We're looking for a GTM Engineer, Operations to own the systems engineering layer of Unstructured's go-to-market function on the RevOps & Data team. In this role, you'll design, build, and maintain the CRM architecture, workflow automation, lead routing/handoff, deal desk processes, integration infrastructure, and sales enablement ops processes that the entire GTM organization runs on. You'll treat these systems like a product you own: scoping solutions, shipping them to production, and iterating based on how the team uses them. This is a high-impact role for someone who thrives at the intersection of RevOps, systems engineering, and AI-assisted development, with deep experience in HubSpot and a track record of building tools that teams actually use. You'll work alongside a GTM Engineer (Growth) focused on prospecting, enrichment, and signal activation, and a Senior Data Analyst who owns our Snowflake lakehouse and BI stack. Small team, big scope. This role is remote (US) with occasional in-person working sessions (travel paid for by Unstructured). What You'll Do - Own and evolve HubSpot CRM architecture: deal stages, pipeline configuration, property management, record automation, and data hygiene at scale. - Build and maintain workflow automation across the full GTM funnel: lead routing, lifecycle stage progression, assignment rules, and sales stage enforcement. - Design and operationalize the Marketing -> BDR -> AE lead -> Solutions implementation handoff, including routing logic, SLAs, and feedback loops. - Own deal desk, CPQ, and quote-to-cash processes, working with sales and BizOps to ensure clean handoffs from signed contract to provisioning to payment made. - Ship custom integrations and tools using AI-assisted development (Claude Code, etc.) that solve real operational problems and run in production. - Support GTM team onboarding and enablement: build onboarding workflows, maintain playbook distribution, and ensure new hires are productive in the stack quickly. - Manage attribution and lead funnel reporting in conjunction with Marketing/Growth to ensure pipeline sources and conversion metrics are accurate. - Conduct build vs. buy analysis for new tooling needs. Not everything needs to be custom-engineered; know when to configure, when to integrate, and when to build. What We're Looking For (Essential Skills) - 4+ years in GTM (revenue/marketing/sales) operations or GTM engineering at a B2B SaaS company. - Deep HubSpot CRM experience, including workflow automation, custom properties, and pipeline management. - Experience building and maintaining workflow automations (HubSpot workflows, n8n, Zapier, or similar). - Proficiency with AI-assisted development tools (Claude Code, Codex, Cursor, etc.). Must have shipped a tool, integration, or automation to production that a team actually uses. - Experience with lead routing (including Marketing to BDR to AE handoff), deal stage management, and sales process design. - Experience with designing system for handoff of accounts from Sales to Solutions for technical implementation - Experience with CPQ, billing integrations, or deal desk operations. - Experience with owning sales enablement processes, such as a GTM team onboarding processes/automations - Ability to run quick build vs. buy analyses: not everything needs to be custom-engineered. - A documentation-heavy mindset with a knack for effective change management Nice-to-Have Skills - Familiarity with Clay for data enrichment. - Experience at a developer-focused or open-source company. - Experience with Enterprise ICPs and complex, multi-stakeholder sales cycles. Why Unstructured - Join a company at the cutting edge of AI + data infrastructure, powering the future of generative AI. - Own the systems engineering layer of GTM at a Series B company. Real ownership, not ticket-taking. - Work on a team that builds and deploys full-stack apps, AI-powered tools, and custom integrations. You'll ship things that matter. - Small team (3 people, 10 functions) = massive scope and direct impact on how the company sells. - You're encouraged to experiment with tools. Freedom to build. - Competitive compensation, equity, and benefits.

