GTM Engineer (TAM, Whitespace & Prioritized Prospecting)

Role Overview

As a GTM Engineer at Toast, you will own the Clay implementation and the prospecting intelligence layer that powers pipeline generation. You’ll build systems to map the total addressable market (TAM), surface whitespace, and deliver prioritized prospect lists.

Key Responsibilities

• Build and maintain Clay workflows to map intention signals, create prospect output lists, and identify whitespace.
• Enrich and evaluate accounts using third-party signals (intent, firmographics, technographics) to produce prioritized prospect lists.
• Own the data pipeline from Clay to the CRM and Sales Assistant, ensuring data is accurate, deduplicated, and usable.
• Partner with Sales and SDR teams to deliver dynamic, targeted outreach sequences.
• Continuously refine scoring models using conversion data and sales feedback.
• Develop a roadmap for third-party signal integrations.
• Provide data-backed inputs into quota planning and territory design.
• Deliver pipeline and QA in the data warehouse for enrichment validation and iteration.

Requirements

• Strong understanding of the B2B sales process end-to-end; experience embedding with sales teams and understanding rep prioritization.
• Hands-on experience building and owning Clay workflows at scale, including enrichment waterfalls, scoring logic, and CRM sync (or equivalent orchestration platform).
• Demonstrated experience designing and deploying AI agents / agentic workflows that drive real work.
• Systems thinking with comfort tracing data flows and building scalable integrations (APIs, Salesforce flows, and low/no-code automation).
• 6+ years in Revenue Operations, Sales Operations, or GTM Engineering, including at least 2 years focused on prospecting infrastructure, account intelligence, or pipeline generation tooling.
• Deep familiarity with third-party signal providers and activating those signals for prioritized outreach and territory planning.
• Strong SQL skills and comfort working directly in a data warehouse environment (Snowflake, BigQuery).
• Experience with identity resolution / deduplication tooling (e.g., Ringlead, Openprise, or similar).
• Familiarity with outbound sequencing platforms (Outreach, Salesloft) and connecting Clay-enriched signals to sequence enrollment.
• Experience contributing to or owning territory design and quota planning models using TAM data.

Nice to Have

• Background in a high-growth SaaS or fintech environment scaling prospecting infrastructure across multiple segments or geographies from scratch.