I analyzed 1000 GTM Engineering jobs – here is what I learned

Last Updated: January 25, 2026

GTM Engineering didn’t exist as a formal role 3 years ago. Today, it’s one of the fastest-growing jobs. But if you ask 10 people what a GTM Engineer actually does, you’ll get 10 different answers. Some people will tell you it’s just a rebranding of RevOps. And that it’s not really new.

Everyone has an opinion. And you know how much I absolutely hate hearing opinions.

So naturally, I wanted to look at real hard data. I set out to analyze every single GTM Engineering job posting from the past year (using the Bloomberry Jobs Postings API).

For those that are in a rush, you can browse to the section you’re interested in below.

1. The most popular responsibilities of a GTM Engineer

What are the most popular responsibilities of a GTM Engineer?

To find out, I crawled every single GTM job posting published this year and passed the contexts to the OpenAI API to get the list of most popular responsibilities mentioned.

The top 3 responsibilities of a GTM Engineer were:

1) build and automate GTM workflows

2) integrate GTM tech stack tools

3) own/optimize the CRM

I did the same thing for the same # of Revops job postings. These were the top 10 responsibilities mentioned in Revops Engineering job postings.

It turns out 9 out of 10 responsibilities that shows up in GTM Engineer roles appears in RevOps Engineer postings too.

The one small difference? RevOps roles explicitly call out “optimize sales/revenue forecast accuracy” as a distinct responsibility (76% of postings mention it), while GTM Engineer roles tend to emphasize “optimize outbound/prospecting “.

Beyond that one , the ranking of the responsibilities differs a bit. RevOps jobs lead with CRM ownership (98% mention it first) and treat it as the foundation. GTM Engineering jobs lead with automation and integration, putting CRM tasks 3rd or 4th.

However, these are small differences as you’re still doing the same work either way.

My verdict? GTM Engineering and RevOps jobs are essentially the same.

Of note, only 1.4% of GTM engineer and RevOps job postings mention “cold calling” as a responsibility. It’s clear that these are not glorified account executive roles.

What about sales engineering? Are GTM Engineers just a rebrand of a sales engineer? Look, I’ll save you the time, because the analysis clearly shows there is almost zero overlap in responsibilities between the two. Sales engineers are much more customer-facing.

If you’re anti-social and are allergic to people, GTM engineering is a more suitable job for you 🙂

2. GTM Engineering Jobs in 2025 are up 205% from 2024.

We compared the # of job postings from January through September 2024 combining both GTM Engineers + Revops against the same period in 2025. The chart tells the story clearly: There were hardly any GTM engineering jobs in 2000-2023, and it wasn’t until 2024 that a few appear. But in 2025 was when the explosion started: an increase of 205% new GTM jobs year-over-year.

What’s driving this explosion? The rise of AI is likely a major factor of course. As tools like ChatGPT, Claude, and Clay matured through 2024, companies realized they needed someone technical to actually implement them. GTM teams suddenly had access to powerful automation capabilities – AI-powered lead scoring, automated email sequences, intelligent forecasting, AI-generated emails, but most marketing and sales leaders didn’t have the technical chops to deploy them.

Even though it’s clear GTM Engineering is essentially the same as Revops, the role is becoming increasingly popular.

3. Most GTM engineering jobs required 4.11 years of experience

The demand for GTM Engineers is skyrocketing, but that doesn’t mean these companies are hiring anyone they can find. They’re still being very picky. The average # of years of experience required in 4.11 years.

4. The average salary for a GTM Engineer Job is $127,500 per year

GTM Engineer salaries vary wildly depending on who’s hiring. Looking at GTM job postings that included public salary ranges (not third-party databases like Levels.fyi), the median comes in at $127,500. But that number tells only half the story.

The top-paying companies aren’t just offering good salaries – they’re offering exceptional ones. Vercel leads the pack at $252,000, followed closely by OpenAI at $250,000. LILT AI comes in third at $221,500, with Air at $208,500 and Ramp at $184,000 rounding out the top five. Squint ($182,500), Tandem ($175,000), Clay ($175,000), and Mux ($173,500) complete the top ten.

The pattern is clear: well-funded, high-growth tech companies, especially those building AI products or developer tools are willing to pay significant premiums for GTM engineering talent.

5. SQL and Python are required in many GTM Engineer job postings

Here’s where GTM Engineers separate themselves from traditional sales ops roles: you need to code. SQL and Python each appeared in 38% of GTM Engineer job postings. That’s more than a third of roles explicitly requiring programming skills, and the real number is likely higher since many companies assume it without stating it outright.

SQL makes sense – you’re constantly pulling data from CRMs, data warehouses, and analytics platforms to build reports, diagnose pipeline issues, and validate integrations. Python is the automation workhorse: writing scripts to move data between systems, building custom integrations when off-the-shelf tools fall short, and increasingly, orchestrating AI agents and LLM workflows.

If you’re coming from a pure sales ops or marketing ops background without technical skills, this is your wake-up call. The highest-paying GTM Engineer roles expect you to write code, not just click buttons in Zapier. You don’t need to be a software engineer, but you do need to be comfortable enough with SQL and Python to solve problems independently.

6. The most popular tools are Clay, Hubspot, and Outreach

The most popular tool used by GTM Engineers is Clay (shocking, I know). The company that literally coined the title “GTM Engineer” has become the go-to for data enrichment and workflow automation.

HubSpot comes in second at 52% of GTM Engineering jobs, with Outreach at 49% and Salesforce at 45%. The CRM war is pretty evenly split – HubSpot barely edges out Salesforce, but let’s be real, you probably need to know both.

