GTM Engineer

Job description

Our everyday digital experiences are in the midst of a realtime revolution. Whether chatting alongside a livestreaming event, receiving realtime financial information, or working with colleagues in an online collaborative environment - consumers simply expect realtime digital experiences as standard. At Ably we’re not just witnessing this revolution, we’re powering it - at scale. At the heart of our mission lies a commitment to putting developers first. Ably provides a suite of products to build, extend, and deliver powerful digital experiences in realtime, delivering billions of messages for millions of devices every day and supporting organizations like Harness, EA, Panasonic and HubSpot. Working at Ably means helping to build the infrastructure and technology that will power and shape the future of the internet. The opportunity in front of us is immense. And we’d like your help. ## **About this role** As our Go-to-Market Engineer, you'll be the person who actually builds and owns the systems that make our commercial data and workflows trustworthy, not just report on where they're broken. Right now, responsibility for Ably's commercial data and workflows is split across a few people and tools, each doing good work in their own area, but nobody's holding the full picture end to end. That's what we want this person to own. This role sits at the intersection of Sales, CS, Marketing and Data Engineering. This isn't scoped to one function: it's scoped to wherever the commercial systems gap is, whether that's a marketing lifecycle problem today or a sales automation problem tomorrow. You might build an agent that flags an ICP account the moment its usage crosses a threshold and drafts the first outreach, or a nightly job that reconciles HubSpot and Snowflake data so nobody's arguing about whose number is right. You'll spend most of your time putting infrastructure in place: workflows, data pipelines, AI-driven enrichment and automation. The rest goes into using that infrastructure to find what's actually wrong and fix it: data quality audits, funnel and conversion analysis, and diagnosing gaps in our commercial systems wherever they show up. This isn't a dashboards-on-request role. You won't be handed tickets and told what to build. We want someone who thinks like an owner: you see the gap before anyone else notices it, decide what's worth building, and go build it, not because something's on fire, but because you can see a better system than the one that exists today. ## **Day to day, you will** - **Build and own the systems, not just the outputs.** The majority (~70%) of this role is building: automated workflows, data pipelines, lead scoring and routing logic, and AI-driven enrichment across our CRM, sales and marketing stack. You choose the stack and approach; we care about reliability, not which tool you picked. The other ~30% is using what you've built to run data quality audits, diagnose conversion issues and analyse performance. - **Automate where possible and fix broken or manual workflows wherever you find them.** That might be Sales flagging something that isn't automated yet (prospecting, outreach, data hygiene), poor delivery, bounce or open rates on a nurture sequence, or a sales process still being done by hand. This role isn't scoped to marketing specifically, it's scoped to wherever the gap is. - **Share HubSpot's day-to-day upkeep, including Marketing Hub, as part of the team's rotation.** This isn't an admin role, the job is building systems on top of HubSpot data, but routine maintenance is shared across the team. - **Run data quality audits.** Validate enrichment accuracy across our vendors, spot-check that account and lead classification is actually correct, and dig into why a number's moved rather than shrugging it off. - **Own conversion and funnel tracking.** Map where prospects drop off across our automated systems, from first touch through to deal, and turn that into something the business can actually act on. - **Be the connective tissue between commercial and data teams.**Take requirements from stakeholders, translate them into a working system, and push back when a request is really a symptom of something else that needs fixing at the root. - **Use AI to operate at a scale one person shouldn't otherwise manage.** You're comfortable building an AI-assisted enrichment or automation workflow largely unsupervised, and you instinctively reach for AI tooling to keep what you build self-sustaining rather than manually maintained. ## **We'd love to talk if you have** - Experience in Marketing Ops, Sales Ops, Revenue Ops or a similar cross-functional systems role, ideally with AI-driven or automated workflows already under your belt. - Comfort working across CRM platforms in general. We use HubSpot, but this role exists to build systems using HubSpot data, not to become its day-to-day maintainer. If you've worked deeply in Salesforce or another CRM, that transfers fine. - A track record of building things independently: given a data or workflow problem, you can pick an appropriate stack and build a working solution without being told how. - Hands-on experience with workflow automation tools (n8n, Zapier, Make or similar). This is a must, not a nice-to-have. You should be comfortable designing and shipping a multi-step automated workflow yourself, not just configuring templates. - You've built with LLMs beyond basic prompting: agentic workflows, custom AI tooling, MCP connections or similar. This is also a must, we want evidence you've built something an agent runs, not just used a chatbot for research. - A systems-thinking mindset and genuine analytical ability. You can look at delivery, bounce or open-rate data, or a lifecycle funnel, and diagnose why it looks the way it does, then fix the process that caused it rather than patch the symptom in front of you. - Comfort with ambiguity. You've got strong opinions and can hold your own view on what's worth fixing first, even when priorities aren't obvious or agreed. ## **Bonus points if you have** - Familiarity with the Claude stack specifically (Claude Code, Claude API, MCP). This is what we use internally, so prior exposure is preferred though not required. - Experience with lead lifecycle/funnel models (MQL, SAL, PQL, SQL) and how scoring and routing logic works in practice. ## **What’s it like to work at Ably?** We’re tackling planet-scale problems and our ambitions are a testament to that. You’ll join a successful, deeply motivated and collaborative team that thrives on innovation, experimentation and autonomy. To get a sense of life at Ably, visit our [careers page](ably.com/careers). You can also read about the origins of Ably's core values on [our blog](ably.com/blog/ably-values). We believe in fostering a culture that's built on inclusivity and mutual respect among all team members, and we recognise that each individual is different and will want to be supported in their role in different ways. We provide a range of perks and benefits to aid folks' development and wellbeing, allowing them to be their best selves and do great work. - A remote-first and flexible work environment. UK-based teams come together in person once per month in our London hub (next to Old Street) and we get together as a company twice per year. Aside from that, you’re welcome to work wherever suits best for you. - Equity. We’re a growing start-up and we want all team to members to share in the success of the company through our EMI share options programme. - Enhanced holiday allowance. Our policy provides Ablyans with 28 days of paid annual leave (27 regular days, plus a day off to enjoy your birthday). - Enhanced parental leave package, so that you can take the time you need to get to know your new family member, rest and recover. - Home workstation budget of £500 on joining (and £150 p/a thereafter), so that your home office is set up to serve you well and that you have everything you need to work comfortably. - Personal learning and development budget of £1000 annually, and 5% L&D time during working hours to focus on improving your skillset. - Private healthcare with BUPA. - Medical cash plan to cover a range medical and dental costs. - Mental wellbeing coaching and counselling from Self Space. - Monthly wellbeing budget via Juno. - Life assurance and income protection. - Access to Tech & Cycle to Work schemes. - Weekly snack allowance for our end-of-week “Need To Know” meeting. - A fully-paid one-month sabbatical after five years with Ably. ## **Diversity, Inclusion & Belonging at Ably** We believe our differences as individuals is what makes us great. Our people are at the heart of what we do, and we encourage everyone to be their most authentic self at Ably: we see inclusivity and openness as fundamental to creating long-term success as an organization. We encourage applications from all backgrounds regardless of age, disability, gender, sexual orientation, parental status, race, religion, educational background or neurodiversity. Ably has an amazing opportunity ahead of us, and we want anyone to be able to contribute to that opportunity. *If you enjoy working as part of a technology company, value open source, and love solving hard problems - then we’d love to hear from you, regardless of whether you fit the job description exactly or not. If in doubt, drop us an [email](mailto:jobs@ably.com); we’d be more than happy to give you some advice on your application.*