Director of Go-to-Market Engineering (Revenue Operations)
hace 1 día
Birmingham
\n About UsPerk (formerly TravelPerk) is the intelligent platform for travel and spend management. Built to tackle the time-consuming, manual work that gets in the way of real work, our tools automate everything from travel bookings to expenses, invoice processing, and more. By eliminating this shadow work that wastes hours, erodes morale, and saps innovation, we're on a mission to power real work, with real impact.We're trusted by more than 12,000 companies worldwide, including On Running, Breitling, and Fabletics, and we're tackling the 7 hours of lost productivity per employee each week, a $1.7 trillion problem.Founded in 2015, Perk has grown into a global company of more than 1,800 people across 12 offices globally, with headquarters in London and Boston. We combine innovation, control, and simplicity to transform how businesses work and how people feel at work.At Perk, we're driven by our values, like being an owner, delivering a 7-star experience, and working as one team. We value curiosity, purpose, and mindset, not just knowledge, to unlock the power in your potential. Our talent team brings together leading minds from the travel, fintech, and SaaS industries, representing over 70 countries. If you're excited about having a real impact and shaping how millions of people experience work, we'd love you on the team.Visit www.perk.com to learn more. About the Role\n We are hiring our first Director of Go-to-Market Engineering. \n Perk's revenue organisation is 800 people selling to more than 10,000 companies. Behind them sits a CRM, an enrichment and signal stack, a growing set of AI agents - and a lot of manual work that no longer needs to exist. Your job is to remove it and to build the automated systems that replace it. \n You will own GTM Engineering end-to-end: which tools we use, how the architecture fits together, what gets built, and what it does for revenue. You report to the VP of Revenue Operations, lead a small senior team across Europe and North America, and work across SDR, Account Executive, and Account Management - a few high-impact projects each quarter. \n This is a player-coach role, and we mean it. You will be in Clay, in the orchestration logic, in the agent workflows, building alongside a team doing the same. You're using your experience to guide and coach them to accelerate the pace. \n The other half of the job is commercial. The best GTM engineers we have met can sit with a regional Sales VP, work out why their pipeline isn't converting, and leave with the right thing to build. That instinct matters more to us than any single tool on a CV. What You'll Do Own the strategy and the stack\n \n • Define Perk's GTM engineering architecture - how CRM, enrichment, signal, sequencing, orchestration and data layers fit together.\n, • Make the tooling calls: what we adopt, what we consolidate, what we retire, and why it pays for itself.\n, • Set the roadmap with the VP of Revenue Operations, Sales leadership, and the Revenue Systems and Data teams.\n, • Establish the standards the team builds to - version control, documentation, testing, and rollback.\n Build, hands-on\n \n, • Design and build in Clay: tables, waterfall enrichment, AI columns, webhooks and API integrations in production.\n, • Own the orchestration layer - the logic deciding which records enter a workflow, when, and on what criteria. This is where GTM automation succeeds or fails.\n, • Build agentic workflows on modern LLM and agent tooling to take research, qualification, summarisation and data entry off people entirely.\n, • Write the code the job needs - Python, SQL, SOQL or TypeScript.\n Automate across SDR, AE, and AM\n \n, • Own account prospecting automation globally: TAM sourcing, enrichment, ICP and intent scoring, prioritisation and distribution.\n, • Give AEs their selling time back - CRM autofill, quoting, meeting prep, opportunity hygiene, first outbounds.\n, • Build account intelligence for Account Management: risk signals, whitespace, account planning.\n, • Take each project from prototype to production properly - instrumented and validated before it scales.\n Bridge commercial and technical\n \n, • Turn commercial problems into technical architecture, and technical output into impact a revenue VPs recognises.\n, • Understand Perk's revenue goals and how to leverage AI capabilities for us to achieve them quicker and more efficiently.\n, • Understand and drive clear and tangible commercial outcomes. For example, how to reduce the time that quota-carrying roles spend on non-core activities such as account research, be able to quantify the impact, and clearly communicate the outcomes to leadership.\n Build the team\n \n, • Lead and grow a small, senior team across Europe and North America.\n, • Set clear ownership, and the review discipline that makes shipping fast also means shipping safely.\n, • Grow the team's technical depth and commercial judgement in equal measure.\n \n What Will Make You Successful \n Experience \n \n • Deep background across Revenue Operations, GTM Engineering, Sales Systems, Growth Engineering, or an adjacent technical commercial function in B2B SaaS\n, • Proven track record in GTM Engineering specifically, with delivery at real scale — systems hundreds of sellers relied on, not a pilot for one team\n, • Time as both a builder and a leader. This role needs both.\n \n Technical craft \n \n • Clay expertise in production - complex tables, waterfall enrichment, webhook integrations and AI column logic that revenue teams actually depended on.\n, • Deep Salesforce fluency: the data model, integration patterns, and where the constraints really are.\n, • Working proficiency in code — Python, SQL, SOQL, TypeScript or equivalent. You pull your own data. Not all coding languages are necessary, but proficiency in one or some is required.\n, • Architecture instincts: you build for scale, monitoring and recovery, not just for the first successful run.\n, • Depth across several layers of the modern GTM stack - enrichment and data (Apollo, Clearbit, ZoomInfo, Cognism, PredictLeads), signal and intent (6sense, Bombora, UserGems), sequencing (Outreach, Salesloft), orchestration (n8n, Make, Workato), data infrastructure (Snowflake, dbt, BigQuery) and LLM and agent tooling. Nobody has all of it. We care that you have real depth somewhere and can learn the rest quickly.\n Commercial instinct\n \n, • You judge your work by whether it moved a commercial metric, not by whether it shipped.\n, • You have the credibility with Sales leaders to scope the right build - and to say when automation is the wrong answer.\n, • You understand the funnel end to end: TAM, ICP, pipeline generation, conversion, expansion, and the economics underneath.\n Nice to have\n \n, • Having stood up a GTM engineering function at a high-growth SaaS business, ideally above $100M ARR.\n, • Experience taking an automation programme from pilot to global production, including what you learned when it got bumpy.\n, • Multi-region GTM experience across EMEA and North America.\n Why This Role\n GTM Engineering is a discipline being written right now, and most companies are still treating it as a tooling function. This is the chance to own it properly, the stack, the architecture, the build, and the commercial outcome across a $300M+ revenue business with 800 people in the field, a genuine appetite for automation, and the budget and executive backing to move fast. \n You would be the first person in this seat, with real systems and real data to work with rather than a blank page, and the freedom to decide what Perk's automation layer should look like. There is a lot to go after, the problems are interesting, and the impact is immediate and visible. \n If you want to build the automation layer of a commercial engine at this scale and you want to still have your hands on it come and build it here. \n How We Work \n At Perk, we take an IRL-first approach to work, where our team works together in-person 3 days a week. As such, this role requires you to be based within commuting distance of our hubs. We fundamentally believe in the value of meeting in real life to improve connectivity, productivity, creativity and ultimately making us a great place to work. \n Perk is a global company with a diverse customer base, and we want to make sure the people behind our product reflect that. We’re an equal opportunity employer, which means you’re welcome at Perk regardless of how you look, where you’re from, or anything else that makes you, well, you. \n #J-18808-Ljbffr
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