GTM工程师
GTM Engineer
我们正在通过融合艺术与科学，构建用于模拟世界的AI。
我们认为世界模型是人工智能进步的前沿。仅靠语言模型无法解决世界上最困难的问题——机器人技术、疾病、科学发现。真正的进步需要能够体验世界并从错误中学习的模型，就像人类一样。而这种试错过程在模拟环境中进行时，可以大幅加速，而不是在现实世界中。
世界模型为通用模拟提供了最清晰的路径，改变了故事的讲述方式、科学进步的方式以及人类下一个前沿领域的探索方式。
我们的团队由富有创造力、思维开放、富有同理心且有雄心的人组成，他们决心改变世界。我们渴望不断创造不可能的事物，而我们实现这一目标的能力依赖于打造一支非凡的团队。如果你也渴望做到这一点，我们很期待收到你的来信。
## 关于该职位
* _欢迎在美国各地远程办公 —— 我们在纽约、旧金山和西雅图也有办公室_
这是营收部门的工程岗位，实际上也是RevOps负责人：你负责CRM、数据增强工具、信号层、代理集群，以及每一个将产品使用记录转化为成交的自动化流程。你编写代码并创建工具，以提升GTM团队每个员工的生产力。
GTM工程师意味着你通过软件解决运营问题 - Python、SQL、API和代理工作流 - 而传统运维人员会提交工单或购买新工具。这是一个构建岗位 - 从零开始重新设计和实现。你将GTM视为一个能同时让内部团队和客户感到满意的产物。
## 你将做什么
### **营收系统与数据基础设施**
- 管理商业对象模型 - 路由、区域、审批流程 - 作为下游所有系统和代理读取的模式
- 将Salesforce从销售代表输入数据的地方转变为代理进行状态对账的地方，销售代表进行检查和批准
- 通过API和webhook连接整个系统（Salesforce、Gong、Clay、产品使用情况、数据仓库），使账户在每个系统中看起来一致
- 在CRO仪表盘下构建报告层：管道覆盖范围、转化率、上手速度、预测准确性
- 像生产环境一样运行所有系统 - 可观测性、错误处理和数据质量验证 - 让系统被调试，而不是提交工单
### **代理工作流引擎**
查看英文原文
We are building AI to simulate the world through merging art and science.
We believe that world models are at the frontier of progress in artificial intelligence. Language models alone won’t solve the world’s hardest problems – robotics, disease, scientific discovery. Real progress requires models that experience the world and learn from their mistakes, the same way that humans do. And this kind of trial and error can be massively accelerated when done in simulation, rather than in the real world.
World models offer the most clear path to general-purpose simulation, changing how stories are told, how scientific progress is made and how the next frontiers of humanity are reached.
Our team consists of creative, open minded, caring and ambitious people who are determined to change the world. We aspire to continuously build impossible things and our ability to do so relies on building an incredible team. If you are driven to do the same, we'd love to hear from you.
## About the role
* _Open to hiring remote across the US — we also have offices in NYC, San Francisco, and Seattle_
This is the revenue org's engineering seat and, in practice, its RevOps lead: you own CRM, enrichment tools, the signal layer, the agent fleet, and every automation that moves a record from product usage to closed-won. You write the code and create the tooling that scales productivity-per-FTE across the GTM team.
GTM Engineer means you solve operations problems with software - Python, SQL, APIs, and agentic workflows - where a traditional ops hire would file a ticket or buy another tool. This is a build role - to redesign and implement from the ground up. You treat GTM as a product that delights both our internal teams and our customers.