The middle tier is all about automation. Zapier shows up in 39% of postings, which proves no-code workflows still matter. Apollo (29%) and N8N (28%) are the newer crowd favorites – Apollo for prospecting data, N8N for when you need more horsepower on automation.

Gong (23%) and Looker (17%) round things out for conversation intelligence and reporting.

The bottom line? Learn Clay and pick a CRM (HubSpot or Salesforce). Get comfortable automating workflows with Zapier or N8N. Understand how sales tools like Outreach and Apollo fit together. The companies paying $200K+ want someone who can orchestrate the whole stack, not just run one tool really well.

7. 43% of Companies use a visitor identification product such as 6Sense

When I analyzed the tech stack of every company hiring a GTM engineer, it turns out 43% of them use a popular visitor identification tool, to identify anonymous web traffic. The 3 most popular ones were ZoomInfo, 6Sense and Apollo.io. RB2B, Demandbase and Warmly also made the top 10.

35% of these companies were also using some sort of intent data, or GTM signal platform too, with Koala (which will is basically shutting down, btw), DreamData, UnifyGTM, Factors.ai and Common Room being the most popular ones.

So aside from Clay, a CRM, and an automation no-code tool like Zapier, being familiar with some of these data providers, and orchestration platforms would help in getting a GTM Engineering job as well.

8. What’s the most popular career track towards becoming a GTM Engineer?

To answer this, I analyzed 100 LinkedIn profiles of people currently working as GTM Engineers. The career paths are more predictable than you’d think.

1. The SDR/BDR Path (Most Common)

This is the most reliable route I found. Here’s how it typically goes:

• Start as an SDR or BDR at a B2B SaaS company
• Get frustrated with manual prospecting and garbage data
• Learn Clay, Instantly, or other automation tools to make quota easier
• Build workflows that the whole team starts using
• Transition into a GTM Engineering role

Why this works: You understand the pain intimately. You know what good outbound actually requires. And you’ve already proven you can build solutions that reps will use.

Example: Shawn Tenam went from “fixing pipes in New York to fixing go-to-market systems.” Started as an SDR, taught himself Clay and automation tools, now he’s a GTM Engineer at RevPartners building systems for clients.

2. The RevOps/Sales Ops Path

The second most common route:

• Start in Sales Ops, Marketing Ops, or RevOps
• Own CRM administration, reporting, and data quality
• Expand into workflow automation and AI tools
• Eventually own the entire GTM tech stack

Why this works: You already understand systems thinking and data architecture. You just need to add the automation and AI layer.

Example: Jeremy Ross went from sales leadership → RevOps → GTM Engineering. Now he’s a Senior Clay Consultant at Go Nimbly, building enterprise GTM systems and creating tools like Clayground.run.

3. The Early Startup Generalist Path

Some people stumble into GTM Engineering by necessity:

• Join an early-stage startup (seed/Series A)
• Wear multiple hats: sales, ops, data, automation
• Build internal tools because there’s no one else to do it
• Formalize into a GTM Engineering role as the company scales

Why this works: Startups force you to learn everything. You can’t outsource problems when you’re a team of 10.

Example: Yash Tekriwal joined Clay as Founding Data & Automation Lead (employee #1 on the GTM side). Built 50+ automations across all company functions. Now he’s Head of Education at Clay.

4. The Marketing/Growth Path

Less common, but growing:

• Start in demand gen, product marketing, or growth marketing
• Develop technical skills in marketing automation and analytics
• Move toward more systems-focused, data-heavy roles
• Transition into GTM Engineering

Why this works: Modern marketing is already half GTM Engineering. The line between “marketer” and “marketing systems architect” is blurring fast.

Example: Lacey Miller went from marketing roles → Head of Growth positions where she’s described as a “GTM engineer for emerging tech.” Her background spans brand, product marketing, and growth—but increasingly technical over time.

5. The Technical Background Path

The rarest path I saw:

• Start as a software engineer, data analyst, or developer
• Get interested in GTM problems
• Apply technical skills to revenue systems
• Move into a GTM Engineering role

Why this path is rare: Most engineers don’t want to work on GTM problems. And most who do lack the business context to build things reps will actually use.

Example: Kendrick Johnson is a full-stack developer who became a GTM Engineer and Product Marketer. His superpower: “bridging the language gap between customers and engineers.”

Regardless of their starting point, nearly every GTM Engineer I analyzed shared these traits:

They’re self-taught. There’s no GTM Engineering bootcamp. People learned by solving real problems with real consequences (usually “I need to hit quota” or “this process is killing our team”).

They mastered Clay early. Clay showed up in 90%+ of profiles. It’s the closest thing to a universal GTM Engineering tool.

They build in public. Most share workflows, post builds, and write about what they’re learning. The GTM Engineering community is surprisingly open.

They came from pain. Almost no one woke up and decided to become a GTM Engineer. They experienced broken systems firsthand and learned to fix them.

get that proof? Start in a role where you feel the pain, then build your way out of it.

Conclusion

So, is GTM Engineering actually a new job?

Yes and no. The work itself? That’s been around for years under the RevOps umbrella. But the explosion in demand and the salary premiums – that’s all new.

What changed is AI. These tools didn’t just add new capabilities; they fundamentally shifted what’s possible in go-to-market operations. Companies went from “nice to have someone technical on the team” to “we desperately need someone who can actually implement all this stuff.”

The result? A role that looks like RevOps on paper but pays like engineering and requires you to code. That’s different enough to warrant its own title.

If you’re thinking about breaking into GTM Engineering, the path is clear: learn Clay, pick up SQL and Python, get comfortable with at least one major CRM, and understand how to orchestrate multiple tools together. The companies hiring right now aren’t looking for button-clickers – they want builders.