GTM Engineer - TAM, Whitespace & Prioritized Prospecting

A day in the life (Responsibilities)

• Build and maintain Clay workflows to map intent signals, build outbound lists and identify whitespace across segments and territories
• Enrich and score accounts using third-party signals (intent data, firmographics, technographics) to create prioritized prospect lists
• Partner with Sales and SDR teams to deliver dynamic, targeted outreach sequences based on account tier and buying signals
• Own the data pipeline from Clay into CRM and Sales Assistant, ensuring enrichment is accurate, deduplicated, and actionable
• Continuously refine scoring models based on conversion data and sales feedback
• Develop a 3rd-party signal integration roadmap identifying which external data sources (intent, news, firmographic changes) should be layered into prospecting workflows and how
• Partner with Sales leadership and RevOps to provide data-backed inputs into quota planning and territory design

What you'll need to thrive (Requirements)

• 6+ years in Revenue Operations, Sales Operations, or GTM Engineering, with at least 2 years focused on prospecting infrastructure, account intelligence, or pipeline generation tooling
• Hands-on experience building and owning Clay workflows at scale: including enrichment waterfalls, scoring logic, and CRM sync or equivalent experience with a comparable data orchestration platform
• Deep familiarity with third-party signal providers (intent data, firmographics, technographics) and how to activate those signals in prioritized outreach and territory planning
• Agent building: Demonstrated experience designing, building, and deploying AI agents and agentic workflows that transformed real work
• Strong understanding of the B2B sales process end-to-end — you've embedded with sales teams, understand how reps prioritize their day, and can build tooling that surfaces the right account at the right time
• Strong SQL skills and comfort working directly in a data warehouse environment (Snowflake, BigQuery) for enrichment validation, pipeline QA, and model iteration
• Systems thinker who can connect tools, trace data flows, and build integrations that scale — comfortable with APIs, Salesforce flows, and no-code/low-code automation tooling

What will help you stand out (Nonessential Skills/Nice to Haves)

• Experience with identity resolution and deduplication tooling (Ringlead, Openprise, or similar) to ensure enriched records are clean before entering the CRM
• Familiarity with outbound sequencing platforms (Outreach, Salesloft) and how to connect Clay-enriched signals into automated sequence enrollment
• Experience contributing to or owning territory design and quota planning models using TAM data
• Background in a high-growth SaaS or fintech environment where you've scaled prospecting infrastructure from scratch across multiple segments or geographies

AI at Toast

At Toast, one of our company values is that we're hungry to build and learn. We believe learning new AI tools empowers us to build for our customers faster, more independently, and with higher quality. We provide these tools across all disciplines, from Engineering and Product to Sales and Support, and are inspired by how our Toasters are already driving real value with them. The people who thrive here are those who embrace changes that let us build more for our customers; it’s a core part of our culture.

Our Total Rewards Philosophy

We strive to provide competitive compensation and benefits programs that help to attract, retain, and motivate the best and brightest people in our industry. Our total rewards package goes beyond great earnings potential and provides the means to a healthy lifestyle with the flexibility to meet Toasters’ changing needs. Learn more about our benefits at https://careers.toasttab.com/toast-benefits.

The base salary range for this role is listed below. The starting salary will be determined based on skills, experience, and geographic location. In addition to base salary, our total rewards components include cash compensation (overtime, bonus/commissions if eligible), equity, and benefits. You can learn more about how we align pay with local labor markets in our Geographic Pay Zone Philosophy.

Zone A$120,000—$192,000 USDZone B$105,000—$168,000 USDZone C$94,000—$150,000 USD

How Toast Uses AI in its Hiring Process

Throughout the hiring process, our goal is to get to know you. We use AI tools to support our recruiters and interviewers with tasks like note-taking, summarization, and documentation of interviews to ensure they can be fully focused on your conversation. All hiring decisions are made by people. To learn more: https://careers.toasttab.com/ai-in-hiring

Our Approach to Hybrid Working

We embrace a hybrid work model that fosters in-person collaboration while valuing individual needs. Our goal is to build a strong culture of connection as we work together to empower the hospitality community, regardless of location. Please visit the Locations page on our career site to learn more about our in-office expectations by region: https://careers.toasttab.com/locations-toast

Diversity, Equity, and Inclusion is Baked into our Recipe for Success

At Toast, our employees are our secret ingredient—when they thrive, we thrive. The restaurant industry is one of the most diverse, and we embrace that diversity with authenticity, inclusivity, respect, and humility. By embedding these principles into our culture and design, we create equitable opportunities for all and raise the bar in delivering exceptional experiences.

We Thrive Together

We embrace a hybrid work model that fosters in-person collaboration while valuing individual needs. Our goal is to build a strong culture of connection as we work together to empower the restaurant community. To learn more about how we work globally and regionally, check out: https://careers.toasttab.com/locations-toast.

Apply today!

Toast is committed to creating an accessible and inclusive hiring process. As part of this commitment, we strive to provide reasonable accommodations for persons with disabilities to enable them to access the hiring process. If you need an accommodation to access the job application or interview process, please contact candidateaccommodations@toasttab.com.

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