## What you’ll do
### **Revenue Systems & Data Infrastructure**
- Own the commercial object model - routing, territories, approvals - as the schema every downstream system and agent reads from
- Turn Salesforce from where reps type into where agents reconcile state, with reps inspecting and approving
- Connect the stack (Salesforce, Gong, Clay, product usage, the warehouse) through APIs and webhooks so an account looks the same in every system
- Build the reporting layer under the CRO dashboard: pipeline coverage, conversion rates, ramp velocity, forecast accuracy
- Run it all like production infrastructure - observability, error handling, and data-quality validation - so systems get debugged, not ticketed
### **Agentic Workflow Engineering**
- Build and run the GTM agent fleet from prototype through daily production use, instrumented so decisions, failures, human edits, and downstream outcomes are visible - you own the improvement loop of evals, experiments, and iteration
- Build the PLG-to-Enterprise signal layer: product usage into intent scoring into the BDR/AE routing queue
- Own the Clay enrichment and outbound data infrastructure; raise BDR output at the systems level
### **Full-Funnel Automation**
- Surface the right account context to reps at the right moment: before QBRs, ahead of renewals, when an expansion signal fires
- Build churn-risk and expansion detection with Deployment and CX so the post-sale motion runs on live signals
- Automate deal desk mechanics: quote workflows and discount approval routing, with pricing guardrails enforced in-system
- Sit with frontline sellers to find where the motion breaks, then ship the fix inside two weeks
### **Measurement & Iteration**
- Own every build end to end: discovery, prototype, rollout, adoption, iteration
- Measure adoption and revenue impact of everything you ship; kill what nobody uses
- Bring the VP build-vs-buy recommendations backed by working prototypes
- Feed field evidence to Product so enterprise signals reach roadmap decisions
### **What you’ll need**
- 6+ years across RevOps, GTM engineering, sales ops, or an adjacent applied technical discipline, with at least 3 years in RevOps or GTM engineering
- Builds you can demo: Salesforce connected to adjacent GTM systems, enrichment pipelines, routing logic, agent workflows in production
- Experience with data warehouses, BI tools, or event-driven systems
- Clay proficiency strongly preferred; without it, show us you can get dangerous in it during the interview process
- Familiarity with enterprise sales motions at $100K to $2M ACV
- Analytics engineering, finance or data science background is a plus
Runway strives to recruit and retain exceptional talent from diverse backgrounds while ensuring pay equity for our team. Our salary ranges are based on competitive market rates for our size, stage and industry, and salary is just one part of the overall compensation package we provide.
There are many factors that go into salary determinations, including relevant experience, skill level and qualifications assessed during the interview process, and maintaining internal equity with peers on the team. The range shared below is a general expectation for the function as posted, but we are also open to considering candidates who may be more or less experienced than outlined in the job description. In this case, we will communicate any updates in the expected salary range.
Lastly, the provided range is the expected salary for candidates in the U.S. Outside of those regions, there may be a change in the range, which again, will be communicated to candidates.
#### **Working at Runway**
[**Great things come from great teams.**](https://www.youtube.com/watch?v=kwmj4ato2kw&ab_channel=Runway) **We’d love to hear from you.**
We’re committed to creating a space where our employees can bring their full selves to work and have equal opportunity to succeed. So regardless of race, gender identity or expression, sexual orientation, religion, origin, ability, age, veteran status, if joining this mission speaks to you, we encourage you to apply.
More about Runway
- [Universal World Simulator](https://runwayml.com/world-simulator.html)
- [GWM-1](https://runwayml.com/research/introducing-runway-gwm-1)
- [Gen-4.5](https://runwayml.com/research/introducing-runway-gen-4.5)
- [General World Models](https://runwayml.com/research/introducing-general-world-models)
- [Robotics SDK](https://runwayml.com/research/introducing-runway-gwm-1#robotics-section)
- [Conversational Real-time Agents](https://runwayml.com/research/introducing-runway-gwm-1#avatars-section)
- [Runway Studios](https://runwayml.com/studios)
We're excited to be recognized as a best place to work:
[Crain's](https://www.crainsnewyork.com/awards/best-places-work-2023) | [InHerSight](https://www.inhersight.com/companies/best/city/new-york-city-ny) | [BuiltIn NYC](https://builtin.com/awards/new-york-city/2024/best-places-to-work) | [INC](https://www.inc.com/best-workplaces/2024)