Omni

• Partner with sales leadership to provide technical expertise on our most strategic and complex opportunities, helping uncover and prove out use cases to showcase the value of the Omni platform. • Lead technical discovery, product demonstrations, and Proofs of Concept (POCs) for our largest and most complex evaluations, enabling prospective customers on how to successfully use Omni on their data. • Provide technical leadership across the Solutions Engineering team — mentoring SEs and shaping best practices for discovery, demos, and POCs. • Partner with Product leadership to influence the roadmap based on patterns observed in the field. • Represent the Solutions Engineering org in strategic, executive-level customer conversations. • Smoothly transition trials into successful customers by partnering with post-sales teams and engaging with our partners to plan for ongoing support where needed.

• Partner with the sales team to provide technical expertise in the sales process and beyond, helping uncover and prove out use cases to showcase the value of the Omni platform. • Lead technical discovery, product demonstrations, and Proofs of Concept (POCs) as part of the evaluation process, enabling prospective customers on how to successfully use Omni on their data. • Smoothly transition trials into successful customers by partnering with post-sales teams and engaging with our partners to plan for ongoing support where needed. • Mentor junior Solutions Engineers and help raise the bar on discovery, demo, and POC quality across the team. • Collaborate extensively with Product, Design, and Engineering to provide user feedback and guide product direction.

• Drive BI solution-selling (Consultative/Challenger) to consistently exceed quarterly and annual quotas • Manage full-cycle pipeline using MEDDPICC and 3 Whys frameworks with high-research outbound • Partner with Solutions Engineering to lead POCs and workshops, earning trust with deeply technical buyers • Actively invest in Tech & SI partnerships to build top-of-funnel pipeline and ensure customer success • Develop robust business cases for renewals/cross-sells and deliver accurate weekly GTM forecasts

Title: GTM Engineer Location: San Francisco, CA Department: Revenue Operations Job Description: About Omni Omni is the AI analytics platform that turns company data into a trusted source of truth for AI. Built on a semantic model, Omni gives enterprises a governed context graph for analytics and AI. Teams use Omni to ask questions in plain English, refine answers in workbooks, and bring trusted data into tools like Claude, ChatGPT, Cursor, and Slack. Based in San Francisco, CA, Omni has raised $217M from the world’s top investors, including ICONIQ, Theory Ventures, First Round Capital, Redpoint Ventures, and GV. Its latest $120M Series C valued the company at $1.5B. About the Role At Omni, the GTM Engineer will help scale the operating system behind our customer-facing teams. This role sits in RevOps and partners closely with Sales, Customer Success, Professional Services, Partnerships, Finance, Marketing, and Product to improve handoffs, data quality, process design, enablement, and systems automation across the full customer lifecycle. The center of gravity is post-sale: retention, expansion, onboarding, services delivery, partner motions, and customer health. Key Responsibilities - Own and improve post-sale operating workflows across Customer Success, Professional Services, Partner Ops, and Sales-to-CS handoffs, including SLAs, intake, routing, and escalation paths - Build and maintain GTM systems and processes in Salesforce and adjacent tools to reduce manual work, improve data quality, and make handoffs easier for frontline teams - Partner with Customer Success, Services, and Partnerships leaders to define KPIs, dashboards, and reporting for retention, expansion, onboarding, implementation, partner-sourced pipeline, and customer health - Project-manage enablement initiatives, process rollouts, and change management for GTM teams so new workflows are documented, adopted, and measured - Support sales and financial planning, forecasting inputs, and quote-to-cash/customer lifecycle reporting where GTM and post-sale data intersect - Diagnose operational bottlenecks and manual paper cuts, prioritize high-impact automation/process improvements, and drive them from requirements through launch - Create lightweight playbooks, process documentation, and feedback loops that help teams operate consistently as the business scales About you - 3-5 years of experience in RevOps, Customer Success Ops, Sales Ops, GTM Ops/Systems, consulting, or an analytical role at a B2B SaaS or similarly fast-paced company - Strong analytical skills, including Excel/Sheets and SQL; comfortable turning messy operational questions into clear analysis - Demonstrated ability to build, document, and roll out processes from scratch across cross-functional teams - Excellent communication and stakeholder-management skills; able to translate between GTM leaders, operators, technical teams, and end users - Technical: SQL, Excel/Sheets modeling, CRM administration, workflow automation, BI/dashboard creation - High ownership, curious, practical, detail-oriented, and comfortable moving from messy problem to shipped solution Nice to Have - Hands-on experience with CRM/GTM systems (especially Salesforce) and BI tools/SQL (Looker, Tableau, Omni) - Experience with customer lifecycle processes, including renewals, retention, expansion, onboarding, implementation, quote-to-cash, or partner attribution - Track record working cross-functionally across Sales, Customer Success, Services, Partnerships, Finance, and Product, including SLA and handoff design, enablement, and executive-ready reporting - Comfort with ambiguity: able to ask the right questions, map a process, dig into data, and ship practical improvements independently - Interest in GTM engineering: using systems, automation, AI, and process design to make revenue and customer teams more effective Location This role allows for a hybrid work schedule, with 3 days per week in office with the team in our SF headquarters. Why Join Us - Passionate, close-knit team with extensive experience in the space, including founders from Looker and Stitch Data - Health, dental, and vision insurance - 401(k) Plan - Flexible PTO Omni is an equal opportunity employer. We value diversity and encourage you to apply even if you don’t check every single box. Please, let us know if you need any reasonable accommodations during the interview proces