CyberSheath Services International LLC is a rapidly growing Managed Services Provider primarily focused on providing CMMC Compliance and Cybersecurity services to the Defense Industrial Base (DIB). We integrate compliance and threat mitigation efforts to eliminate redundant security practices and help clients invest where it actually improves security and readiness. Successful candidates at CyberSheath are self-motivated, think out of the box, and solve problems independently. We value confident ‘doers’ who take ownership, move with urgency, and do the right thing—even when no one is watching. Our environment is fast-paced and collaborative, and we seek team members who are willing to wear multiple hats to help us scale. About the Role CyberSheath is seeking a Solution Engineer to lead technical discovery and design compliant managed services and cybersecurity solutions that meet CMMC/NIST 800-171 requirements for prospective Defense Industrial Base (DIB) clients. This is a customer-facing, pre-sales role requiring a strong blend of managed services experience, security/IT engineering fluency, and deep familiarity with CMMC and NIST 800-171. You’ll translate prospect requirements into solution architectures, scopes of work, and proposals that are technically sound, operationally deliverable, and aligned to compliance outcomes. You will also bring proven pre-sales expertise by leading discovery, guiding technical conversations, handling objections, and building buyer confidence throughout the sales cycle. Key Responsibilities - Pre-Sales Technical Support – Partner with Account Executives and Customer Success Managers across the full sales lifecycle, serving as a technical resource in new logo and upsell pursuits. - Solution Design & Architecture – Design compliant solutions that align to CMMC and NIST 800-171 requirements, including managed services, security controls, governance processes, and implementation approaches. - Discovery & Requirements Translation – Lead or support discovery sessions to understand prospect environments, risks, constraints, and compliance gaps; translate findings into clear solution scope and recommended service packages. - Compliance-Driven Scoping – Define deliverables, assumptions, dependencies, and boundaries that make solutions executable by delivery teams while meeting compliance objectives. - Proposal & SOW Contribution – Produce and/or contribute to statements of work, technical proposals, solution diagrams, and compliance narratives; ensure accuracy and consistency between what is sold and what can be delivered. - Technical Sales Enablement – Present solutions to technical and executive stakeholders; support product/service positioning, differentiation, and objection handling (security, compliance, architecture, cost, and feasibility). - Internal Alignment – Collaborate with service delivery, compliance, and operations teams to validate feasibility, estimate effort, and reduce sales-to-delivery friction. Who You Are - Customer-facing and credible with both technical teams and executive stakeholders. - Comfortable owning the technical path to “yes”. You don’t just answer questions; you shape the solution and guide decisions. - Structured communicator who can simplify complex compliance/technical topics without losing accuracy. - Pragmatic builder who designs solutions that are compliant and deliverable in the real world. - Collaborative with a strong bias toward action and accountability. Required Qualifications - 5+ years of experience in a Managed Services (MSP/MSSP) capacity, supporting client environments and operational realities. - 10+ years prior experience working in an Information Technology, or Security role. - Demonstrated experience supporting a sales process (pre-sales engineering, solutions consulting, technical account support, or similar), including discovery and customer presentations. - Solid foundation in IT and/or security engineering concepts (networks, identity, endpoint, cloud, logging/monitoring, vulnerability management, governance/controls). - Ability to produce clear, persuasive pre-sales deliverables (solution summaries, diagrams, requirements mapping, SOW inputs). - Excellent organizational skills including the ability to balance conflicting priorities - Ability to work as part of a team and follow defined team processes - Must be authorized to work for any employer in the U.S. Preferred Qualifications - Prior MSP experience supporting multiple customers, standardized service offerings, and packaged solutions. - Strong background in security engineering (e.g., identity, SIEM/logging, endpoint security, vulnerability management, segmentation, incident response). - Experience with CMMC and NIST 800-171 (hands-on application in client environments, program support, or solution design). - Experience with Microsoft Windows desktop and server operating systems   - Experience with Microsoft Office 365 / Azure administration  - Familiarity with common DIB-related expectations and audit readiness patterns (e.g., SSP/POA&M concepts, evidence collection approaches). Work Environment / Travel - A Remote / Virtual work environment. - Travel may be required for key prospect meetings, workshops, and industry events (as needed). CyberSheath is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender identity, national origin, age, protected veteran status, among other things, or status as a qualified individual with a disability.  Budgeted Pay Range $120,000—$150,000 USD

• Architect end-to-end ERP and financial solutions aligned with business goals and operational strategy. • Lead discovery sessions and translate complex business requirements into scalable system designs. • Partner with Finance, Accounting, Operations, and IT teams to optimize critical business processes. • Drive solution decisions around: Financial management, Revenue recognition, Multi-book accounting, Costing and inventory valuation, Consolidation and reporting, Compliance and controls. • Evaluate integrations, automation opportunities, and system impacts across the enterprise landscape. • Create high-quality solution documentation, architecture diagrams, and functional designs. • Mentor consultants and influence best practices across projects and delivery teams. • Act as a trusted advisor during digital transformation initiatives.

• Owning the end-to-end Modern Workplace pre-sales outcomes for assigned opportunities. • Leading high-quality discovery with senior IT and business stakeholders. • Translating business intent into clear, staged, and defensible Modern Workplace solutions. • Producing Statements of Work that are unambiguous, commercially robust, and delivery ready. • Ensuring Modern Workplace solutions align with TIEVA delivery capability, standards, and governance. • Reducing downstream delivery risk through strong assumptions, exclusions, and design clarity. • Reusing and refining reference architectures, patterns, and artefacts to drive consistency and scale. • Solutioning: You will design Modern Workplace solutions that balance user experience, security, cost, and operational reality, including: Microsoft 365 collaboration and productivity platforms (Teams, SharePoint, OneDrive, Viva). • Endpoint and device management strategies using Intune, Autopilot, and lifecycle tooling. • Identity, security, and compliance design using Entra ID, Conditional Access, Defender, and Purview. • Migration strategies for Exchange, SharePoint, file services, and endpoint estates. • Sensible adoption of emerging capabilities (e.g. Copilot), with clear positioning on when, why, and when not. • You will be expected to make architectural trade-offs and clearly articulate them to both technical and non-technical audiences. • Cross-Functional Delivery: Produce high-quality SOWs, proposals, RFP responses, and solution documentation. • Deliver workshops, demos, and PoCs to articulate designs and business value to technical and non-technical audiences. • Collaborate with Sales, Delivery, and PMO teams to ensure seamless project handover and alignment with delivery capability. • Maintain reusable templates, reference architectures, and best-practice artefacts to scale Modern Workplace engagements.