GTM Engineer

Pocus exists to supercharge GTM teams. We make every rep a 10x seller. With Pocus, organizations can have fewer, better reps to drive increased pipeline and revenue.

How? We’ve created the world’s most powerful, AI-native prospecting platform.

Pocus influences nearly half a billion in pipeline per quarter for our customers. We’re trusted by high growth companies like Asana, Monday, Canva, and Miro where Pocus powers up to 50% of their pipeline and eliminates 10+ hrs of work per rep per week.

Pocus has hundreds of always-on AI agents doing the manual, tedious work of researching & prospecting so that reps can do what they do best: sell. With Pocus AI agents working for them, rep’s days are simplified. Reps get alerts when compelling events happen, account plans are generated by AI, and agents recommend who to reach out to with the next best action. We’re fortunate to be backed by First Round, Coatue, and execs like CEO Zoom, CPO Adobe, CRO OpenAI, who are helping us usher in this future of sales.

Our CS org has one goal: We transform GTM teams into best in class operators, creating repeatable top decile rep performance and GTM productivity. As a GTM Engineer, you’ll be taking your experience in GTM or Revenue Operations and translating that expertise across a dedicated group of customers with whom you’ll act as a technical expert to consult on, and build, their Pocus workspace, sales playbooks and workflows, providing best practices to turn data into revenue for the customer’s GTM team.

The Pocus team is full of humble overachievers that like to move quickly (we call it shiperate), own our work, give customers superpowers, and create magic for our team… all while having a ton of fun. Join us on this next phase of growth!

Why this role

• Solve real problems for customers with a product that they love: Go-to-market teams rely on Pocus to uncover new revenue opportunities and save hours / week digging through data. Customers have referred to Pocus as an “answer to all of their prayers”.

• Be an early member of the GTM Engineering team: As one of the first members of team, you’ll build the foundation of the role for years to come.

• Learn more in 1 week at Pocus than 1 year at another company: We do more with less — we’re able to ship what other teams with 10x of the resources do in 1/10th of the time. We’ve had a lot of awesome accomplishments, but still have so much left to do.

• Join an incredible team at a magical time: We’re at the beginning stages of explosive growth. Join a passionate, scrappy, and no-ego team of builders that will inspire you every day.

• Choose your own adventure: ****Because the team is small (but growing fast) you’ll have the opportunity to be customer facing while also working with our entire go-to-market team, operations, engineering, product, and both of our co-founders. This is a great opportunity to get exposure to a variety of roles and see where you might find yourself gravitating.

What you’ll do

• Lead customer POCs and full customer implementations, including workspace development, and workflows

  • Gather business requirements and objectives from customer stakeholders across Sales Leadership and Revenue Operations, and provide consultative guidance to build custom Pocus workspaces, playbooks and workflows that help our customers’ accomplish their highest priority go-to-market initiatives

  • Translate business requirements into data request for customer and lead playbook brainstorm sessions

  • Conduct data modeling in Pocus to surface relevant data for customer across their various 1st party data

  • Prescribe and setup initial playbooks by use case and business objectives as identified through your implementation discovery

  • Custom train AI models for each customer to support AI alerts and our relevancy layer

  • Recommend sales plays based on experience, customer type and maturity

• Proactively review and update customers’ sales playbooks to ensure value maximization and alignment to shifting priorities

  • Data: identify workspaces with poor data quality and proactively set up time to review with customer

  • Review business performance of playbooks, providing strategic guidance on which playbooks to build, iterate or kill

  • Conduct iterations of workspace architecture and playbooks as new teams onboard

• Bridge the gap between technical and non-technical stakeholders both internally and with customers

  • Support CSMs during implementation by providing a data-driven perspective on prospects’ and customers’ product-led-sales strategy

  • Drive accountability to action for the customer in the implementation process

  • Educate and transfer knowledge of Pocus architecture, data modeling and workflows to the customer’s technical admins to help them self sustain their Pocus workspace