• Own team performance across core metrics: billable utilization, customer outcomes and financial performance. • Hire, develop, and retain a high-performing team of Managing Architects & Engagement Managers • Coach architects on deal and project strategy, and work with EMs to advance process hygiene and to drive efficiency • Manage and maintain exceptional subcontracting partner relationships, staying up on capacity, capabilities, and handling unique needs to further the business relationship • Identify patterns in customer needs and projects and feed insights back to product, marketing, and enablement • Be the final accountable party for back office processes in your region, working with internal stakeholders such as Finance, operations and sales to ensure the clarity and completion of every transaction • Network with leaders at prospects, customers and partners • Collaborate cross-functionally with CS, Marketing, and Product on GTM strategy • Be a dynamic and responsive leader, anticipating and positioning for an always evolving landscape of customer needs

• Build the contracting machine. • Own the commercial mechanics. • Operationalize the rulebook. • Drive security and compliance. • Push AI to the front line. • Be a strategic thought partner.

• Drive recruiting across a range of functions and levels — sourcing, screening, and delivering strong candidate slates to hiring managers • Build proactive, repeatable sourcing strategies to identify and engage passive talent via LinkedIn and other means • Partner with hiring managers to define what great looks like and structure interview processes • Structure and negotiate offers in partnership with hiring managers and finance • Contribute to building Omni's university recruiting program • Identify gaps in process and tooling and help improve them

• Own the end-to-end revenue function, ensuring including ASC 606 implementation and ongoing compliance, drafting and maintaining technical accounting memos and policies and accurate financial reporting. • Manage the close process for revenue, deferred revenue, and AR, including reconciliations, journal entries, and flux analysis. • Support the design and testing of Quote-to-Cash initiatives to improve scalability. • Act as the primary contact for external auditors and manage indirect tax compliance. • Serve as the go-to SME for revenue and AR questions across the organization, maintaining clear process documentation.

• Partner with the sales team to provide technical expertise in the sales process and beyond, helping uncover and prove out use cases to showcase the value of the Omni platform. • Build and present white-gloved, high-touch Proofs of Concept in the Omni Platform as part of the evaluation process, while enabling prospective customers on how to successfully use Omni on their data for AI and BI use cases • Smoothly transition trials into successful customers, by partnering with post-sales teams, and engaging with our partners to plan for ongoing support where needed. • Collaborate extensively with Product, Design, and Engineering to provide user feedback and guide product direction.

• Partner with the sales team to provide technical expertise in the sales process and beyond, helping uncover and prove out use cases to showcase the value of the Omni platform. • Build and present Proofs of Concept in the Omni Platform as part of the evaluation process, while enabling prospective customers on how to successfully use Omni on their data. • Smoothly transition trials into successful customers, by partnering with post-sales teams, and engaging with our partners to plan for ongoing support where needed. • Collaborate extensively with Product, Design, and Engineering to provide user feedback and guide product direction.