GTM Systems & Solution Architect

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Role Summary

Emergence is building an intelligent GTM system that streamlines how we source, enrich, score, prioritize, and engage companies throughout the funnel. As the GTM Systems Architect, you will design the logic, workflows, and automation layers that tie these capabilities together—ensuring multiple third-party tools, APIs, and internal tools operate as one cohesive engine.

You’ll shape multi-step processes, define how data flows across systems, guide where AI or agents add leverage, and improve reliability and scalability as the engine evolves. This role is ideal for someone who enjoys bringing structure to complex GTM operations and turning fragmented processes into clean, efficient, automated systems.

This role sits at the intersection of GTM operations, data, and applied AI. You’ll focus less on training models and more on designing reliable, auditable, production-grade workflows that use AI and automation to drive consistent GTM outcomes at scale.

Key Responsibilities

AI & Agent Workflow Design

• Architect LLM/agent workflows for enrichment, scoring, personalization, research, and outbound execution.
• Define decision flows, context windows, retrieval steps, and guardrails for autonomous agents.
• Ensure agents interact seamlessly with CRM, enrichment, and outreach systems.
• Design monitoring, evaluation, and guardrails for agent outputs (accuracy, consistency, failure modes).
• Define fallback paths and human-in-the-loop checkpoints for critical GTM decisions

End-to-End GTM Systems Architecture

• Design workflows for enrichment → scoring → ICP tiering → sequencing → routing → qualification.
• Develop GTM logic for cadence assignment, prioritization, deal movement, and next-step triggers.
• Define scoring frameworks, prioritization rules, and decision thresholds across accounts, sequences, and funnel stages
• Build logic maps and system diagrams across Salesforce, Apollo, Reply, and internal tools.

Automation & Integration Ownership

• Architect event-driven workflows using n8n, Zapier, Make, or similar tools.
• Define API-based integrations and data-sync behavior between tools.
• Ensure all data and events are normalized and consistent across systems.

System Optimization & Diagnostics

• Diagnose inefficiencies in scoring, sequencing, field consistency, enrichment coverage, or routing logic.
• Propose and run A/B tests for workflow changes, sequences, personalization, and scoring updates.
• Work closely with Data Analyst + Analytics Engineer to improve GTM intelligence.

Cross-Functional Collaboration

• Work with sourcing leads, product, AI, and engineering to turn business needs into system design.
• Document workflows, logic specs, and architectural decisions.
• Train internal teams on how new workflows and automations operate.

GTM Intelligence & Decision Logic

• Design logic for tagging sequence performance, phase maturity, and usage constraints.
• Translate business heuristics (ICP, thesis, performance) into deterministic, explainable system rules

Requirements

• Strong experience designing or orchestrating AI/LLM-driven agent workflows.
• Comfort with APIs, webhooks, automation platforms (n8n, Zapier, Make), and multi-step integrations.
• Deep understanding of GTM systems: ICP, scoring, enrichment, sequencing, cadence logic.
• Practical knowledge of Salesforce objects, Apollo enrichment/sequence setup, and outbound tools.
• SQL proficiency + ability to validate data transformations.
• Ability to reason about data models for operational workflows (entities, states, transitions), not just analytics or reporting.
• Light scripting (Python/JS) for prototyping workflow logic.
• Excellent systems thinking and ability to break ambiguous problems into structured flows.
• Experience designing and maintaining production systems where reliability, observability, and clear failure handling matter (not just prototypes or demos).
• Experience translating business heuristics into deterministic rules, scoring systems, and decision trees used by live operational systems.
• Ability to work remotely and collaborate effectively with distributed, cross-functional teams.

Qualifications

• Bachelor’s/ Master’s degree in Engineering, Computer Science, Information Systems, or a related technical field (or equivalent practical experience).
• 5+ years of relevant professional experience in GTM systems, RevOps, growth engineering, workflow automation, or applied AI roles.
• Experience working in fast-paced, evolving environments such as startups, scale-ups, or innovation teams within larger organizations.