says teams are deploying those agents from planning through quoting. (salesforce.com) That does not mean the seller disappears. Salesforce said B2B buyers are more likely to purchase when companies understand their goals, and its 2024 sales report tied that gap partly to the time reps lose to administration instead of customer conversations. (salesforce.com) The result is a staffing shift as much as a software shift: one set of employees closes deals, and another set builds the machinery that decides which deals reach them first. (salesforce.com)