Forward Deployed GTM Architect

Job description

ABOUT ARTISAN We're building the last GTM tool companies will ever need, with AI employees (Artisans) embedded within it. Our first Artisan, Ava, is an AI BDR hired by hundreds of companies. Our next is an AI AE called Aria. Artisan has a database of every professional and local business, dozens of intent signals, website visitor de-anonymization, a dialer, inbound web chat, and so much more. We're a YC W24 company, have raised $35M+ from investors including Y Combinator, and are at $9M+ ARR. ROLE OVERVIEW Deploying an AI employee into a 500-person sales org is an operating model change. Territories, books, and quotas already exist. RevOps has a system of record they've spent years defending. Every region has different compliance rules, every division has a different ICP, and half a dozen managers each believe their team is the exception. Ava can do the work of an outbound team across all of it, but only if someone architects the system underneath her and gets an organization to agree on it. That's this role. You'll own the deployment of Artisan inside our largest customers: designing the GTM system, building consensus across RevOps, sales leadership, IT, and legal, and staying accountable for pipeline long after go-live. You'll work on a handful of accounts at a time, in depth, over quarters rather than weeks. - Architecting each customer's GTM system: ICP and segmentation by division and region, account book structure, scoring model, and a campaign portfolio sequenced by expected return rather than by habit - Designing the intent signal strategy, including custom AI signals scoped to that business, and cutting the ones that won't fire often enough to earn their cost - Designing the governance layer that makes autonomous outbound safe at scale: per-signal autonomy ceilings, suppression policy, approval workflows, team-level libraries, and what managers can and cannot override - Owning end-to-end deployment across CRM integration and data hygiene, sending infrastructure and deliverability at volume, knowledge base and messaging libraries, and phased rollout from pilot team to full org - Navigating the enterprise buying and deployment path: security review, procurement, data processing and regional compliance, and the internal politics of replacing incumbent tools - Owning the number on your accounts: reading performance by campaign type and by team every week, killing what isn't working, and reallocating volume before the customer has to ask - Traveling to customer offices for in-person discovery, scoping sessions, rollout workshops, and executive reviews - Joining sales calls to provide technical and strategic credibility and help close seven-figure deals - Staying hands-on from pre-sales through expansion, ensuring customers see real, measurable ROI and that the pilot team's results survive contact with the rest of the org - Work with customers and encourage them to replace their existing stack (ZoomInfo, Outreach, Orum, etc) with Artisan - Feeding customer insights back to product and engineering to shape our enterprise roadmap Location: On-site in New York City or San Francisco (with frequent travel to customer sites) Team: Forward Deployed Implementation Reports to: Meghna Sharma, Forward Deployed Lead WHO YOU ARE - 3+ years in GTM engineering, RevOps, sales strategy, or enterprise solutions consulting, with real depth in large, complex sales organizations - You've deployed something into an org with hundreds of sellers and know why that is a different job than deploying into twenty. Multiple divisions, competing ICPs, a territory model you can't break, and a rollout that has to survive a manager who doesn't want it - You've owned a pipeline number, not just reported on one, and can explain in specifics why a program worked or didn't - Fluent in enterprise CRM reality: object models, field hygiene and fill rates, role hierarchies, sync conflicts, ownership rules, and what breaks when they're wrong - Credible with a CRO and a VP of RevOps in the same meeting, and able to tell either of them their ICP is wrong on the first call in a way that lands - Comfortable driving consensus across stakeholders who don't report to each other, and holding a line on system design when a manager wants an exception - Ideally hands-on with the enterprise GTM stack (Salesforce, Outreach, Salesloft, ZoomInfo, Clay, 6sense or similar) and a point of view on why it's being replaced - You thrive in ambiguity: scoping problems, architecting solutions, and shipping them fast - Excellent communication skills: you can explain complex systems to non-technical stakeholders and dive deep with engineers - Comfort with SQL and light scripting is a plus, but this is a GTM architecture role rather than a coding one - Willingness to travel frequently (up to 50%) to meet customers where they are INTERVIEW PROCESS 1. Introductory chat with Alejandra, our Recruiter 2. 30-minute interview with Meghna, our Forward Deployed Team Lead 3. 60-minute working session with our team: architect a rollout for a real enterprise scenario 4. 45-minute interview with Meghna, our Forward Deployed Team Lead 5. 30-minute culture and values interview with Jaspar, our CEO OUR CULTURE AND VALUES - Founder mindset. Everyone acts like an owner: take initiative, think big, challenge ideas, and push for 10× outcomes - Obsessed with impact. We apply the 80/20 rule, kill sunk costs quickly, and focus on what actually moves the needle - Customer-first, always. Every decision is made with the customer experience at the center - High standards, every detail. Quality matters in everything we ship, from product and code to copy and design - Clear, direct communication. We value candor, fast responses, and feedback - Winning team energy. We bring positive vibes, low ego, zero drama, and genuinely enjoy building together