Principal GTM Engineer

Job description

Mission Every consumer on earth purchases in one of three places: online, big-box retail, or mom-and-pop shops. Paradoxically, the largest commercial channel is, by far, humble traditional trade shops. Yet they remain fragmented, offline, and opaque. Native is the first intelligence-grade system built to penetrate this opacity. Each analog store is digitized into a dynamic graph where noise is filtered into low latency signals, transforming the antiquated offline world into advanced digital intelligence. Commercial leaders gain the precision to see what others cannot, store by store, rendering decisive decision advantage to win the market. Join the ground floor of the only platform engineered to decode the analog economy into operational dominance. Talent Values High Leverage : Consistent ability to attain the productive capacity of 5-10 people through grit, raw talent, and sheer force of will. High Agency : Relentless sense of ownership in the outcome, regardless of circumstance, acting decisively to shape the environment rather than being shaped by it. Curiosity With Discipline : An evidence seeking, measurement mindset without succumbing to analysis paralysis, and a penchant for experimentation. Intellectual Honesty : Certain enough to act, humble enough to always be learning. Role Native is hiring a GTM Engineer to build and own the systems that run our go-to-market across sales, marketing, and customer success. This is deliberately not a RevOps role. We are not hiring an administrator of CRM hygiene, dashboards, and pipeline reports; we are hiring an engineer whose product is the GTM system itself. Today our GTM runs on disconnected copies. Account targeting lives in spreadsheets; outbound email and LinkedIn audiences are derived from those sheets by hand; Salesforce, marketing tools, and product usage share no common spine. When one changes, the others do not. This role replaces that drift with a living architecture. The canonical source of accounts (legal entities, parent/child hierarchies, and ICPs) is being built as a knowledge graph in Atlas. The GTM Engineer stitches every downstream system to it so that a change in the graph propagates everywhere, with Salesforce written to rather than treated as the source of truth. One delineation must carry through every system: legal entity is not the same as customer. A customer may contract through one legal entity while the work is delivered for another; finance ties to the legal entity, while activity, CS, and usage tie to the customer. The same architecture carries a semantic layer: a structured map of each customer’s terms, metrics, and priorities, captured continuously from every touchpoint. This is what allows outbound and advertising to speak to each account in its own language about the things it actually cares about. Marketing systems are in scope from day one. Native is automating its content and campaign infrastructure, and those systems live in OpsHub, Native’s centralized operations platform, alongside the canonical sources rather than in personal tooling. The role sits in the revenue organization but is a technical role held to the standards of Native’s core engineering team. The mandate is leverage: one first-rate systems engineer who eliminates work rather than staffs it. Systems, not humans. Core Responsibilities: Build the GTM Spine: Implement and maintain the pipelines connecting the Atlas knowledge graph (the canonical source of accounts, legal entities, parent/child hierarchies, and ICPs) to Salesforce, LinkedIn, outbound email, ad platforms, and analytics, with automated entity resolution across systems. Retire spreadsheet-based sources entirely. Own Salesforce as a Target, Not a Source: Engineer the write paths that keep Salesforce accounts, contacts, and opportunities aligned to the canonical graph, including the delineation between legal entity (which finance ties to) and customer (which activity, CS, and usage tie to), so that distinction carries through every system. Instrument the Analytics End to End: Build measurement across the full journey: outbound and LinkedIn engagement by target account, conversion, marketing spend elasticity, call-recording intelligence, CS engagement, and product usage, all keyed to the same canonical accounts. Automate Revenue Operations Work: Replace manual pipeline hygiene, list reconciliation, and reporting with systems. The goal is not to staff these tasks but to eliminate them. Operate the Marketing Systems Estate: Own the automated content and campaign infrastructure (newsletter, content engine, ad audiences, measurement) as production systems living in OpsHub alongside the canonical sources. Extend the Semantic Layer into GTM: Use the ontology of customer language, metric definitions, and priorities being built with product and engineering to drive account-specific outbound drafting and ad generation per ICP. Partner Across Engineering and Revenue: Work with core engineering on graph, ontology, and OpsHub standards; work with sales, marketing, and CS leadership to translate what the business needs into what the system delivers. Requirements Systems Engineering for GTM: Demonstrated experience building the pipes of a go-to-market stack: entity resolution, data pipelines, and API integrations across CRM, ad platforms, outreach tooling, and a data warehouse. This is the non-negotiable requirement. We are not looking for a Salesforce administrator, a growth hacker, or a RevOps generalist; we are looking for an engineer whose product is the GTM system itself. API-Native Tooling Fluency: Hands-on command of the modern GTM engineering stack (Clay-class enrichment and orchestration tooling, CRM APIs, LinkedIn and ads APIs, email infrastructure) and the ability to write production code to connect them. Data Modeling Judgment: Ability to model accounts, legal entities, parent/child hierarchies, buying centres, and ICPs correctly, and to keep that model coherent across every downstream system. Comfort working with graph-based canonical sources and the delineation between legal entity and customer. Analytics Instrumentation: Experience building funnel and revenue analytics from raw events. Fluency in SQL is required. Must be able to make spend, engagement, and conversion measurable and attributable by account. Engineering Standards: Ships code that passes review by a core engineering team, with version control, testing, observability, and maintainability. Builds systems that others can operate, not personal tooling. Automation-First Judgment: Instinct to eliminate manual work rather than manage it, with the pragmatism to know what must ship this quarter versus what compounds over years. Execution Under Ambiguity: Ability to build while operating. Native is developing this architecture now, not inheriting a finished system. Must be comfortable creating pipelines, structure, and instrumentation while live campaigns and deals depend on the stack. Preferred Qualifications Experience as a GTM engineer, growth engineer, or founding RevOps-engineering hire at a B2B company. Experience with knowledge graphs, ontology or semantic layers, or master data management as a canonical source across business systems. Experience automating content and campaign infrastructure (newsletter platforms, content pipelines, ad audience syncs) via APIs. Experience with LLM-based workflows for enrichment, drafting, and classification in a GTM context. Experience supporting named-account, long-cycle enterprise sales motions; emerging markets exposure is useful context. Strong interest in building systems that replace manual operations. Systems, not humans. Company Native is a focused spinout backed by Vista, a $100B fund backing leaders in Artificial Intelligence and advanced technologies. Its mandate is to build the first intelligence-grade system for the world’s largest and least-understood channel of trade. It’s doing this by reverse-engineering analog markets into a digital graph, delivering precision, clarity, and control at enterprise scale. It is headquartered in New York City, with offices in Mexico City and Bogotá. Location Cape Town Ciudad de México Bogotá