  • Support the entire post-sales team by clearly documenting important context about each customer, their data model, and their workspace after initial implementation

• Pass learnings and suggestions back to other internal teams as the technical voice of the customer

  • Partner with Product to provide feedback and ensure the product roadmap is informed by feedback from technical stakeholders across our customer base

  • Partner with Sales, and Customer Success to ensure a smooth handoff, paying particular attention to our customers’ data sources and making sure that the right technical stakeholders from our customers are involved for implementation

Who you are

As a small and early stage start-up, alignment on culture and values is our #1 priority. People that are successful at Pocus, regardless of role, strongly identify with the following:

1. You are a humble over-achiever. You’re constantly asking for and excited about feedback that helps you learn and grow.

2. You don’t take yourself too seriously. You like to work hard but not without plenty of smiles and laughs along the way 🙂

3. You are delusionally optimistic. Big challenges and projects excite and motivate you.

4. You have exceptional integrity and always do the right thing, even if and especially when no one else is watching.

5. You are a problem solver, not a problem identifier. Your first reaction when encountering something that isn’t working is to think “What can I do to make this better?”

6. You strive to perfectly balance individual initiative with humility and collaboration, understanding when it is better to ask for help and when it is better to solve a problem independently.

7. You move with a self-imposed sense of urgency. You strive to constantly find the perfect balance between speed and quality and you understand when to make that tradeoff.

8. You have a high bar for quality and you honor your commitments.

9. You are excited about building foundations and you love learning new things as part of that. You have a bias towards documentation and writing things down.

10. You are excited about working in an early stage, high-growth, fast paced environment where you can have meaningful ownership and impact on the business, and understand that that is a significant commitment

As an ideal candidate, you have:

• You’ve been in Revenue or Growth Operations. 3+ years of experience in sales or revenue operations, or relevant technical consulting

• Proven technical experience with SQL, APIs and Python

• A proven ability to quickly learn and familiarize yourself with new concepts in a self-directed way. Examples: A client’s business model or a raw sales or financial dataset.

• A strong business acumen combined with an analytical skillset. You see beyond data and have fluency to know the right questions to ask of the data to gather business insight and create recommendations

• Highly consultative experience. You have demonstrated capability to take vague business problems from senior leaders, run active discovery and prescribe technical solutions and plays

• Excellent communication in all forms. You are comfortable adjusting your style and approach to communicate technical concepts with both technical and non-technical stakeholders.

• Endless curiosity and excitement about solving ambiguous and unstructured problems using data for external customers.

• High levels of organization in your workflows - you understand what it means to work on multiple projects simultaneously and are able to prioritize and manage your time efficiently.

• Familiarity with (or excitement to learn) integrating data via technologies like Outreach, Snowflake, Salesforce, Hubspot, Gong

• Deep understanding (or excitement to learn) common data structures, metrics, and raw data associated with B2B SaaS Salesforce implementations

• Nice to have:

  • A Bachelor’s degree or equivalent experience in a quantitative field like economics, business, math, statistics, engineering, or the hard sciences.

Perks and benefits:

• Best in class medical, dental, and vision plans through our PEO

• A monthly wellness stipend to help support you in your health goals

• 401K through Guideline to help you invest in your future

• Access to mentorship programs through First Round Capital for personal growth and development

• 10 company holidays and discretionary vacation with a baseline requirement of 2 weeks / year. We work hard but don’t want you to burn out!

• Work from home stipend to help you set up your home office

At Pocus, we’re looking for people who are humble overachievers with an ownership mentality and a love for building. If this sounds like you, we encourage you to apply, even if your skills don’t perfectly match our job descriptions (especially if you’re making a career change or are insanely passionate about Product-Led Sales!). At Pocus, we welcome your diverse backgrounds and celebrate different perspectives that challenge the status quo. We will never discriminate on the basis of religion, color, gender identity, disability, marital status or any other characteristics protected by law.