• Not Your Typical Workplace.…Tired of the 9-to-5 grind? Imagine a World without borders, where opportunities are endless. That's the future of work, and what we are building at WorkMotion. • More Than a Role…Most GTM teams are held back by manual work: BDRs spending half their day in spreadsheets, Marketing running campaigns on stale data, and leadership flying blind on attribution. As our GTM Engineer, your mission is to treat our revenue engine like a high-performance product. You won't just "use" tools; you will build the automated infrastructure that detects high-intent signals, maps complex buying centers, and ensures our message hits the right person at the exact moment they are ready to buy. You are the architect of a self-optimizing growth machine. • This is not a traditional "Ops" role. We are looking for a systems thinker who bridges the gap between technical engineering and revenue strategy. You will own the logic that powers our growth, ensuring that our data is enriched, our stack is integrated, and our outreach is hyper-personalized at scale. • Core Pillars of Ownership • Signal Engineering: Detecting high-intent signals (hiring, tech changes, social intent) using Clay, custom scrapers, and LLMs to fuel BDRs and Marketing. • Revenue Architecture: Managing the bi-directional data flow between HubSpot, Clay, and HockeyStack. Mapping fields correctly and maintaining tracking via GTM. • Growth Intelligence: Building predictive lead scoring, identifying buying centers, and optimizing AI credit usage through smart caching logic. • Where Responsibility Meets Real Opportunity… • The "Signal Factory": Use Clay and Claude to move beyond static lists. You'll build workflows that verify unreliable data and find specific criteria (like department size or niche tech stack signals) that standard filters miss. • ABX Logic at Scale: You’ll design the logic for our ABX motions, using Clay to perform niche scraping (e.g., analyzing job boards for specific skills or tracking technographic shifts) and Claude to categorize companies based on complex criteria that standard databases simply can’t see. • The "Perfect Moment" Logic: Use HockeyStack behavioral data to trigger automated BDR alerts. When an account shows a surge in activity across multiple channels, you ensure we are the first to reach out. • AI Efficiency: Design workflows that optimize AI credit consumption, ensuring we don't pay to fetch the same data twice while maintaining a fresh database. • Agentic Enablement: Build "ready-to-use" AI agents that can research a company's 10-K or recent news and draft a personalized briefing for our Account Executives. • What It Takes to Make an Impact Here…**Who You Are** • You are a "T-Shaped" builder who gets physically annoyed by manual data entry and inefficient processes. • The Architect: You understand CRM architecture and how to build scalable workflows. You think in "If-This-Then-That" logic. • The Data Specialist: You are a power user of Clay (waterfall logic), HubSpot (Admin-level), and HockeyStack (Attribution). • The AI Fluent Engineer: You know how to use LLMs (Claude/GPT-4) via API to extract structured data from the web. • The Analyst: You can dive into GTM and HockeyStack to ensure tracking is flawless and data quality is high.

Title Revenue Operations — Infrastructure & Deals Focus RFPs | Deal Structuring | Financial Modeling | HPC / Data Center Location Remote - United States Department Sales | Engineering Exemption/Classification Exempt, Full Time Overview: This role exists to support how TWG brings deals together. You will work closely with the sales team to structure, price, and respond to opportunities—translating customer needs into clear proposals, contracts, and financial models. This includes supporting RFPs, shaping deal terms, and ensuring alignment between what is sold and what can be delivered. This role requires enough technical awareness to understand how infrastructure actually comes together—and enough commercial discipline to ensure we price and scope it correctly. The goal is not perfection, but informed, defensible decisions that build trust with customers and protect the business. The work sits at the intersection of sales, finance, and infrastructure—requiring an understanding of how HPC and AI environments are designed, deployed, and supported in real-world settings. What You Do Bring Technical and Commercial Rigor to Deals - Develop a working understanding of HPC/AI infrastructure environments, including compute, power, cooling, water, and facility constraints - Ask the right questions to fully scope opportunities—ensuring proposals reflect real-world requirements, not assumptions - Translate infrastructure needs into grounded cost models and pricing, avoiding “SWAG” estimates and anchoring decisions in informed ranges - Operate as a bridge between technical teams, sales, and customers to align scope, cost, and expectations early - Help shape deals that are credible to customers and responsible for TWG—balancing competitiveness with disciplined cost awareness Support RFPs and Deal Execution - Partner with sales to respond to RFPs, proposals, and inbound opportunities - Synthesize inputs from technical, operational, and commercial stakeholders into clear, cohesive responses - Help structure deal terms, pricing frameworks, and assumptions - Track key deal components to ensure nothing is lost between proposal → contract → execution Build Financial and Pricing Models - Develop and maintain robust financial models in Excel to support deal decisions - Incorporate infrastructure variables (compute, storage, power, facility considerations) into pricing frameworks - Pressure-test assumptions and identify cost, margin, and risk implications - Create models that are not just accurate, but usable by sales and leadership in real time Bridge Customer Needs and Delivery Reality - Translate customer requirements into clear scopes of work and solution frameworks - Align proposals and contracts with what can actually be delivered—technically and operationally - Identify gaps, risks, or missing inputs early and work cross-functionally to resolve them - Help ensure that what is sold can be delivered without surprises, scope creep, or rework

• Own the company's sales forecast cadence in partnership with the CRO and VP of Sales • Deliver actionable analysis on pipeline coverage, velocity, and conversion health • Identify risk and opportunity areas across New Business and Expansion motions • Support annual and quarterly planning processes including quota setting, territory design, and capacity modeling • Partner with Finance and Leadership on scenario modeling and goal attainment tracking • Build and maintain dashboards primarily in HubSpot, as well as Google Sheets and other tools, to provide visibility into pipeline, productivity, revenue performance, and customer health • Prepare board-level reporting and executive summaries highlighting key performance trends • Collaborate closely with Sales, SDR, Partnerships, and Customer Success teams to streamline processes, drive accountability, and align on shared metrics • Partner with Marketing Ops on funnel alignment, lead-to-opportunity handoffs, attribution modeling, and campaign performance • Work closely with Customer Success on expansion pipeline visibility, renewal forecasting, QBR preparation, and CS-to-Sales handoff processes • Ensure clean, well-documented handoffs at every stage of the customer journey -- from MQL to SAL, SAL to opportunity, and closed-won to CS onboarding • Evaluate and improve the end-to-end revenue process, from lead routing through closed-won and into post-sale expansion • Drive consistency and compliance across forecasting, deal hygiene, CRM adoption, and CS handoff workflows • Maintain training materials, playbooks, and dashboards that empower AEs, SDRs, and CS teams to hit their targets • Partner with Enablement to track ramp times, activity SLAs, and performance benchmarks across Sales and CS systems, tools & AI • Serve as the HubSpot CRM SME and system administrator • Evaluate and integrate tools across the GTM stack including Gong, Trumpet, PandaDoc, and data enrichment platforms • Proactively identify and implement AI-powered tools and workflows that increase team efficiency, improve forecasting accuracy, and reduce manual work across the revenue org • Ensure data accuracy, process adoption, and reporting reliability.

• Lead live training sessions with presence and credibility: new hire bootcamps, ongoing skill workshops, objection-handling labs, and deal reviews. • Own a meaningful portion of how new AEs and SEs come up to speed at Harness. • Design and run a cohesive intermediate and ongoing development program that meets reps at their actual stage. • Identify skill gaps through call reviews, rep feedback, and sales leader input. • Partner with our CRO and sales leadership to extend and reinforce the leadership development program.